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documentId: 9847833

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lastModificationDate: 1549630203167

Työnimike: Sales Director, Nordics Channel

Työnkuvaus:
As a Sales Director, Nordics Channel, you will be responsible for leading, developing, and managing M-Files Nordics Channel team to achieve its quarterly and annual sales goals. You will lead and manage a team of Channel Account Managers, Partner Managers and Sales Engineers. The Sales Director is also responsible for driving the professional development of sales staff, including mentorship, training, and performance evaluation. The channel team works in seamless co-operation with Nordics direct sales and enablement teams in a complex and demanding sales environment. The goal is to serve the end customers as one team, extended by a thriving M-Files ecosystem.

You will have a partner first mentality and develop a partner eco-system that provides market reach and access to ever growing software recurring revenues. You must be a leader who will inspire and drive your team to exceed their goals. This role reports to VP, Sales Nordics, and the position is either in M-Files Tampere or Espoo office.

Primary Responsibilities:

- Lead the Nordics channel sales team
- Provide training and coaching in the use and application of M-Files Sales Framework.
- Leverage and communicate competitive losses/wins across the sales and marketing teams.
- Provide day-to-day guidance for team in matters of problem resolution, sales strategies, competitive analysis and pricing, bids/RFPs/RFQs, and corporate policy interpretation.
- Work with senior management to set budgets and implement strategies and plans.
- Assess skill sets and provide ongoing coaching and feedback to team members and managers in order to meet objectives, reinforce sales methodology and provide guidance on career path direction.
- Identify market potential (geographic, product, etc.), set sales tactical plans to capture this potential, and manage investments to eliminate coverage gaps.
- Provide sales forecast for the current month, quarter and year broken out by each sales rep for senior management. Manage and coach team to ensure accurate and timely forecasts which are reflected in CRM.
- Communicate marketing requirements, competitive data and value proposition strategies to other stakeholders.
- Identify key partners (VARS and CSIs) to target across Nordics that support the sales strategy
- Ensure PRM system is adopted and leveraged to full effect by Nordics channel managers and partners
- Develop plans with channel team to expand and maximize contribution of "top x" partners across Nordics
- Drive collaboration between direct and channel sales encouraging co-sell where appropriate
- Develop GTM and business plan for partner/channel only public sector sales strategy

Qualifications and Requirements:

- Experience in managing teams that sell complex technical business solutions and have a strong understanding of business drivers for ECM solutions within target organizations. Clear understanding of overall business functions and the impact of technical decisions on business results.
- High degree of motivation and professionalism with advanced organizational, project management, negotiation, change management, problem solving skills, process management, leadership, coaching, mentoring, resource management, and team building skills.
- Pipeline Management & Forecasting skills - Able to evaluate the pipeline at a team as well as individual level and make adjustments in the overall business plan to address systemic problems.
- Excellent oral and written communications skills, as well as excellent presentation skills.
- Strong work ethic, attitude and follow through ability.

Requirements:

- Bachelor's degree required: Master's degree preferred or equivalent experience.
- 5+ years in a direct or channel sales individual contributor role (preferably in a technology driven field).
- 5+ years of sales management experience preferably in the Software or Information Technology industries.
- Solid experience in solution sales in technology-centric environment.
- Willing to travel; travel could be more than 20%.
- Ability to communicate using business English

We offer you an extremely interesting opportunity in a fast-evolving industry. This is a perfect time to join M-Files and contribute to our exciting growth journey! Please send your application soon, but no later than 22 February 2019.

numberOfPosts: 1

jobCategoriesCodes_0: http://data.europa.eu/esco/isco/C1221

positionTypeCode: directhire

Työnantajan nimi: M-Files Oy

source: TIVA