Director of Enterprise Accounts - West Coast

Director of Enterprise Accounts

This individual will be responsible for defining and running the go-to-market strategy focusing on accelerating the growth of business across EDB's Enterprise accounts and providing leadership/sales management support to a team of senior sales reps.

Key Accountabilities

• Develop a sales strategy and execution to meet and exceed the territory’s (Customers and Prospects) targets for revenue & customer satisfaction.
• Drive a Pipeline and forecast cadence and expectation for each sale rep to be successful
• Ensure Reps have an understanding of their assigned prospect and customers and are leveraging all EDB resources to KYC (know your customer) with a focus on the Top 10 and Deep knowledge of Top 3 accounts.
• Build and maintain a high-performance sales team to maximize revenues and provide leadership for the Sales Reps.
• Expand awareness of EDB products, build a sustainable pipeline of opportunities, and focus on business value.
• Establish a business plan aligned to the strategic customer base across the assigned accounts, with clearly defined and measurable goals and strategies.
• Drive key deal structures that outline EDB’s value and are integrated into the sales negotiations, customer pricing, and contractual agreements with the sales team.
• Develop senior-level customer relationships with the sales team for EDB’s strategic customer base and ensure your sales team is doing the same.
• Model integrity and ethical behaviors every day.
• Drive the EDB culture, values, and leadership principles. Share your management philosophy with your team through coaching and hands-on actions.

Preferred Skills And Experience

The Enterprise Director of Sales will have 5+ years of experience leading a team for a defined strategic customer base with a passion for consultative conversations regarding business challenges and building trusted advisor relationships.  

• Deep product (IT Infrastructure, Applications,with DB being a plus), market expertise, including customer needs, competitive landscape, and key trends in the market.
• Proven experience leading end-to-end success of technology solutions across Product and other functions including Marketing, Sales, Service, and/or Support. 
• 5+ years of people management experience.  Proven leadership with strong communication skills, analytical skills, detailed understanding of EDB technology and industry trends.
• Proven history attracting, retaining, and developing new leaders and talent overall.
• Strong leadership & interpersonal skills, coaching skills, and cross-group collaboration, with a attention to operational excellence
• Executive communications, engagement, and influence.
• Consistently achieved and/or exceeded sales quota objectives.
• Technical aptitude and eye for business.

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