How to Apply
1. Email your cover letter, resume and OTE expectations to jobs@us.counterp.com
2. Please write "Director of Sales – Americas" in the subject line of your email
Reports to: Senior Vice President, General Manager
Department: Sales
Compensation: Competitive Base + Commissions + Recoverable Draw + Health Benefits; DOE
Travel: Domestic and international travel as business needs demand.
Industry: Rights and Royalties Management Software for the Entertainment and Brand Licensing Industries
Position Summary
A strong software sales leader with demonstrated successes as a hunter, farmer, negotiator and closer, the Director of Software Sales – Americas will be responsible for executing the Company's sales strategy; managing, mentoring and training a team of dedicated sales professionals; driving tactical software sales execution to achieve rigorous revenue, profitability and sales outcomes - consistent with the Company's overall strategic objectives and marketing plan.
Responsibilities
- Develop strategy, tactics, and sales plans required to achieve - and preferably exceed - annual revenue, profitability and sales growth targets established by Company management
- Directly manage a small sales team for the Americas; the team will grow in keeping with business needs and demands
- Mentor and train employees to gain the necessary experience and knowledge to support their respect roles in the sales organization
- Establish fair and reasonable individual and team quotas (with stretch goals)
- Define key sales metrics and provide weekly, monthly, quarterly and ad hoc sales reports to management – this is about: lead generation, conversion and management, new account acquisition, existing account cultivation and development, pipeline activity, qualified prospects - with a far greater emphasis on outcomes (did you and your team close the deal or not!)
- Partner with cross-functional and geographically distributed sales teams to integrate best practices across all sales disciplines and all lines of business (i.e. music, consumer products and media/entertainment industries)
- Identify and prioritize high potential sales opportunities (with Client Services and Sales Management) and delegate to sales team members as appropriate
- Learn, understand, communicate and demonstrate the Company's products and solutions capabilities to prospective and existing clients
- Accurately position Company's products and solutions against competitive products and solutions in the market
- Develop a disciplined, consistent approach to developing and growing the sales pipeline and to pro-actively engaging with prospective clients
- Prospect capitalizing on existing industry relationships, networking groups, trade organizations and industry specific databases
- Develop a strong understanding of each prospect's business initiatives, points-of-pain and risks, internal processes and industry trends, so as to appropriately position the products and services of Counterpoint Systems
- Effectively gather client needs, and ethically communicate the benefits of the Company's products and solutions, while setting appropriate expectations with clients
- Drive the sales process through face-to-face, telephone, email and online presentations
- Proactively solicit and critically analyze client feedback and timely communicate issues and trends to management, marketing, applications development and clients services as required
- Collaborate with internal and external functions to create sales and marketing collateral; and promotion, lead generation and partner programs
Proactively team with Company's management team and colleagues as appropriate
- Other duties as directed or required
Requirements
- Demonstrated comfort working in small-to-mid sized company environment while creating, nurturing, managing and maintaining relationships with US-domestic to global brands
- 10+ years working in a sales environment, preferably at least one year in a telesales or telemarketing role
- 5+ years software sales experience
- 3+ years demonstrated experience managing, mentoring and training an outcomes driven sales team
- Results driven and metrics focused (sales activity is admirable, but outcomes are what matter!)
- Proficient at identifying decision makers and gaining entry into client organizations for sales presentations
- Must have demonstrated relationship building and relationship management capabilities
- Highly effective client needs assessment skills
- Demonstrated history of achievement of aggressive sales goals and objectives
- Strong to exemplary communications skills – written and oral; telephone and face-to-face
- Demonstrated presentation and public speaking capabilities and experience
- Positive but 'keep-it-real' attitude
- Demonstrated team player
- Strong, determined, persuasive, ethical and diplomatic closer
- Demonstrated technical / technology background; and, an understanding of software product development and sales
- Goal-oriented – driven by the vision and organizational goals; celebrates the close!
- Excellent problem-solving skills and critical-thinking abilities
- Computer literate with excellent working knowledge of the Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
- Strong follow-through, detail-oriented, self-motivator with strong organizational and time management skills
- Willingness to pitch in anywhere and wherever, as business needs demand
- Aptitude to learn new things
- Self-motivated; self-directed
Preferences
- Bachelors in Business; Marketing; or close equivalent
- Entertainment industry experience highly desired
- Rights and royalties management experience highly desired
Company Description
Counterpoint Systems provides specialist rights and royalties management software for the entertainment and brand licensing industries. Counterpoint helps clients maximize the exploitation of their intellectual property, reduce the time and cost of back-office administration, and manage the risk of revenue or expense leakage.
With over 25 years of experience and over 400 customers, Counterpoint has provided solutions for every sector of the industry. Counterpoint offers a suite of specialized software packages which address different needs based on industry area, offering clients best-of-breed solutions for their business. Whether you are a small independent, or part of a major multinational, Counterpoint's scalable solutions will meet your needs.
Counterpoint Systems is proudly an Equal Opportunity Employer
Local candidates only.
No relocation assistance provided.
No visa sponsorship.
Principals only. No Agencies. No calls please.
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