Director of Sales, IdenTrust

An Amazing Career Opportunity for a Director of Sales

Location:

Remote, US

Job

Are you ready to build and lead a team of sales professionals committed to achieving double digit YoY sales growth? If yes, then you might be the right fit for this role. HID is looking for a leader who will be responsible for developing/closing business for its PKI & IoT Services Business Unit. The ideal candidate for this role will have a proven track record in Public Key Infrastructure (PKI) Services and Solutions across different verticals using a 'Buy Now' e-commerce web model via solutions partners, and direct end user sales while managing a team of high performing individual sales persons.

The candidate will also have recent experience in 'hunting' new solutions partners and end-user customers for information security related cloud services.

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. 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.

Are you ready to make a difference? Join us and help shape the future of security.

• 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.

• 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-commerce 'Buy Now' model, and/or 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…