ANZ Sales Director

This is a professional people management role responsible for managing a team of Business Development Managers (‘BDM’) to achieve an acquisition and upsell Gross Profit (‘GP’) target across their territories. As a people manager you are responsible for establishing the environment for your team to outperform. This will include leading the team, providing direction, coaching, and setting and managing expectations.

• Prepare and review plans annually, quarterly and monthly including assessments of the market (total addressable market, price, trends), go to market plans (key verticals/geographies, key target accounts), marketing initiatives (digital, event, press), and sales strategies.
• Manage the sales team by:
o reviewing weekly/monthly each individual business development manager’s pipeline (shape, volume, momentum, and key thresholds) and initiatives that will increase the pipeline size and velocity
o reviewing opportunities to assist the BDM to move deals towards closure
o preparing and reviewing forecasts and deal commitments
o reviewing proposals (where considered to be strategic)
o preparing business cases for special deals
o covering for BDMs during absences and vacancies
o in some cases managing some key large target and key accounts.
• Prepare management reports (including, for example, new logos, upsell and slip deals), and monthly country reports.
• Develop, grow and maintain a high performing team of business development managers through recruitment, onboarding, coaching, career development and managing the aspirations of the team.
• Great talent fuels success! Establish and maintain high performance habits, establish targets, and evaluate progress regularly and hold the team members to account for the delivery to the territory goal.
• Perform other tasks or activities as directed.
• Ensure that co-workers are treated respectfully and without any form of discrimination, harassment or victimisation.
• Ensure your everyday performance and behavior aligns to our company values “Respect, Collaborate, Strive and Innovate”
• Ensure you are aware of yours and your team’s (if any) responsibilities in relation to company policies, including and especially IT Security policies applicable to your role, and that all requirements of these policies are met as it relates to you and your team’s (if any) role.
• Take all reasonable care to ensure that your actions or omissions do not impact on the health and safety of yourself and others in the workplace.

Soprano may vary these duties and responsibilities from time to time or assign you additional duties and responsibilities.

• Minimum 5 years work experience as a manager of a team of individual business development managers responsible for acquisition of new customers.
• Minimum 3 years work experience in SaaS sales with a demonstrated track record of success
• Commercially astute with business acumen to understand complex sales.
• Ability to listen, think logically, strategically, and tactically to solve complex problems
• Proven sales ability including outstanding negotiation skills, persuasive ability and excellent communication skills.
• Demonstrated and verifiable skills in reviewing/preparing proposals, presentations, internal and external reports.
• Very strong numerical, written and oral communication skills, comfortable in an in-person or phone presentation situation.
• Excellent interpersonal and people management skills to interact cross-functionally with a global and diverse staff as well as third parties and customers.
• Ability to adapt, with a positive attitude, to changing requirements.
• Available to occasionally attend after-hours global meetings in any time zone.
• Available to travel domestically or internationally if needed.
• Bachelor’s degree in Business, IT, Engineering or Science with strong numerical skills.