Hi, I'm Amy Fetchko, your Recruiter and guide to joining CSG! We are excited to learn more about you and your unique background. The Executive Director, Sales develops, communicates, and implements the strategic direction for the sales function within designated territories and accounts; acting as a conduit for regional input. This role leverages advanced business and industry knowledge; while challenging the assumptions of potential customers in order to generate new sales opportunities through the creation of unique and compelling solutions, value propositions, messaging, positioning documents, and presentations that align CSG with our target markets. Additionally, this role builds a sales team that is capable of driving results at regional/account and/or group targets. The Executive Director, Sales is an evangelist for CSG and the full suite of products and sol

We are looking for an Executive Director of Sales who will:

• Lead the sales management process for the defined territory and/or accounts. Design, build, and implement strategies that enhance business performance in CSG's target markets within new and existing account bases. Provide leadership to the sales team to identify, qualify, and create account plans. Successfully execute against those plans through the creation and presentation of a complete value proposition, as well as the negotiation and pricing of contractual terms.

• Teach the customer unique insights about how our products can help them compete in the marketplace and deliver ROI, tailor messaging to each decision-maker across the organization, and influence the sales process while overcoming objections to customer aversion. Develop advocates and relationships across the customer organization that can assist with building consensus on behalf of CSG.

• Track economic and industry trends as well as competitive threats and understand its implications on customer business with both existing and new target accounts. Shares knowledge and insights with both internal and external colleagues. Ensure the pre-sales team is current with technology and industry trends.

• Responsible for the financial management for the territory and/or accounts that includes revenue growth plans, forecasting, budget planning and monitoring, expense management, financial planning and reporting, and allocating individual targets for the sales team.

• Lead the sales team to identify the customer requirements and partner with the pre-sales and solution architect teams to design a product set or solution to meet those requirements, evangelize the proposed solution, and adjust the solution as necessary for the customer.

• Build a team capable of meeting or exceeding assigned productivity and profitability quotas while maintaining a high level of customer satisfaction. Drive the team's pursuit of both new business and additional business development opportunities within target accounts with regard to product enhancements or initiatives. Guide sales team on generating solutions to mitigate potential risk to deal closure.

• Responsible for effective demonstration of managerial practices to include: the identification and recruitment of key strategic talent in the region and/or territory, providing day-to-day leadership to the sales and support teams, distribution and explanation of sales plans, the establishment of clear roles, responsibilities, regions, and/or accounts for team members, as well as the overall coaching and performance management of a high performing sales and support team.

Management/Leadership Criteria

Strategic Planning

Responsible for planning over a 1-2 year time horizon. Establishes sub-functional direction and implements strategic objectives across one or more sub-function(s) in alignment with corporate vision and objectives. Provides directional guidance to subordinate managers, may drive functional strategy.

Scope & Complexity

Resp nsible for the short and medium-term initiatives and direction of one or more sub-function(s), either on a global or regional basis. Collaborates with senior leaders to develop functional vision and strategy. Provides management oversight, responsible for the sub-function budget(s). Proactively allocates resources across projects, teams, and functional areas. Determines processes and practices to efficiently deliver objectives. Often establishes or informs company-wide policies and procedures.

Decision-Making

Decision-maker for administrative, operational and other matters impacting the outcomes of the function. Decisions will have a significant long-term effect on the company's success and large financial impact. Evaluates effectiveness of projects, programs and people against established criteria. Issues require in-depth knowledge of business unit(s)/ functional area(s) and the company.

Problem-Solving

Issues are often abstract and require thorough assessment of intangible variables to identify fundamental challenges and ensure successful implementation. Expert knowledge of functional area(s), company-wide strategies, and business climate. Expected to generate innovative concepts and promote/implement new ideas.

Is this opportunity right for you? We are looking for candidates who: