Sales Director Acquisition

4 weeks ago

Manchester, United Kingdom Escode, Part of NCC Group Full time
Job Title: Sales Director, Acquisition

Escode, a global leader in software escrow solutions and part of NCC Group, is dedicated to protecting businesses from unforeseen disruptions. We ensure that business-critical software applications and source code are safe, secure, and always available. As a trusted intermediary for some of the world's best-known brands, we safeguard access to vital code and digital assets, ensuring business continuity and the protection of software investments.

We are seeking a highly skilled Sales Director, Acquisition to join our team. This role will be responsible for generating revenue from new logo prospects and high potential, currently low spending, existing customers. The Sales Director, Acquisition will lead a team of sales people and be responsible for complex negotiations for large scale framework agreements and transactional single license escrow agreements.

Key Responsibilities:
  • Lead the business development team in identifying and pursuing opportunities for multi-year framework contracts with high-value customers, aligning these efforts with the company industry sector specific commercial offerings.
  • Lead the business development team in high volume, standard transaction value, via a high-activity, tightly focused sales engagement model.
  • Take the lead in the most complex and highest value opportunities.
  • Lead high-level negotiations, working with Escode stakeholders across Legal, Finance and Product Development to ensure that all contracts are structured to optimise revenue, mitigate risk, and meet the company's financial and strategic objectives.
  • Work closely with internal stakeholders, including Legal, Finance, Product Development, and Service Delivery, to ensure the successful delivery and execution of complex contracts.
  • Build, mentor, and lead a high-performing business development team, fostering a culture of excellence, collaboration, and continuous improvement.
  • Establish key performance indicators (KPIs) for the business development team, regularly monitoring progress and adjusting strategies to ensure targets are met or exceeded.
  • Ensure that the team execute to Escode standards of CRM maintenance for opportunities, forecasting, activity recording and account planning.
  • Work with Finance, Legal and Product Development to identify and develop innovative business models and approaches to contract structuring that differentiate the company from competitors and open new avenues for growth.
  • Work with Sales leadership to ensure the timely and comprehensive handover of customers, to ensure a clean handover that allows Account Management to receive the customer and grow onward revenue.
  • Provide regular updates to the Senior Leadership Team on business development activities, large deal status, and strategic initiatives, offering insights and recommendations for future growth.
Requirements:
  • 7+ years of experience in sales with 3 or more years spent in management of a true new business function.
  • Deep understanding of either selling services into the risk and compliance functions of large enterprises or selling information technology solutions into large enterprise.
  • Proven ability to develop and execute long-term business strategies that drive growth and build lasting customer relationships.
  • Exceptional negotiation skills with a track record of successfully securing large, multi-year agreements of a complex nature.
  • Strong leadership and team-building skills, with a demonstrated ability to inspire, develop, and lead high-performing teams.
  • Capable of and committed to running a Sales function to execute to prescribed standards of CRM maintenance.
  • Solid understanding of financial principles, with the ability to structure deals that are financially sound and aligned with the company's objectives.
  • Excellent verbal and written communication skills, with the ability to effectively convey complex information to both internal and external stakeholders.
  • A deep commitment to understanding and meeting customer needs, with a strong focus on building long-term relationships.

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