Job Details

Job Summary:
We are looking for a passionate Director of Sales to lead our Trapeze Mobility, Planning and Scheduling Sales team. Reporting to the General Manager, this role is responsible for creating and executing sales strategies to meet business goals, while managing a team of 4 to 6 Sales and Customer Success Managers.

Job Description:

Who We Are

Trapeze Mobility Planning and Scheduling is part of Modaxo's transit portfolio, and an operating group of Constellation Software Inc. We design and deploy best-in class technologies that allow our customers to plan and schedule conventional fixed route transit as well as communicate with their transit riders. Our technology helps our customers create efficient vehicle and driver schedules, improve passenger experience, and achieve operational excellence. At Trapeze, we strive to ensure our employees succeed in all aspects of their career. Our culture provides individuals with ability and opportunity to collaborate, learn and grow. We will provide you with the resources, responsibilities, guidance, and freedom needed to be successful. Building strong and long-lasting relationships are a vital component to working with us. Join our team and be on the way to a rewarding and fulfilling career!

Who We're Looking For

We are looking for a passionate Director of Sales to lead our Trapeze Mobility, Planning and Scheduling Sales team. Reporting to the General Manager, this role is responsible for creating and executing sales strategies to meet business goals, while managing a team of 4 to 6 Sales and Customer Success Managers.

Responsibilities

Sales

• Manage and lead a group of sales executives and customer success managers who are responsible for both current customers and prospects.
• Refine, instill, and coach the sales team on a winning sales process and the associated planning and execution.
• Coach the sales team to understand the value proposition of the Trapeze technology offerings and how translate how our technology can help our customers meet their objectives.
• Responsible for managing and coaching sales discipline, including effective account planning, Salesforce CRM discipline, forecasting, customer communication mapping.
• Assist sales team in managing a multi-million dollar funnel, complex sales cycles and navigating large transit authority/government organizations and processes.
• Ability to challenge their team and peers to consistently think strategically and deliver with purpose.
• Lead sales team to exceed sales metrics, including Sales Bookings and Forecasting Accuracy.
• Sales metrics management and reporting, including: Sales Bookings, Forecasting Accuracy, Actuals vs. Plan, Funnel Progression, Lead Generation, etc.
• Prepared to 'roll-up the sleeves' to contribute to sales execution, delivery and process refinement
• Travel up to 50% of the time should be expected, working at customer offices, conferences and workshops

• Manage and lead a group of customer success managers (CSM), who are responsible for customer engagement, retention and act as points of escalation.

• Assist team in developing, managing and closing annual customer renewal cycles

• Ensure compliance of CSMs to customer engagement plan and the associated collateral

• Coach the CSMs through customer success skills and improvement plans

• Act as an escalation point, advisor and sponsor for key and large accounts

• As a leader, guiding excellence in renewal management, pricing best practices and collections leadership

• Ability to act in a self-directed self-motivated manner, demonstrating initiative, innovation, and the ability to juggle competing priorities through outstanding time management skills
• Metrics-driven with the ability to derive insights from data
• Agile, willingness to take "controlled" risks and engage with regular experimentation
• Highly developed and proven organizational and personal communication skills
• Ability to successfully consult and manage multiple stakeholders simultaneously
• Large B2B sales management experience is a must
• Sales management experience in a technology related business is preferred
• Experience managing both hunters (net new customers) and farmers (revenue growth in existing accounts) for the enterprise market segments
• Uses knowledge to influence, teach, and motivate others towards accomplishing a common goal
• Readiness to apply our adopted sales stage methodology to ensure maximum revenue is generated from every opportunity created
• Commercially savvy with an understanding of key business drivers in general, with the ability to quickly adopt CSI/Volaris business philosophy and best practices
• Proven ability to develop, implement and oversee innovative digital marketing programs
• Extensive Channel Marketing and Brand management expertise and experience including the ability to influence remote teams in a matrix environment
• A strong client service mind-set focused on understanding and addressing client needs