Global Distributor Sales Director

At SirsiDynix, we are partnering with our clients to create a future in which libraries play a more strategic role within their communities – making sense of the vast world of information and bringing knowledge in all its forms to real people to meet real needs. We provide software solutions and associated services for libraries of all types (academic, public, corporate, government, public/private K-12 schools and special).

We offer an exciting and challenging work environment with excellent benefits. We're currently looking for a sharp, energetic and ambitious individual to join our team. We have an immediate full-time opportunity at our Provo, Utah office for a Global Distributor Sales Director.

Essential Functions

• Manage and motivate Distributor Sales team based across Europe, Asia, & Africa
• Provide sales support to distributors, including product training, marketing materials, implementation checklists and customer training
• Help Distributors drive sales growth in their respective regions through identifying and closing new business opportunities, selling add-on products to current customers, and renewing annual maintenance and subscription agreements with current customers.
• Own responsibility for sales quotes and company growth objectives in each region.
• Conduct monthly sales performance reviews (sales quota achievement, marketing activities, product development needs identification, and competitive analysis) with each distributor and provide monthly reports to executive team.
• Conduct annual and regional sales meetings and training seminars to improve distributor sales skills and ensure distributors are able to install, customize, and support the products sold in their respective regions.
• Manage quarterly royalty report information and provide regular reconciliation information to Finance and Accounting teams for review
• Identify training needs and effectively coach all Distributors as required.
• Drive revenue and sales to meet company targets through distributors by supporting prospecting, active funnel management, accurate weekly forecasts, and closing business.
• Develop and close sales opportunities with Distributors – effectively managing the sales process from conception through to ensuring successful implementation.
• Perform product/sales presentations at user group meetings.
• Manages the process of organizing exhibitions and seminars throughout the year.
• Quickly learn and grasp key knowledge of the library industry and current trends that shape customer behavior.

Qualifications

Experience

• Previous senior or supervisory sales experience within the software industry or a business/technical solutions environment.
• A proven track record of success with a strong orientation toward sales bookings/quota achievement.
• International software sales and/or product management experience helpful
• Exceptional contract negotiation and closing skills with the ability to understand legal contracts and commitments in various international markets
• Experienced in financial analysis and sales reporting
• Working knowledge of Microsoft Office (including Word, Excel and Outlook), Salesforce.com and web-based quoting/pricing tools
• Ability to follow oral and written instructions, schedule, organize, prioritize, complete work in accordance with manager’s deadlines and guidelines, and to check and verify the accuracy of work.
• Occasional international travel may be required.

Education

BS/BA in business or a related field; MBA a plus!