Director of IT Practice

San Francisco

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.

What is expected from you

  • BA/BS and 10 years minimum selling enterprise software and service solutions.
  • Strong knowledge in the field of IT
  • A proven track record of lead generation and qualification, account penetration, growth, and revenue recognition
  • Proven experience in selling one of the following applications: Enterprise software, PPM software or portfolio management
  • Proven and successful sales experience at managing resources and complex, multidimensional sales effort at the customer-level and corporate environment
  • Proven ability to hire, train and motivate top performers
  • Strong written and oral communication skills
  • Willingness to travel (US and international)
  • Self-motivated and enthusiastic; capable of working alone or with a team
  • US citizenship or equivalent employment authorization

Preferred Profile

  • Previous experience working in a fast-paced, emerging organization
  • Experience with Oracle Prime, Oracle Primavera, MS project, Deltek or other Project Control oriented solution.
  • Curious, fast learner and technology talented
  • San Francisco Bay Area, Greater Philadelphia area or Denver location (negotiable)


  • 3 weeks paid vacation
  • Paid holidays
  • Up to 4 months maternity leave
  • Life, short and long-term disability insurance
  • Company annual kick-off trip
  • 401(k) plan with company variable contribution
  • Health, dental, and vision insurance
  • FSA plan, including employer contribution
  • Cell phone and internet allowances
  • Quarterly events/monthly happy hour
  • Company charitable donation match
  • Community outreach
  • Tuition assistance program
  • Graduate program

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