The mission of the Director, North American Banking & Financial Services Sales is to grow the ProcessMaker banking customer base and penetrate additional markets within the financial services sector.
Responsibilities
- Create and execute a strategic plan to exceed monthly, quarterly and annual quota objectives
- Manage and grow an existing team of two account executives to align with revenue growth
- Ensure adequate team pipeline coverage by collaborating and mentoring across all available channels; Marketing, SDR, events, channel partners and AE direct prospecting
- Coach and perform in-depth discovery that uncovers business problems, implicated pain and economic impact that can be used to justify an investment in ProcessMaker
- Collaboratively work with Solutions Consulting resources to deliver compelling sales presentations and tailored demonstrations that convey customer-specific value
- Obtain buy-in and purchase justification through the use of a Business Case framework
- Employ the MEDDPICC discovery process and leverage the ProcessMaker sales methodologies to increase ACV, maximize win rates and reduce sales cycle
- Serve as a banking industry subject matter expert to convey experience and confidence when working with mid-to-large size banking, credit union and financial services organizations
- Learn and understand the capabilities of the ProcessMaker banking applications, business process automation (BPA) platform and intelligent document processing (IDP) solutions
Critical Success Factors
- Has experience building new business segments and growing sales teams
- Demonstrated history of consistent quota attainment
- Act as the CEO of your business segment. Demonstrate ownership and accountability.
- Own team foresting, pipeline management and pipeline coverage
- Ensure maintenance of up-to-date and accurate Salesforce Account, Opportunity and Contact records
- Employ MEDDPICC in every interaction to continuously discover and qualify
- Maintain a high degree of integrity and professionalism
- Act as an emphatic problem solver that can help our customers improve their business
- Consistently demonstrate passion, persistence and curiosity
- Be deadline driven and operate with urgency
Minimal Qualifications
- 7+ years of experience selling enterprise SaaS solutions
- 2+ years of experience leading sales teams
- Experience selling to the banking and financial services industry
- Experience building and growing new business segments
- Consistent above-quota results
- Highly organized and effective time management
- Strong written and verbal communication skills
- Attention to detail
- Ability to create compelling presentations
Desired Qualifications
- Experience with MEDDPICC
- Experience with GAP Selling and Challenger Sales methodologies