Lead and grow Blue Mantiss Canadian sales organization: hire and develop a sales team, build and execute regional sales strategy, manage pipeline and forecasts in SFDC, co-sell with partners, drive new MRR and exceed quarterly targets while collaborating with GTM, marketing, partners and presales.
The Sales Director is a pivotal leadership role responsible for expanding market presence in Canada by driving sales strategy, hiring/developing/managing the sales team, and achieving assigned financial targets within the region. This role requires a dynamic individual with a proven track record in sales leadership, a deep understanding of the technology services market, and the ability to inspire and lead a team to accelerated growth. Experience selling solutions that include ServiceNow, IT & Cyber professional services, managed services and cloud services is essential for success. Financial services experience a plus.
Key Responsibilities
Team Leadership and Development
- Hire, Lead, motivate, and develop a high-performing sales team.
- Set clear objectives and performance expectations for the sales team.
- Provide coaching, training, and support to ensure the team meets their targets.
- Conduct regular performance reviews and implement development plans for each account executive and demonstrate and active performance management approach.
- Activate the ecosystem partners in the region to execute co-selling initiatives; experience working with leading OEMs (i.e. Microsoft, HPE, Dell, Cisco, Lenovo, Arctic Wolf and others) is preferred.
- When appropriate, hire account executives that meet the Blue Mantis success profile.
Sales Strategy and Planning
- Develop and execute a comprehensive sales strategy for the region to achieve and exceed the assigned sales targets across lines of business and GTM practice disciplines.
- Analyze market trends and competitors to identify opportunities and threats.
- Work closely with the Sales & GTM leadership team to execute the identified sales plays targeted at existing customers and a list of target accounts.
Sales Execution
- Participate in client meetings, engagement and executive relationships are essential for a lead-from-the-front style sales executive
- Closely monitor and drive accelerated performance via territory/account management while balancing portfolio of solutions across business lines.
- Expanding anchor accounts as critical as new account penetration.
- Ensure operational excellence relative to forecast and pipeline management within SFDC and Gong
- Manage the sales budget and ensure efficient allocation of resources, and monitor T&E to ensure alignment with budget and corporate policy.
- Implement and monitor sales metrics to measure and accelerate team performance and effectiveness.
- Meet and exceed assigned quarterly targets.
Collaboration and Communication
- Collaborate with other departments, such as marketing, business development, partner management, and presales to ensure a cohesive approach to sales and customer engagement.
- Communicate effectively with the executive team, providing regular updates on sales performance, market conditions, and help needed.
Skills, Knowledge & Expertise
Required
- Track record of leading teams to over quota performance
- Strong network of contacts – customers and partners and potential employees
- Solution selling expertise – MEDDICC based discipline in positioning both products and services
- Experience driving new MRR growth – managed services, cloud services, carrier services, and recurring PS
- Bachelor’s degree, or > 10 years of successful performance in the IT industry
- ServiceNow experience Preferred
Work Environment:
Requires ability to travel to customer/partner locations and Blue Mantis offices as appropriate. Must possess and maintain a valid, clean driver's license or the ability to secure reliable and timely transportation as required.
About
Blue Mantis is a leading strategic digital technology services provider with a 30+ year history of successfully helping clients achieve business modernization by applying next-generation technologies including managed services, cybersecurity and cloud. Headquartered in Portsmouth, New Hampshire, the company provides digital technology services and strategic guidance to ensure clients quickly adapt and grow through automation and innovation. Blue Mantis partners with more than 1,200 leading mid-market and enterprise organizations in a multitude of vertical industries and is backed by leading private equity firm Recognize.
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