National Sales Director (PAI)

Job description

NATIONAL SALES DIRECTOR (North Americas) - Expressions of Interest

Prophecy Americas Inc.

About Us

Prophecy International Holdings Limited (ASX: PRO) is a leading Australian designer and developer of innovative business software. Prophecy has developed a 40-year track record helping customers to secure their enterprises, repel cyber threats, and deliver valuable business insights. It helps companies make better decisions faster to protect and improve their operations. Prophecy Americas Inc. is a subsidiary of PIHL.

The Snare cybersecurity product suite is a highly scalable platform of Centralized Log Management and Security Analytics products designed to enable customers to detect and manage cyber threats in real-time and maintain regulatory compliance.

Prophecy operates globally from Adelaide and Sydney in Australia, London in the United Kingdom, Denver in the USA, and Manila in the Philippines.

Your Profile:

To be successful as our new National Sales Director (Americas), you will possess strong leadership skills and have the passion and ability to drive company success along with developing and coaching future sales executives. Ultimately a top-notch Director of sales, you will have an in-depth knowledge of the market and competitive products and be confident in delivering and executing the sales strategy. You will have excellent customer service, interpersonal, and communication skills and will ultimately work closely with other departments within the company to ensure alignment with the company’s overall objectives.

Applying your enthusiasm for sales, you'll lead efforts to acquire new customers and increase revenue through demand creation, channel design and engagement, managing pipelines, and closing sales.

You are an exceptional and experienced sales leader – with a deal sheet that you’re proud of.

You set high expectations for yourself and the organization, impartially operating with integrity, without ego, and with the highest ethical standards. We are seeking a strong, experienced leader to build and manage our Snare Sales team in the Americas.

Preferably based in Denver, the National Sales Director will lead the sales and market penetration strategy, driving top-line revenue and customer acquisition through multiple channels. As a top-level director, you will oversee and direct the sales team to meet and exceed sales revenue, contributing to the profitability of Prophecy Americas and the overall global business success.

Reporting to the CEO, you’ll impact the business by building lasting client relationships and partnering with multiple team members to increase revenue. You will work with leaders across our sales team to ensure our organization hits its sales and revenue goals.

Key Responsibilities:

• Responsible for revenue growth with new and existing customers.
• Responsible for hunting and closing new logos and upsells – finding prospects & leads through various channels.
• Develop and implement sales strategies to achieve desired sales targets.
• Oversee the full life cycle of the sales process from prospecting to closing while maintaining an accurate forecast with Salesforce.
• Responsible for growing the territory, including developing networks, hunting, and fostering relationships.
• Manage and motivate the sales team to achieve desired results.
• Identify Customer Needs: Utilize gap selling techniques to thoroughly understand the customer’s current situation and desired outcomes, identifying any gaps that need to be addressed.
• Develop Tailored Solutions: Apply solutions selling strategies to create and propose customized solutions that effectively bridge the identified gaps between the customer’s current state and their goals.
• Sales Presentations: Prepare and deliver persuasive sales presentations that clearly articulate how the proposed solutions address the customer’s specific needs and close the identified gaps.
• Relationship Building: Build and maintain strong relationships with clients, acting as a trusted advisor who understands their business challenges and provides strategic solutions.
• Close Sales: Effectively negotiate and close sales deals by demonstrating the value of the solutions and ensuring they meet the customer’s needs and expectations.
• Develop relationships with key customers and clients to generate business opportunities.
• Analyze market trends and competitor activity to develop effective sales strategies.
• Prepare reports on sales activities and results, presenting these to upper management.
• Build, track, and manage an active sales pipeline to achieve and exceed quarterly sales targets.
• Innovate and improve upon our client’s acquisition strategy for performance marketing services.
• Position the company as a leading player in the global industry through leadership, education, and representation.
• Identify new partnerships/acquisitions that can deliver incremental market and/or competitive advantage.
• Work with marketing and product teams to develop new value propositions that meet evolving client needs.
• Conduct quarterly business reviews with all key clients.
• Assist the Global CPO/CHRO with recruiting and hiring sales staff and developing training programs.
• Manage sales teams and maintain sales operations.
• Outline and manage sales budgets. Set quarterly/annual sales goals and motivate the sales teams to achieve them.
• Monitor the market and competitor products and activities, providing detailed sales forecasting.
• Review customer activity, anticipate consumer needs, and improve customer satisfaction.
• Create sales reports and provide feedback to the leadership team at company meetings.
• Establish and maintain key customer relationships.
• Align the sales organization objectives with firm business strategy through active participation in corporate strategic planning, sales strategy development, forecasting, sales resource planning, and budgeting.
• Lead learning and development initiatives impacting the Americas sales organization, providing stewardship of sales and sales management talent.
• Provide leadership to the Americas sales organization, fostering a culture of accountability, professional development, high performance, and ethical behaviors.
• Assist in other business activities as requested or required.

Key Objectives

• Increase sales and market share for the company.
• Develop and implement effective sales strategies.
• Build and manage a high-performing sales team.
• Create a positive customer experience and ensure customer satisfaction.
• Achieve targets for revenue, profit, and market share growth.

Skills and Experience

• Bachelor’s or master’s degree in a business-related field.
• Familiarity with the industry in which the company operates, including key trends and challenges.
• In-depth knowledge of selling strategies and methods in a competitive market.
• Strong strategic planning, organizational, and creative thinking skills.
• Proven work experience as a Director of Sales or a similar role.
• Minimum of 8 years leading a sales team and developing sales strategies.
• Proven track record of achieving sales targets and increasing market share.
• Strong leadership and motivational skills, with the ability to inspire others to achieve results.
• Gap Selling: Proven experience in identifying gaps in customer needs and providing solutions to fill those gaps.
• Solutions Selling: Demonstrated ability to develop and sell comprehensive solutions that address customer pain points.
• Excellent verbal and written communication skills to articulate complex solutions clearly and persuasively.
• Excellent negotiation, and presentation skills.
• Verifiable experience selling into the Technology vertical.
• Strong analytical skills to assess customer needs and develop appropriate solutions.
• Consistent success meeting targets for multi-year, multi-million-dollar deals, with knowledge of tech-enabled services that enhance efficiency and productivity.
• Comfortable working as part of a team in an evolving environment.
• Experience in team building and nurturing an inclusive learning environment.
• Demonstrated ability to undertake category, business, and competitive assessments to develop strategies and tactics for exceptional growth and profitability.
• Proven track record of reaching and exceeding large sales revenue and P&L goals.
• Existing network of active senior relationships across the industry.
• Driven to discover and formulate strategies and operational tactics to pursue new opportunities.
• Excellent computer skills (PowerPoint, Word, Excel, Outlook, etc.).
• Experienced in developing and leading a winning team that exceeds their quota and objectives.
• Trusted by stakeholders across the sales teams and the company, with strong support and resource allocation.
• Established a reliable cadence for forecast meetings, with accurate and documented forecasts in Salesforce.
• Increased closure rates and decreased customer churn through direct coaching and mentorship.
• Trusted by senior sales management for reliable forecasts and sales activity to inform overall sales strategy.
• Deep understanding of your team’s sales activity, tracking results to inform forecasts and individual development plans/performance.

Commission and Benefits:

This position is eligible to participate in a sales incentive plan.

Benefits available to eligible employees include:

· 401(k)

· 401(k) matching

· Dental Insurance

· Health Insurance

· Life Insurance

· Paid Time Off

· Vision Insurance

· Supportive and inclusive working environment

· Genuine Work-Life Balance

Join our team and shape the future with us. We can’t wait to hear from you.