Director-Construction Software Sales

New York City (Manhattan), New York
NPAworldwide Recruitment Network
Why a Great Opportunity

We have placed many candidates at this long-term client.

Job Description

Our client is a leading provider of information management systems .Serving a diverse base of industries such as construction, higher education, healthcare, government, legal, finance and human resources they deliver its clients services such as digital conversion, advanced data capture solutions, document management systems, workflow automation, legacy data archiving, compliance and governance, business process management and advanced analytics capabilities, as well as a full suite of document storage, scanning and physical records management services. They maintain offices in 15 major metros across the U.S plus facilities in South America.

Position

This position will lead the Architectural, Engineering & Construction (AEC) market and will have the primary responsibility of driving and delivering budgeted bookings goals in the AEC secto

The Director will serve as the solution “champion” and subject matter expert for AEC, attain an individual sales quota, and provide strategic direction for AEC product offerings.

The Director will have a track record of success in sales of major initiatives within the AEC arena, and a strong knowledge of customer solutions life cycles, sales processes, the competitive landscape, and the development and execution of go-to-market plans.

Responsibilities:

• Provide overall sales leadership within the AEC market for developing plans and strategies for growing business and achieving the company’s sales goals.
• Attain individual sales quota assignment, including building and maintaining an adequate pipeline, negotiating agreement terms and closing sales.
• Responsible for meeting or exceeding budgeted quota targets by driving new business development in new and existing customers, including managing and overseeing negotiation processes to ensure acceptable outcomes on price and profitability.
• Drawing on extensive sales knowledge and experience, identify, implement and institute sales strategies for selling and managing large complex accounts in a multi-solution environment.
• Serve as the Subject Matter Expert for the AEC market, providing input and direction for ECM solutions, marketing initiatives, business development and other related functions.
• Develop and execute the strategic marketing and new business plans for the AEC vertical to meet or exceed assigned business goals.
• Actively work with strategic partners to identify opportunities within the AEC market and create demand through lead generation activities and target account selling strategies.
• Maintain a highly interactive relationship with accounts to achieve ongoing initiatives. Ensure proper customer service levels are maintained and customer satisfaction is exceeding expectations. Partner with service delivery and other technical teams to manage client issues and expectations.
• Manage and coordinate efforts of the extended sales team including Sales, Operations, Sales Engineers, and management, to deliver results.
• Define and coordinate sales training programs to improve knowledge and expertise for AEC and support company sales objectives.
• Monitor customer, market and competitive activity, providing feedback to senior executives and constantly revising sales strategy.

Qualifications

• Strong and consistent track record in developing new business, managing a complex sales cycle, and delivering revenue targets within the AEC document solutions market.
• Can effectively interface at many levels with senior managers, with a focus on selling to the C-level.
• Strong background and knowledge of strategic account management, sales process and solution selling.
• Experience in sales of ECM solutions, BPM, document capture, and records management preferred.
• Excellent interpersonal, strategic and tactical planning, and analytical skills.
• Must have the ability to translate customer needs into solution requirements.
• Excellent written, oral and presentations skills.
• Ability to function and influence others in a matrix management environment.
• Ability to make decisions and think in broad terms, considering the impact on the entire company.
• Outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners.
• Strong analytical, sales channel development, and marketing skills.
• Ability to translate customer needs into solution requirements.
• Strong interpersonal, strategic and tactical planning, and analytical skills
• Demonstrated AEC document solutions experience, either working in a direct role within a sales organization or in strategic ECM sales to AEC clients.
• Experience selling into the Construction market sector, with knowledge and understanding of the construction jobsite.
• Ability to work effectively with colleagues and staff to create a results-driven, team oriented environment.
• A collaborative professional who combines deep attention to detail with a broader strategic view, with the ability to manage large, complex projects.
• Excellent communication, analytical and strategic thinking, strong customer-facing, sales & marketing and presentation skills.
• Clear understanding of different sales models, selling methodologies and account strategies.
• Ability to work effectively with colleagues and staff to create a results-driven, team oriented environment.
• 5+ recent years selling complex, enterprise AEC ECM solutions, BPM, document capture, and records management, preferably in a cloud-based environment.
• Education: Four-year college degree, master’s degree preferred.