Director of Sales, IdenTrust

Director of Sales, Iden Trust
** Job :
** 42057

HID powers the trusted identities of the world’s people, places, and things, allowing people to transact safely, work productively and travel freely.

We are a high-tech software company headquartered in Austin, TX, with over 4,500 worldwide employees. Check us out here:  and  
** Identity and Access Management Solutions (IAMS):
** HID Global IAM products protect more than 85 million user identities. HID Global Identity and Access Management Solutions products protect more than 85 million user identities. At HID Global, we understand that no person, device, or workplace can go unprotected. This philosophy of Zero Trust drives us to create new advances in risk-based multi-factor authentication, leads us to secure user identities in converged access environments and drives the need to expand implementations with our industry-leading digital certificates and PKIaaS solution to manage them at scale.

** As our Directo, you’ll support HID’s success by:*
* * Leading and managing a Sales Team (2–6 total) of individual salespersons, pre-sales engineers, and customer relationship managers focusing on North America to grow 15%+ YOY on a $25M/year business providing Digital Certificates for authentication, digital signing, and encryption.
* Identifying new use cases and user communities that can leverage Iden Trust Digital Certificates, generating $1–1.5M in annual recurring revenue from net new customers and partners.
* Identifying and resolving blockers for the Sales Team while motivating and energizing them to exceed sales quotas.
* Minimizing turnover of the Sales Team while recruiting and training new or replacement/backfill roles.
* Forecasting target sales/revenue and bookings/orders for the assigned book of business in collaboration with Sales Team, PKI & IoT Services Leadership, and stakeholders.
* Collaborating cross-functionally with Product Management, Marketing, Service Operations, Customer Service, Legal, and Business Leadership to equip Sales Team with tools and assets to drive new business and reduce churn.
* Forecasting and tracking weekly, monthly, and quarterly sales and orders, and monitoring individual sales activities to ensure high productivity and adherence to HID sales hygiene standards.
* Contributing to a team quota of $25M+ annually, including $5–7M from enterprise customers and the remainder from e-commerce, with $5–8M in new customer quota.
* Owning an individual quota of $1.5M from new customers and $5–6M from existing customers, while generating and closing new sales opportunities from lead generation through contract negotiation.
* Building a qualified sales pipeline with a total funnel value 3x the assigned individual quota and accurately forecast and report opportunity progress and expected closings.
** Your Experience and Background include:*
* * BS/BA, or equivalent education plus relevant industry experience
* Minimum of 5-7 years of experience in Sale of Information/cyber security services via e-commerece ‘Buy Now’ model, and r Cloud Services. The experience must include high volume low transaction value sales(~$100-$500 per transaction).
* 3+ Years Sales management experience for a 3+ person team focused on selling e-commerce based security service and/or cloud services.
* Experience working with direct end users as well as partners and understanding of both direct and channel centric go to market approach.
* Must have experience as a hunter of net new customer opportunities.
* 5+ years individual contributor sales experience in closing deals in at least 2 verticals from Finance, Healthcare, Government, and/or Mid-Enterprise for the following products or services (in order of preference);
Digital Certificates, Certificate Authority services, PKI Services, Information/cybersecurity Software, Enterprise SaaS and/or Enterprise Cloud Services.
* Bring to the table actionable preferred rolodex in North America of IT or IS decision makers.
* A proven track record of building, scaling, enabling and managing Sales Teams with lead generation, opportunity qualification, and closing of new business.
* A proven track record of a minimum of $2.0M annual…