Sales Director

Virtual Hold Technology (VHT) is an innovative software developer specializing in virtual queuing solutions for contact centers of Fortune 500 clients.

Position Purpose

To identify new sales opportunities within existing accounts, new prospects, qualified leads, and successfully sell Virtual Queuing  Solutions to contact centers throughout North America.

Problems and Challenges

Primary challenges:

  • long sales cycle (6-12 months)
  • must often sell to multiple decision-makers (IT, telecom, call center, finance, executives)
  • solutions are part of emerging market where awareness is still in development
  • emerging competition and home grown applications with similar but limited functionality
  • keeping pace with VoIP migration, infrastructure advancements in technology and subsequent VHT development

Essential Position Functions

Principle Accountabilities

  • Generates contact center leads using all available resources and qualifies those best-suited for Virtual Hold solutions.
  • Canvass for new accounts.
  • Develop your own source of prospects.
  • Creating and following up on referrals from your own customer base.
  • Presents information on queue management solutions to diverse groups of prospects and industry contacts.
  • Coordinates information sharing with prospects in order to prepare a customer-focused sales proposal.
  • Delivers sales proposals with pricing and implementation schedules that meet both VHT and prospect requirements.
  • Builds exceptional relations with prospects at all levels of the company, from executive to end-user.
  • Assists in contract negotiations.
  • Accurately forecasts sales revenue for a long sales cycle and maintains a steady pipeline of prospects.
  • Sets reasonable deadlines with prospects and ensures VHT team members have necessary information to meet those deadlines.
  • Uses strong customer sales interface skills to negotiate issues with peers, partners and customers using a Win/Win philosophy.
  • Willing and able to travel.  This includes, but is not limited to, the continued ability to purchase airline tickets, rental cars, hotel accommodations and client entertainment using personal credit and following VHT’s Expense report procedure.
  • Manage discovery (sales process) internally through coordinated efforts with SEs, Solution Architects and BAs.
  • Maintain relations with existing customers to identify new opportunities, growth, upgrade and new product potential. 
  • Performs all other required administrative tasks.

Minimum Performance Expectations

  • During the First 90 days of employment the Sales Director must bring in 3-5 qualified sales leads.
  • During the first 180 days of employment the Sales Director must close one sale.
  • Annual Sales quota is $2.5 M
  • Sales shall be realized revenue net of the cost of third party hardware and software and net of any commission or finders fees paid to third parties.

Authority

  • Coordinates activities of Business Analysts and Business Application Engineers, utilizing resources as necessary.
  • With approval of SVP Sales, adjusts pricing to meet prospect needs.

Contacts

  • Most contact will be with prospects but there is also significant interaction with internal personnel (Solution Architects, Business Analysts and Business Application Engineers).

Position Requirements

  • BS or BA degree recommended.
  • Minimum 5 years of successful sales experience in selling contact center solutions (IVR, CTI, Workforce Management, Network Routing or ACD) to Fortune 1000 companies is preferred.
  • Thorough understanding of contact center systems, business processes and customer viewpoints.
  • At least 2 years’ experience meeting $1M minimum sales quota preferred.
  • Demonstrated history of accurate forecasting and ability to meet or exceed sales targets.
  • Ability to communicate effectively and professionally with internal and external customers.
  • Aggressive self-starter able to work independently to build executive relationships, articulate the benefits of Virtual Hold solutions, and develop and execute business strategies that win deals.
  • Excellent communication skills, both oral and written.
  • Effective presentation skills to small and large groups using PowerPoint and other standard sales tools

Position Restrictions

  • This is an exempt position and therefore is not eligible for overtime compensation.

Virtual Hold Technology is a fast-growing company providing an exciting new technology to an industry that reaches millions of people daily. If you're looking for a career that offers many challenges, please submit your resume, cover letter, salary requirements, and salary history to hr@virtualhold.com.

Learn more about us at www.virtualhold.com.