Job Title:
Sr. Sales Director – Cloud ID (Remote – US)
Summary:
The Sr. Sales Director will play a key role in driving the success of the Cloud ID Sales & Marketing team by identifying and securing new business opportunities, nurturing marketing leads, and managing a portfolio of new and existing accounts. This remote position offers the opportunity to impact a fast-paced, dynamic environment significantly. This is an individual contributor role with expertise in solution-based selling and a consultative sales approach.
Key Responsibilities:
- Sales Performance:
- Identify and target high-potential enterprise accounts to introduce our solutions.
- Develop and execute a comprehensive sales strategy to penetrate new markets and secure new customers.
- Conduct detailed discovery sessions to understand prospects’ business challenges and position our solutions as the optimal fit.
- Qualify leads and opportunities, ensuring alignment with ideal customer profiles, target markets, and buyer personas.
- Manage the entire sales cycle from lead generation to contract negotiation and closing.
- Work closely with pre-sales, product, and marketing teams to ensure seamless handoffs and alignment with client expectations.
- Deliver compelling presentations, product demonstrations, and tailored proposals to meet client-specific needs.
- Address objections and negotiate contracts to achieve win-win outcomes.
- Serve as a trusted advisor by understanding industry trends, competitive landscape, and client needs.
- Proactively identify cross-sell and upsell opportunities within newly acquired accounts.
- Build and manage a robust sales pipeline across the industry to position Cloud ID’s products and services for new business opportunities.
- Maintain accurate and up-to-date records in the CRM system, tracking activities, opportunities, and revenue forecasts.
- Provide regular updates to sales leadership on pipeline health, market trends, and performance metrics.
- Partner with marketing, product, engineering, and customer success teams to create a cohesive go-to-market strategy.
- Provide feedback to the product team to enhance offerings based on customer insights and market demand.
- Achieve and exceed sales quota targets, delivering results monthly, quarterly, and annually.
- Client Development and Retention:
- Identify and cultivate growth opportunities within key accounts, fostering long-term client relationships.
- Conduct face-to-face client meetings (in-person or virtual) to drive account growth, strengthen relationships, and ensure client retention.
- Act as the primary point of contact for assigned clients from contract signing through kickoff, launch, optimization, and growth phases.
- Collaboration and Cross-Functional Engagement:
- Collaborate with internal teams, including sales engineers, technical product teams, finance, and legal, to deliver comprehensive technical reviews and timely client support.
- Advocate for client and market needs by championing product enhancements and new features to improve customer satisfaction and retention.
- Customer Support and Reporting:
- Provide customer support as needed, addressing ad hoc client questions and resolving issues related to accounts or product launches.
- Prepare and analyze sales reports to track performance and identify opportunities for improvement.
- Market Expansion:
- Develop strategies to expand the client base within defined market segments.
- Enhance Cloud ID’s visibility among key decision-makers in the TV Everywhere and Identity Management industries.
- Corporate Representation:
- Represent Synacor at conferences, meetings, and events at the local, state, national, or international level to increase brand exposure and build relationships.
- Administrative and Additional Responsibilities:
- Oversee administrative functions essential for the daily operations of the sales team.
- Fulfill other duties as assigned.
Qualifications:
- Education and Experience:
- Bachelor’s degree in Business, Marketing, or a related field.
- 10+ years of proven experience in strategic business development and sales.
- Experience in the cable, satellite, telco, OTT, or identity management/video technology sectors is required.
- Skills and Competencies:
- In-depth knowledge of Cloud ID’s product lines, including TV Everywhere, Identity Management, and Digital Media experiences.
- Demonstrated success in consultative sales, including selling renewals, upselling new products, and maintaining existing client relationships.
- Strong collaboration skills with the ability to work in a diverse, global team environment.
- Exceptional written and verbal communication skills, with excellent business writing and proofreading abilities.
- Proactive, detail-oriented, and capable of managing multiple projects simultaneously.
- Technology and Tools:
- Proficiency in MS Office Suite, Salesforce, and HubSpot.
- Personal Attributes:
- Outgoing and energetic self-starter with a passion for identifying client opportunities.
- Strong sales acumen, problem-solving skills, and ability to take ownership of client relationships.
- Resilient, adaptable, and highly motivated to succeed in a competitive environment.