Executive Director, Sales

We are excited to learn more about you and your unique background. The Executive Director, Sales develops, communicates, and implements the strategic direction for the sales function within designated territories and accounts; acting as a conduit for regional input. This role leverages advanced business and industry knowledge; while challenging the assumptions of potential customers in order to generate new sales opportunities through the creation of unique and compelling solutions, value propositions, messaging, positioning documents, and presentations that align CSG with our target markets. Additionally, this role builds a sales team that is capable of driving results at regional/account and/or group targets. The Executive Director, Sales is an evangelist for CSG and the full suite of products and solutions.

We are looking for an Executive Director of Sales who will:

• Lead the sales management process for the defined territory and/or accounts. Design, build, and implement strategies that enhance business performance in CSG’s target markets within new and existing account bases. Provide leadership to the sales team to identify, qualify, and create account plans. Successfully execute against those plans through the creation and presentation of a complete value proposition, as well as the negotiation and pricing of contractual terms.
• Teach the customer unique insights about how our products can help them compete in the marketplace and deliver ROI, tailor messaging to each decision-maker across the organization, and influence the sales process while overcoming objections to customer aversion. Develop advocates and relationships across the customer organization that can assist with building consensus on behalf of CSG.
• Track economic and industry trends as well as competitive threats and understand its implications on customer business with both existing and new target accounts. Shares knowledge and insights with both internal and external colleagues. Ensure the pre-sales team is current with technology and industry trends.
• Responsible for the financial management for the territory and/or accounts that includes revenue growth plans, forecasting, budget planning and monitoring, expense management, financial planning and reporting, and allocating individual targets for the sales team.
• Lead the sales team to identify the customer requirements and partner with the pre-sales and solution architect teams to design a product set or solution to meet those requirements, evangelize the proposed solution, and adjust the solution as necessary for the customer.
• Build a team capable of meeting or exceeding assigned productivity and profitability quotas while maintaining a high level of customer satisfaction. Drive the team’s pursuit of both new business and additional business development opportunities within target accounts with regard to product enhancements or initiatives. Guide sales team on generating solutions to mitigate potential risk to deal closure.
• Responsible for effective demonstration of managerial practices to include: the identification and recruitment of key strategic talent in the region and/or territory, providing day-to-day leadership to the sales and support teams, distribution and explanation of sales plans, the establishment of clear roles, responsibilities, regions, and/or accounts for team members, as well as the overall coaching and performance management of a high performing sales and support team.

Management/Leadership Criteria:

Strategic Planning:

Responsible for planning over a 1-2 year time horizon. Establishes sub-functional direction and implements strategic objectives across one or more sub-function(s) in alignment with corporate vision and objectives. Provides directional guidance to subordinate managers, may drive functional strategy.

Scope & Complexity:

Responsible for the short and medium-term initiatives and direction of one or more sub-function(s), either on a global or regional basis. Collaborates with senior leaders to develop functional vision and strategy. Provides management oversight, responsible for the sub-function budget(s). Proactively allocates resources across projects, teams, and functional areas. Determines processes and practices to efficiently deliver objectives. Often establishes or informs company-wide policies and procedures.

Decision-Making:

Decision-maker for administrative, operational and other matters impacting the outcomes of the function. Decisions will have a significant long-term effect on the company’s success and large financial impact. Evaluates effectiveness of projects, programs and people against established criteria. Issues require in-depth knowledge of business unit(s)/ functional area(s) and the company.

Problem-Solving:

Issues are often abstract and require thorough assessment of intangible variables to identify fundamental challenges and ensure successful implementation. Expert knowledge of functional area(s), company-wide strategies, and business climate. Expected to generate innovative concepts and promote/implement new ideas.

Is this opportunity right for you? We are looking for candidates who:

• Hold a BS/BA degree in business or related field
• Minimum of 10 years of experience in sales of software products and services within the cable, DBS, and/or telecommunications market
• Minimum of 8 years of sales leadership with demonstrated success leading sales teams
• Travel domestically up to 25% of the time

Knowledge, Skills And Abilities:

• Advanced financial management skills
• Expert ability to identify, qualify, and prioritize prospects with demonstrated results while leveraging SME to gain credibility with key prospects
• Executive level presence with the maturity and strategic planning experience to lead large, complex sales opportunities
• Ability to assess a situation and quickly formulate the correct solution
• Advanced verbal and written communication skills with the ability to influence and negotiate complex sales deals
• Driven with the ability to achieve/exceed sales quotas
• Proven track record as a change manager and adept at building high performance partnerships while driving transformational breakthroughs within target accounts
• Must have an entrepreneurial spirit, is a self-starter, and innovative
• Solid commitment to sales and customer service with good initiative and follow-through

Our Guiding Principles:

Impact:

Always help and empower others, whether they’re colleagues or customers. When our employees set their minds to something, great things happen.

Integrity:

Do what’s right for our customers and our people while being authentic. We treat everyone with trust and respect—that’s just who we are.

Inspiration:

Be bold in the way you think and passionate about the work you do. Test out innovative ideas without the fear of failure.

CSGer Perks & Benefits:

• Work from Home, in-office, or hybrid
• Employee Belonging Groups
• Healthcare: Dental, Medical, and Vision
• Paid Vacation, Volunteer, and Holiday Time Off
• And so much more!

If you would like to be considered for employment opportunities with CSG and need special assistance due to a disability or accommodation for a disability throughout any aspect of the application process, please call us at +1 (402) 431-7440 or email us at accommodations@csgi.com. CSG provides accommodations for persons with disabilities in employment, including during the hiring process and any interview and/or testing processes.

Our Story:

CSG empowers companies to build unforgettable experiences, making it easier for people and businesses to connect with, use and pay for the services they value most. For over 40 years, CSG’s technologies and people have helped some of the world’s most recognizable brands solve their toughest business challenges and evolve to meet the demands of today’s digital economy.

By channeling the power of all, we make ordinary customer and employee experiences extraordinary. Our people [CSGers] are fearlessly committed and connected, high on integrity and low on ego, making us the easiest company to do business with and the best place to work. We power a culture of integrity, innovation, and impact across our locations, representing the most authentic version of ourselves to build a better future together. That’s just who we are. Learn more about CSG Inclusion & Impact here

Position Pay Range:

This range represents the low and high end of the salary range for this position. Actual salaries will vary based on factors including but not limited to geographical location and experience.

$153,123.03-$244,997.48