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The Director of Sales for Global Accounts & Public Sector is responsible for leading the go-to-market activities for assigned solutions and product sets within our Global Accounts and Public Sector teams. This role encompasses managing all aspects of the sales process, including business development, pipeline management, territory planning, coordination with internal matrixed resources, development of sales team members, and driving continuous improvement in the overall sales and customer engagement process.

What You'll Do

Team Quota Attainment

Manage the direct sales staff in collaboration with partner program and business unit leaders to consistently achieve the overall sales quota
Effectively manage overall pipeline
Provide accurate weekly and quarterly forecast
Proactively manage productivity and performance of the sales team members
Assist with strategic sales activities and coordinate with internal resources on key initiatives
Team with Customer Success to document value for strategic customers

Departmental Leadership & Operations

Generate and assess monthly reports for business unit meetings
Work with General Manager(s) to create, update and review team forecast and metrics
Identify macro-opportunities for improvement, including ICP alignment, focused use cases, time to close, win rate, and team efficiency
Work with cross functional team members to raise the game of the sales team by improving our selling, business, communication, collaboration, and solutions skills
Represent Sales during quarterly Deep Dive presentation including updates on sales metrics, achievement to quota and overall sales performance
Conduct weekly sales and enablement meetings
Help the team become more efficient by developing & implementing repeatable business processes (RFP, Discovery, Demonstrations, and Proof-of-Concepts, Audits), etc.
Develop KPIs/metrics to track and manage team and individual performance

Team Leadership

Develop plans to retain and attract top talent
Provide mentorship and sales process guidance, along with domain and solution expertise
Participate in opportunity strategy and sales activities
Other duties as assigned

Product/Marketing

When needed, assist in the outbound launch of new products and releases acting as a subject matter expert and content creator
Act as a subject matter expert for product strategy, marketing and product development for targeted customer segments
Occasionally participate in audits, tradeshows, webinars, etc.

Qualifications

Bachelor’s degree required
Experience selling software/technology solutions
7+ years of experience with software/SaaS/managed services sales
3+ years’ experience managing sales team focused on large strategic customers
Excellent written and verbal communication skills
Strong organization and time management skills with the ability to manage competing priorities
Demonstrated ability to problem solve and negotiate with emphasis on closing the sale

ID: 2978

About Us

This is Fortra, where we're making a difference by offering a best-in-class solutions portfolio, proactively adapting to the ever-evolving cybersecurity threat landscape, and putting people first. Fortra is a cybersecurity company like no other. We're known for our innovative software and services, world-class support, and the commitment and satisfaction of employees across the globe. Our approach is different, and we’re proud of that. For more information about what it's like to work for us, and learn about our culture, benefits, or perks, connect with us on LinkedIn.

We Are Fortra

Our people make us great. Our employees are a resilient and diverse group of global problem solvers, proactive protectors, and relentless allies, empowered to show up every day authentically, ready to fight the good fight with Fortra. Here at Fortra, we believe we're stronger when we're all stronger. That's why we're committed to supporting and empowering our employees through a host of offerings, including competitive benefits and salaries, personal and professional development opportunities, flexibility, and much more!

Visit our website to learn more about why employees choose to work for Fortra. Remember to check out our Glassdoor to learn what our employees are saying and connect with us on LinkedIn.

As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, veteran or disability status.

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Director, Sales - Global Accounts & Public Sector