Sr. Director, Enterprise Sales - Americas

Job Description Summary

Customer facing staff responsible for winning business Owns/influences commercial business operating guidelines and has ownership/influence over budgets. Guided by functional policy. There is autonomy within the role to enter into/execute Commercial arrangements. High levels of Commercial judgment are required to achieve outcomes required.

Job Description

The NAM Regional Commercial Leader (RCL) will have holistic responsibilities for all commercial resources - Enterprise Direct sellers, solution architects, and business development in the region. The RCL will drive development and execution of a commercialization strategy for the Electrification Software Manufacturing solutions while leveraging a deep manufacturing expertise across verticals such as Food & Beverage, Consumer Packaged Goods, and Automotive. The successful leader will be responsible for transforming the existing sales organization into a new logo/hunting first mindset team, change acceleration in embracing lean principles, and developing best practices and operations (Account Plans, Deal Reviews, and Close Plans) that facilitate the execution of a strong order and revenue achievement.

• Galvanize and create one cohesive team that is key part of the Global Electrification Software manufacturing team. Overall ownership for Electrification Software Manufacturing Direct sales and commercial activities in NAM.
• Ability to drive new logo pipeline generation while also expanding Electrification Software solutions horizontally at existing customers resulting in a team pipeline that is three times the regional orders target.
• Developing commercial expertise across NAM, different manufacturing solutions, vertical markets (such as a specialty in Food & Beverage and Consumer Package Goods), and sales processes.
• Interprets internal and external business challenges while being the voice of the customer while recommending improvement to products, processes, operations, and services.
• Utilizes understanding of industry trends in MES, Professional Services execution using internal/external resources, cloud versus on premise versus hybrid solutions Leads their team as well as collaborates with others to find creative solutions to address complex projects, product lines, markets, sales processes, or customers.
• Has the ability to evaluate quality of information received and questions conflicting data for analysis. Uses multiple internal and external resources outside of own function to help arrive at a decision.
• Ability to lead multi-functional teams or projects with moderate resource requirements, risk, and/or complexity. Communicates complex messages and negotiates mainly internally with others to adopt a different point of view.
• Influences peers to take action and may negotiate with external partners, vendors, or customers.
• Drive alignment with the Electrification Software Product Team while identifying and developing innovative solutions that solves our customers most difficult outcomes.
• Foster a collaborative relationship with Commercial Operations, Legal, Customer Support, Customer Service, Services, and Finance organizations while also leveraging functional peers within region bus also working closely with the other Regional Commercial Leaders APAC and the EMEA.
• Be a team leader for Lean Problem Solving, Kaizen, and Hoshin methodology.
• Understand complex commercial engagements include Perpetual, Term and SaaS licensing models.

• Experience selling MES and Industrial Automation solutions
• Experience leading a team of 10 or more resources such as direct sellers, solution architects, etc, while building a multi-cultural team
• Master's degree from an accredited university or college or at least a Bachelor of Science with extensive experience of selling, integrating, and consulting manufacturing software solutions
• Demonstrate the ability to engage with executives and drive a value sale methodology
• Strong understanding of Cloud, SaaS, Hyper Scalers (AWS and Azure)
• Leadership experience either in a formal or informal setting, leading industrial software commercial resources while selling solutions and services
• Track record for achieving quarterly and annual team goals while also having a strong acumen for long term strategic thinking 3 years into the future
• Ability to lead and coach others with Transparency, Humility, and Accountability
• Collaborated with existing channel partners, system integrators, technical partners, etc. as well as a rolodex of potential new partners
• SFDC forecasting discipline while leading by example using tools such as NEAT Account Planning and Miro Deal Board for long term account strategy
• Demonstrated ability to investigate and resolve problems, as well as lead programs / projects
• Lean Problem Solving, Kaizen, or Hoshin workout experience
• Ability to travel 50+%

• Strong oral and written communication skills.
• Strong interpersonal and leadership skills.
• Demonstrated ability to analyze and resolve problems.
• Demonstrated ability to lead programs / projects.
• Ability to document, plan, market, and execute programs.
• Established project management skills.
• Additional Information
  
  The salary range for this position is $168,000 - $252,000 USD Annual. The specific salary offered to a candidate may be influenced by a variety of factors including the candidate's experience, their education, and the work location. In addition, this position is eligible for a performance bonus with a total on-target earnings range from 280,000 - 420,000 USD Annual
• Note:
  
  To comply with US immigration and other legal requirements, it is necessary to specify the minimum number of years' experience required for any role based within the USA. For roles outside of the USA, to ensure compliance with applicable legislation, the JDs should focus on the substantive level of experience required for the role and a minimum number of years should NOT be used.