Director, Mid-Market Sales - North America

Who we are:

M-Files is a global leader in information management. The M-Files metadata-driven document management platform enables knowledge workers to instantly find the right information in any context, automate business processes, and enforce information control. This provides businesses with a competitive advantage and substantial ROI as they deliver better customer experiences and higher-quality work with lower risk.

To learn more about us we encourage you to visit, www.m-files.com. To learn more about how we became a Certified Great Place To Work visit, Working at M-Files | Great Place To Work.

Summary of the role:

This role is responsible for leading the Mid-Market sales team to hit objectives/targets.

This includes developing and managing M-Files North America direct sales teams to achieve their quarterly and annual sales goals. The Sales Director assumes responsibility for the direct sales unit's annual sales goal. The Sales Director is also responsible for driving the professional development of sales staff, including mentorship, training, and performance evaluation. They also provide input to senior management related to the go-to-market strategy for target markets.

The Sales Director systematically coaches the sales teams in positioning M-Files products, messaging, and services to ensure optimal chances of closing qualified opportunities. The position requires the ability to multi-task between teams in support of different clients, sales opportunities, and other initiatives. Will act as an enabler to remove both internal and external roadblocks and helps the sales teams resolve challenges in support of closing sales opportunities. This role reports to SVP, Sales North America.

What you will be doing/Responsibilities and Duties:

• Leading the North America Mid-Market direct sales teams.
• Providing training and coaching in the use and application of M-Files Sales Framework.
• Identifying training and development gaps and create plans to address.
• Managing Sales team leads and run monthly Sales management team meetings.
• Leveraging and communicating competitive losses/wins across the sales and marketing teams.
• Providing day-to-day guidance for direct sales force in matters of problem resolution, sales strategies, competitive analysis, and pricing, bids/RFPs/RFQs, and corporate policy interpretation.
• Working with senior management to set budgets and implement strategies and plans.
• Assessing skill sets and provide ongoing coaching and feedback to team members and managers to meet objectives, reinforce sales methodology and provide guidance on career path direction.
• Meeting booking commitment goals by setting tactics and leading sales in execution of the selling through diligent lead follow-up, mining the installed customer base and prospecting.
• Identifying market potential (geographic, product, etc.), set sales tactical plans to capture this potential, and manage investments to eliminate coverage gaps.
• Providing sales forecast for the current month, quarter and year broken out by each sales rep for senior management. Managing and coaching team members to ensure accurate and timely forecasts which are reflected in CRM.
• Communicating marketing requirements and competitive data, including pricing, feature needs, license models and value proposition strategies to product stakeholders to senior management.
• Implementing account and opportunity planning processes and develop new initiatives to maximize revenue and market potential and lead sales management in developing execution strategy.
• Working with partner team to Identify key CSI partners across North America that support the sales strategy.
• Ensuring CRM system is adopted and leveraged to full effect by North America sales reps and managers.
• Ensuring efficient and effective use of sales engineers in all opportunities throughout sales cycle.
• Developing plans with sales team to expand and maximize ARR contribution of "top x" customers across North America.
• Driving collaboration between direct and partner sales encouraging co-sell where appropriate.

Requirements

Who you are/Qualifications and Skills:

• Bachelor’s degree and/or equivalent work experience as outlined required.
• Somone who can demonstrate a track record of hitting sales goals/targets.
• 5+ years in a direct sales individual contributor role (preferably in a technology driven field)
• 5+ years of sales management experience prefera