Business Development Director

This position is responsible for overseeing execution of sales and account management strategies for the DACH region. Develop and mentor Account Executives and/or Relationship Managers at various levels. Ensure resources and reward systems are optimized for motivation toward greater revenue generation.

ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:

• Achieving revenue goals by building out and enabling an adequate sales team in DACH
• Implementing one consistent sales methodology within the DACH region, enable sales and execute it

• Transforming the current sales motion from a product sale to a platform-/solution sales process based on building strong and long-term relationships to customers, potential customers and partners within the respective regions
• Play an active role in strategic key account deals herself/himself
• Enhancing sales selling techniques via internal and external staff development programs.

• Working with market strategy teams to create annual total new sales forecast. Translate into regional territory goals and tactics for individual sales representatives.

• Acting as a mentor to field sales staff, and an SME in strategizing and closing major and strategic accounts

• Working with Demand Gen Marketing, partner- and alliances and Customer Success to drive pipeline generation in each of the sales reps’ territories to meet or exceed sales targets

• Ensuring availability and productivity of qualified staff by forecasting required changes in capacity, recruiting, and training additional staff as needed.

• Enhancing job knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies; developing and/or maintaining proficiency in the latest productivity and technical tools.

• Participate in other projects or duties.

SUPERVISORY RESPONSIBILITIES:

• Determine appropriate resources of staff in order to achieve goals and objectives.

• Build an effective sales team through mentoring and formal education

• Define territories based on potential that becomes transparent from market analysis and customer coverage
• Define annual sales targets aligned with corporate goals.

• Direct and mentor sales reps on performance gaps, career development opportunities, and personal development areas

• Accountable for collective sales results in DACH and recognizing others’ contributions and share credit for success

• Own attainment of high employee satisfaction and retention; lead development of program and initiatives within group to attain high employee satisfaction.

• Lead change management initiatives to drive improvements and efficiencies.

• Ability to interact collaboratively and communicate effectively with external, internal customers, and stakeholders to address issues and ensure alignment.

• Prepare and manage sales budget as assigned; analyses variances and initiates corrective actions to maximize operational performance.

KNOWLEDGE, SKILLS AND ABILITIES:

• Proven experience in Enterprise sales within Tax or ERP or Corporate Performance Management

• Strong knowledge of the Enterprise market in the DACH region

• Knowledge of major ERP systems

• Strong knowledge of and relationships with Big 4 influencers and other boutique partners

• Excellent track record of developing staff toward greater sales goals and steady growth

• Excellent interpersonal, organizational, time management, decision-making, presentation and oral and written communications skills.

• Ability to work in a highly collaborative, team-based environment

• Ability to travel up to approximately 30%-40% of the time.

• Ability to work collaboratively and effectively in a dynamic, fast-paced team environment required.

• Proficiency working in Salesforce, MS Office: Outlook, Word and Excel

• Sense of urgency and a results-oriented attitude

• Must have the ability to make recommendations to effectively resolve problems or issues by using judgment consistent with company standards, practices, policies, and procedures as well as federal and state regulations and laws.

• Ability to organize and prioritize work and manage multiple responsibilities and tasks.

• Strong relationship building/maintenance, facilitation and influencing skills required

EDUCATION AND TRAINING:

• Bachelor’s Degree in Accounting, Business, Marketing or related field

• Ten (10) plus years of experience in Enterprise solution selling is required.

• Three-Five (3-5) years of leadership experience.

• Fluent in German (Native speaker) and English
• Living in the DACH region

Other Qualifications
The Winning Way behaviours that all Vertex employees need in order to meet the expectations of each other, our customers, and our partners.

• Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.

• Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.

• Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.

• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.

• Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, ask. Demonstrate unwavering support for decisions.

COMMENTS:

The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.