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Director of Worlwide Sales

Location: Waltham, Massachusetts
Job # 10481548
Date Updated: In the last 7 Days
We’re Looking for a
 Director of Worldwide Sales
 Ready to Go Full Throttle
Integrated Computer Solutions, Inc. (ICS) develops custom software for embedded and IoT devices. For 30 years, Fortune 1000 companies have turned to us to help them create innovative new products or reinvigorate existing ones. Don’t know our name? That’s OK. You’ve probably seen our work. If you’ve driven a Ford, flown in a Boeing Dreamliner, run on a treadmill, ordered a specialty coffee-concoction or know someone who has been treated for cancer, you’ve likely been exposed to a product we helped develop.
Vision and technical prowess have allowed us to deliver award-winning solutions for thousands of customers. That makes us proud. So proud we’re on a mission to help even more companies build compelling products.
That’s where you come in. We’re looking for a bold, tenacious and driven Director of Worldwide Sales to help us extend our reach. That’s code for “grow.” Our current sales guru has earned some well-deserved time on the golf course -- he’s retiring after driving the company from zero to $15 million annually -- so we’re looking to you to shift our business into overdrive. You won’t have to start from a dead stop. From day one you’ll have a loyal client base, a knowledgeable sales team, and the C-suite support you’ll need to fire on all cylinders from the get-go.
Already revving your engine? Here’s what it takes to help drive our business:
  • A winning track record selling software development project services in one of the following markets: medical devices, transportation or industrial automation. (Note: experience selling “project services,” staff augmentation or offshore resources is not considered applicable experience.)
  • Management-level experience working on comp plans, managing multiple account pros, and negotiating effectively with leading Fortune 500 companies.
  • Success offering insight and providing input on strategic business and product pricing decisions that impact the overall health of the business
  • Experience utilizing a CRM to manage team sales tasks, pipeline, and closing data
If you’ve checked those boxes, take a look at what you’ll do:
  • Plan new-business strategies aimed at achieving ICS’ aggressive sales goals
  • Create a culture of success and ongoing business and goal achievement. (These aren’t just word. This will be a critical measure of your success.)
  • Manage the sales teams, operations and resources
  • Oversee sales staff compensation and incentive programs
  • Define sales processes that drive desired sales outcomes and identify improvements
  • Review and make recommendations on the infrastructure and systems to support the success of the sales function.
  • Monitor customer, market and competitor activity and provide feedback
  • Provide detailed and accurate sales forecasting
  • Work closely with the marketing function to establish successful support, channel and partner programs
  • Manage key customer relationships and help close strategic opportunities
  • Develop key customer relationships, and travel for in-person meetings with customers and partners when necessary
Your Qualifications:
  • Bachelors degree in Business or equivalent experience, required
  • MBA, preferred
  • Experience working in a professional services business
  • Experience developing, monitoring and consistently achieving organizational budget goals.
  • Significant experience managing sales staff through metrics-based, behavior-based, and data-driven approaches.
  • Strong relationship building and interpersonal skills to include ability to quickly establish credibility and trust.
  • Proven track record for using business knowledge to produce increased revenue.
  • Proven ability to coach and mentor others through challenging sales situations and complex selling environments.
  • Superior negotiation skills with ability to overcome objections.
  • Superior communication and presentation skills, demonstrating influence and persuasion.
If you’re a seasoned sales pro ready to help an industry innovator floor it, speed your resume to us at...
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