Now Hiring - DigiCert - Information Technology Sales Leader, The SSL Store in Saint Petersburg, FL

Now part of the DigiCert family, our mission remains the same - we'll continue to offer the same products and services you've come to depend on us for, plus we'll be adding new offerings to help you protect what matters to you.

Job Summary (This is a hybrid role in St Petersburg, FL)

As the Director of Sales you will execute our GTM strategy and lead sales teams that cover direct retail, mid-market & enterprise and the indirect partner sales teams at The Stores within DigiCert. You'll coach & mentor sellers and account managers to success, while also managing some key customer relationships and deals with your reps when necessary.

You and your team will be responsible for identifying and developing opportunities within existing and new accounts, with the goal of turning as many opportunities into closed-won deals as possible. Collaborate with pre-sales and post-sales support resources within The Stores and DigiCert to ensure success. Serve customers in a trusted advisor role by always keeping the customer's best interests at the forefront. Being available to customers in a consultative capacity even during those times when the customer is not in the market.

In this role, you will manage direct & indirect sales teams processes to target net new prospects or 'near-prospects' and manage annual recurring revenue growth within all of The Stores' segments. On a daily basis, you will own the sales pipeline, activity and forecasts as well as continually assess to determine sales progress and areas for refinement and improvement. Develop proven and new strategies with AEs & AMs to further penetrate accounts and reinforce process and steps designed to deliver value to our customers and prospects.

Responsibilities

• People Leadership - you will lead a team of Account Executives & Account Managers to successfully achieve their goals utilizing the people programs, practices, and policies of The Stores and DigiCert including but not limited to OKR setting, continuous feedback, performance management, career development and hiring great talent.
• Prospecting Accounts – Prospect for new business across multiple functional areas within the company, including leveraging leads provided by marketing, and maintain the appropriate pipeline coverage.
• Building Relationships – Gain a deep understanding of the customer's processes and problems. Ensure the right questions are being asked and answered. Bring unique value to every interaction. Develop relationships with multiple buying personas within the prospect account.
• Articulating Value – Connect prospect's business objectives (both functional and corporate) with our solutions. Deploy a customer-centric approach in understanding how The Stores can solve customer problems and pain-points.
• Driving Sales Execution – Lead enterprise and partner agreements to close being proactive in all aspects of opportunity development. Prepare accurate forecast, building a funnel to cover bookings target, documenting activities in Salesforce/HubSpot/Clari and performing other tasks necessary to drive revenue and communicate activities to sales management accordingly.
• Closing Opportunities – Develop and actively manage interactions within the customer buying cycle using standard processes. Handle different kinds of sales scenarios and negotiate in a manner that drives towards close. Gain buy-in from multiple stakeholders.
• Effective Account Coordination – Use a disciplined approach to involve pre-sales and post-sales support effectively and efficiently. Leverage industry expertise as needed.
• Demonstrating Proficiency – Be proficient with a working knowledge and understanding across all DigiCert products and solutions, as well as all other vendors of The Stores.

Qualifications

• Minimum of 5 years of quota-carrying sales experience at a software/technology company
• Minimum of 5 years of sales leadership/coaching winning sales teams
• Track record of qualifying and closing consultative/service-led sales, particularly multi-year, and subscription-based services
• Exceptional ability to create and foster relationships across enterprise C-suite executives and build consensus among the buying team.
• Exceptional time and people management skills to gather resources and advance opportunities.
• Well-versed in the data-analytics industry and strong knowledge of competitor products and capabilities
• Bachelor's degree or equivalent work experience

Benefits

• Unlimited paid time off
• Top shelf benefits
• Education, wellness and lifestyle support

DigiCert and The Stores offers a competitive benefits package for all of our full-time employees. If you want to know more about them, please reach out to us at [please apply online].

DigiCert and its subsidiaries are an Equal Opportunity employer and is committed to diversity in its workforce. In compliance with applicable federal and state laws, DigiCert and its subsidiaries prohibits discrimination on the basis of race or ethnicity, religion, colour, national origin, sex, age, sexual orientation, gender identity/expression, veteran's status, status as a qualified person with a disability, or genetic information. Individuals from historically underrepresented groups, such as minorities, women, qualified person with disabilities, and protected veterans are strongly encouraged to apply.