Join a dynamic team at the pulse of global markets, where we deliver innovative software and service solutions for essential financial reporting and capital markets transactions. At DFIN, we are a values-driven organization that empowers you to build a fulfilling career while bringing your authentic self to work every day. Our "Win as One" mentality ensures that our team's success is directly linked to Client, Shareholder and Employee Satisfaction.
Recognized by Newsweek as one of AMERICA'S MOST LOVED WORKPLACES® for three consecutive years and a Built In Best Places to Work for six years, we are committed to our employees' total wellbeing. Enjoy competitive compensation, a flexible workplace, comprehensive benefits, and opportunities for professional growth. Bring your passion and talents to DFIN - because being YOU thrives here.
Summary:
We are looking for a Vice President to lead our high performing new sales team. DFIN ActiveDisclosure℠ is a financial reporting solution specifically designed for companies that rely on the Microsoft Office® productivity suite to draft, collaborate and finalize SEC disclosures. ActiveDisclosure helps streamline content creation, review and distribution improving efficiency, governance and the overall quality of all financial reports. This role will report to the SVP, Global Head of AD Sales.
The primary responsibility is to lead and direct a sales team to meet or exceed sales revenue targets, sales profitability and budgetary objectives, while maintaining focus on and driving toward the company's strategic sales goals of growing our AD logos and ARR.
Responsibilities:
- Manage AD Sales Representatives and 2 Sales leaders in assigned territories, creating a culture of success regarding account priorities, and both regional and individual goals
- Create and execute the go-to-market and operational strategies to achieve business objectives
- Regularly assess each sales team member's performance and revenue/product mix in order to drive continued account penetration
- Deliver ongoing, coaching and training in sales skills, solution selling, value selling, and both technological and competitive trends
- Prepare regular and accurate sales pipeline and sales forecast reports for Senior Management.
- Ensures effective sales processes and systems are in place; Hold sales reps accountable for adoption of value selling and timely completion of CRM tools
- Serve as sales lead in efforts related to securing high-value, strategic client opportunities
- Develop and administer strategic account/whitespace plans in order to facilitate revenue growth and account penetration
- Maintain cost controls while driving profitable revenue and share growth
- Prepare and deliver presentations and market analysis for direct and senior leadership
- Communicate regularly with both GCM Sales and Leadership to ensure alignment regarding market trends, product enhancements, and deal traction
- Work closely with the marketing function to establish successful support, channel and partner programs; work closely with the Sales Engineers to enhance our discovery processes
- Work with internal stakeholders to establish reporting infrastructure and systems to support the success of the sales function
Qualifications:
- BA/BS degree or higher in business/management or related field or equivalent experience.
- Minimum 15 years of experience in enterprise sales or outside sales leadership preferred
- Proven ability to lead without formal authority and work across the aisle; Collaborative, leader who builds bridges across the firm and partners across the organization
- Experience in co-selling sales processes [account executives and product specialist selling together]
- Able to consistently contribute effort, leadership, and creative thinking to solving complex and significant problems in a collaborative fashion. Must be able to demonstrate an ability to work concurrently on multiple complex and sometimes ambiguous problems.
- Excellent communication skills with all levels of audience. Able to structure messages in keeping with listener's experience, background and expectations.
- Knowledge of Force Management and or Command of the Message selling methodologies
- Strong business acumen in Financial Reporting and/or the Capital Markets space
- Data driven - live for predictability
- Use every tool they've got - analytics, strategy, and the best talent they can find
- Forecast and manage at risk revenue
- Results driven - someone who inspires exceptional performance and holds team accountable for delivering results
- Know when to empower others and when to engage personally
- Able to work with different personalities and has a strong sense of emotional intelligence (EQ)
- Flexible and adaptable leader who can understand the nuances of how and where to capture and drive profit
It is the policy of Donnelley Financial Solutions to select, place, and manage all its employees without discrimination based on race, color, national origin, gender, age, religion, actual or perceived disability, veteran's status, actual or perceived sexual orientation, genetic information or any other protected status.
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