Director of IT Practice

What you'll do

• Define and execute “Go to Market” strategy for Planisware entry into IT segment on North American market
• Define product positioning
• Review Competitive Landscape
• Establish key use cases for Planisware products
• Identify key differentiator by use case
• Identify product gaps and send them to product team
• Fulfill the duty of an “Account Executive” (see Account Executive job description) on some IT opportunities as identified by Planisware Executive Management
• Provide help, support and oversight on existing/new IT opportunities (both Orchestra and Planisware Enterprise) directly managed by member of the Planisware sales team
• Lead/Define/review account strategy with Account Executive
• Review/monitor account proposal and pricing
• Manage key customer relationships and participate in closing strategic opportunities (handle executive track)
• Travel for in-person meetings with customers (executive levels) and partners and to develop key relationships
• Manage existing customers
• Manage customer expectations and contribute to a high level of customer satisfaction
• Plan and Organize yearly executive meeting with key customers
• Coach sales and CSM team to ensure customer retention
• Manage the team members involved on IT opportunities to deliver profitable growth
• Coach these individuals regarding key account strategies to drive closure and improve win rates.
• Review individual progress (monthly objective vs actual) on the identified opportunities with the sales team
• Hire and develop sales staff
• Define and coordinate sales training programs that enable staff to achieve their potential and support company sales objectives
• Find and Hire the right individuals in agreed sales positions (Sales/ Pre-sales/lead generation)
• Maintain and improve a successful and positive culture that is evidenced by low attrition, high employee morale, and exceptional individual and team performance.
• Sales Process
• Ensure adherence to company sales processes and identify area of improvements
• Partner with the leadership team to define optimal performance measurements and management programs designed to ensure sales organization success.
• Provide detailed and accurate sales forecasting
• Industry analysis
• Monitor customer, market and competitor activity and provide feedback to company leadership team and other company functions
• Work closely with the marketing function to establish successful support, channel and partner programs
• Represent Planisware at a management level to key event (users group meetings, regional meetings… etc)
• Reports to Executive leadership
• Weekly One on One meeting
• Validate Key Decisions: Pricing / Legal / Hiring / Fixed Price SOW
• Meet or exceed assigned targets for profitable sales volume (ACV) and strategic objectives.