Sales Director

Atrius® is a team of innovative and ambitious people creating cutting-edge cloud applications that collect, analyze, and mobilize data to make buildings more efficient, sustainable, and easier to navigate. From the world’s largest airports and enterprise campuses to cutting-edge venues, building owners and operators leverage Atrius technology to optimize energy resources, reach their sustainability goals, and deliver digital precision over physical spaces.

Atrius is a proud part of the Acuity Brands portfolio, a global industrial technology company serving the world’s leading higher education, aviation, retail, and enterprise organizations.

We use technology to solve problems in spaces, light, and more things to come… for our customers, our communities, and our planet. 
 
Acuity Brands, Inc. (NYSE: AYI) is a market-leading industrial technology company. We use technology to solve problems in spaces, light, and more things to come. Through our two business segments, Acuity Brands Lighting and Lighting Controls (ABL) and the Intelligent Spaces Group (ISG), we design, manufacture, and bring to market products and services that make a valuable difference in people’s lives.  
 
We are positioned at the intersection of sustainability and technology. Our businesses develop technology that helps save our customers energy and reduce their carbon emissions. We achieve growth through the development of innovative new products and services, including lighting, lighting controls, building management solutions, and location-aware applications. 

Job Summary

Join our dynamic Client Acquisition Sales Team to lead acceleration of growth of our Atrius software stack with an emphasis on the buildings and aviation industries. The Sales Director will play a critical role to achieve our Sales team target objectives and have an executable plan to meet our customer acquisition and revenue growth objectives. The Sales Director responsibilities include selling our Atrius location services solutions, Indoor Digital Map & Wayfinder, Indoor Positioning and other solutions to come to new clients in the Americas region. Reporting to the Sr Director of Client Sales Acquisition, the Sales Director is a change agent who can define new models and processes to creatively help us scale our business. You will be an integral part of our vision of transforming the built world into smarter, safer and greener spaces while helping drive new customer logos acquisition into our portfolio for the allocated perimeter of scope & region.

We are accepting candidates with 15 or more years of experience, and we require a natural leader in this role who has a solid baseline of knowledge in Saas selling in the aviation industry (airport and airlines) and other industries as well, who can grow with the role and the company.

Key Tasks & Responsibilities (Essential Functions)

• Develop and actively pursue a list of targeted Enterprise Prospect Accounts, creating individual action plans
• Call on and develop relationships with new prospects, to meet and exceed individual and team revenue expectations
• Handle deals from start to closing including negotiations and contracting
• Present products and services to new prospects
• Ability prepare and deliver RFI/RFP winning responses
• Act as thought leader for the region on Atrius solutions for prospects
• Represent our solutions at events and with industry bodies (ACI for instance)
• Exceed established new business revenue targets
• Accurately forecast sales opportunities via pipeline reporting
• Effectively and accurately manage personal revenue pipeline to maximize all new business opportunities
• Monitor and report sales activity
• Work with Account Management and Client Services teams to ensure smooth handover
• Continuously develop and strengthen key relationships
• Work with Product teams to define business requirements for features & capabilities that enable our customers, and increase value
• Collaboration with customer success and operations team to ensure customer expectations are exceeded
• Fully understand and clearly articulate the value of Atrius solutions to customers at all levels, examples include