The Sales Director, US is responsible for net new and upsell business in their specific region of the North American market and coordinating with our global marketing team on regional initiatives. The responsibilities will include managing existing accounts, but with a focus on landing net new customers.

You will need to create a strategy in your area to deliver net new sales, ensure you have a balanced pipeline, deliver business development and bring in new logos, as well as upselling to existing customers.

You will liaise with sales leadership, business development, solution engineers and marketing to deliver this strategy. The ability to deliver predictable results on a quarterly basis is important.

You will bring to the table a strong background in software selling within the SAP ecosystem, with demonstrable experience selling into SAP partners, MSPs/SIs and enterprises.

Key Responsibilities

Sales

• Drive revenue by meeting and/or exceeding sales quota on a monthly and quarterly basis

• Develop and execute a regional sales strategy, emphasis on net-new enterprise and/or MSP customers for Avantra in the assigned region (a minimum of 1 new customer per quarter)

• Work closely with the Business Development Representative to identify targets and sales opportunities, assist with nurture and handover at appropriate time

• Work collaboratively with solution engineers and senior management to maximize the conversion rate on prospect opportunities

• Renew and upsell existing customers

• Manage sales process through qualification, needs analysis, product demonstration, negotiation, and close

• Manage a rolling pipeline with accuracy in forecasting to Senior Management as required (i.e. – monthly, quarterly, annually)

• Develop and maintain a high-level knowledge and understanding of Avantra’s products

• Serve as the CEO of your territory and maintain a solid knowledge of marketplace, competitive offerings, and other business issues relevant to the position

• Foster relationships with Avantra partners and other third parties to increase opportunities

• Strong business acumen to effectively communicate the value and ROI of the Avantra solutions to both ‘C-level’ business leaders and ‘technical’ staff

Market Alignment

• Maintain a close relationship with key Avantra influencers and key Avantra reference customers to assist in the closing of new business and for key marketing events in your region

• Work with field marketing to identify appropriate marketing events and sponsorship opportunities e.g. SAP conferences, user groups, conference speaking opportunities, etc.

• Develop and refine sales proposal materials, presentations, demos, case studies

• Identify opportunities for, and support strategic discussions on, product pricing, product development and new service offerings to enable Avantra to increase revenue and market share

Operational Improvements

• Provide support to the broader Avantra management team to ensure the order to cash process is effective and aligned to the billing processes within the MSP target client base.

• Identify new revenue opportunities within the existing customer base

• Ensure customer retention rates are maintained at a high level, developing new retention initiatives as required

• Provide feedback and expert insight to internal cross-functional teams with regard to product, selling, competition, etc. matters

• Be an active team player both on the sales team and throughout Avantra to help achieve wider company objective

Performance Metrics

• Achievement of new business sales quota

• Number of MSPs adopting Avantra as a portfolio offering

• Number of Enterprises adopting Avantra

• Number of referenceable new customers

• Accuracy of sales forecasting on a monthly, quarterly, and annual basis

Qualifications and Requirements

• Minimum 5 years enterprise software sales experience, specifically selling systems management software.

• Great communication skills, collaboration, and ability to navigate a matrixed organization

• Proven track record of exceeding annual quotas in excess of $1M ARR

• Bachelor’s Degree

• Technical acumen, a plus

• Experience selling to the Automotive, Retail, and Manufacturing Industries, a plus

• Experience in the SAP Ecosystem is absolutely essential

• Ability to travel (50%) throughout the assigned region, the United States, and globally for sales related activities including but not limited to, customer/prospective customer sales meetings, trade shows, and internal company meetings and events

About Avantra

Avantra is a high growth tech company with 26 years of Swiss precision engineering coupled with the energy of a start-up. Our product is the leading AIOps platform for SAP operations, enabling customers to achieve hyperautomation success. Our customers are large multinational enterprises and household names, including national and global managed service providers. We have teams based across Switzerland, Germany, UK, US and Eastern Europe. Our culture is something we are incredibly proud of and strive to protect. We live our values of Be Caring, Embrace Challenge and Stay Curious every day through company mindfulness sessions, wellbeing days and retaining a family feel. If this sounds like a good fit for you, why not say hello?

Benefits

This exciting role is a chance for you to be part of a high growth software company. You’ll be joining a fast-paced, innovative environment at an exceptionally exciting time.

• Competitive Salary & Commission plan

• 20 Days Paid Vacation

• 1 Avantra Wellbeing Paid Vacation

• 1 Charity Paid Vacation

• Remote / WFH allowance

• Benefits Package including; ○ Health Insurance ○ 401K with a Company Match

Location

This role is intended to be a remote role.

Occasional travel for customer visits, company and team gatherings is likely.