Cloud Sales Director

Job Description

Company Description

MicroStrategy transforms organizations into intelligent enterprises through data-driven innovation. We match smart people to dynamic projects and technologies that truly challenge their talents. Curious and creative in outlook, our success is built on the talent and energy of smart and driven people. MicroStrategy (Nasdaq: MSTR) is a worldwide leader in enterprise analytics and mobility software. A pioneer in the BI and analytics space, MicroStrategy delivers innovative software that empowers people to make better decisions and transform the way they do business. We provide our enterprise customers with world-class software and expert services so they can deploy unique intelligence applications.

Job Description

Company Description MicroStrategy transforms organizations into intelligent enterprises through data-driven innovation. We match smart people to dynamic projects and technologies that truly challenge their talents. Curious and creative in outlook, our success is built on the talent and energy of smart and driven people. MicroStrategy (Nasdaq: MSTR) is a worldwide leader in enterprise analytics and mobility software. A pioneer in the BI and analytics space, MicroStrategy delivers innovative software that empowers people to make better decisions and transform the way they do business. We provide our enterprise customers with world-class software and expert services so they can deploy unique intelligence applications.

Job Description

MicroStrategy is expanding its Cloud sales team and this role presents an excellent opportunity for experienced Cloud or SaaS sales leader to join and help build a growing team. The Cloud Sales Director will manage a team of four regional Cloud Sales Specialists who, in an overlay role, will identify, sell and maintain sales relationships within customer accounts in his/her assigned territory. The Cloud Sales Director will provide feedback to North America Sales leadership based on interactions with clients, prospects, and other market players. The Cloud Sales Director executes and maintains a sales plan and strategy for achieving annual quotas and revenue targets for the company's Cloud business.

Your Focus:

• Plays a lead role in the development and positioning of the MSTR Cloud offering
• Manages a team of 4+ regional Cloud Sales Specialists
• Sells MicroStrategy Cloud-based products and services to new and existing clients
• Identifies and properly qualifies business opportunities
• Effectively communicates with senior IT and business decision makers
• Understands the sales process and drives adoption of the Cloud sales methodology
• Presents business solutions at the executive level
• Leads negotiations and overcomes objections for deal closure
• Manages complex sales cycles and multiple engagements simultaneously
• Prepares accurate sales forecasts and sales cycle reporting via Salesforce.com
• Responsible for achieving quarterly revenue targets
• Provides project management to ensure the success of the potential or current clients
• Continually identifies development needs and prepares development plan for members of the team
• Prepares and execute on a yearly and quarterly business plan for the team
• Attracts and retains key team members to support business growth goal
• Provides guidance and leadership to create excitement in the sales organization about the Cloud offering
• Participates in MicroStrategy’s annual conference and other marketing events while actively attracting prospects and clients to these events.

Skills and Qualifications

• BS degree or equivalent business experience
• 5+ years experience selling enterprise technology in a SaaS company
• 3-5 years specific experience building and managing a highly successful and talented sales team
• Strong verbal and written communication skills: needs analysis, positioning, business justification.
• Ability to translate technical advantages into business benefits.
• Ability to present with confidence and successfully handles objections and controls the audience.
• Excellent organizational and time management skills
• Ability to travel as needed post-pandemic restrictions
• Excellent Communication, presentation, and negotiation skills
• High levels of social perceptiveness and customer service
• Proven track record of consistently exceeding corporate objectives and quotas
• Self-drive, motivated, and results oriented
• Proven prospecting and sales cycle management skills
• Experience in driving cross-organizational efforts to influence others to improve and land sales processes and tools that enhance seller productivity
• Able to build executive-level relationships with key accounts
• Experience and training in a value-based enterprise sales methodology (Solution Selling, Customer Centric Selling, etc.)
• Previous ales methodology training, e.g. MEDDIC, SPIN, Challenger Sales
• Understanding of partner ecosystems including Cloud providers and the ability to leverage partner solutions to solve customer needs

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