Digital River is a pioneer in enabling brands to sell direct to their customers online. For over 25 years, established and fast-growing brands alike rely on our flexible, API-powered solutions to launch new eCommerce purchase options, localize transactions in new countries, and simplify the technology and services needed to support their online channels. It boils down to Digital River taking risk and responsibility on behalf of our clients to process payments, mitigate fraud, and handle taxes and regulatory compliance.
Digital River is a digital first company headquartered in Minneapolis with offices across the U.S., Asia, Europe and South America
We are seeking a Sales Director, Strategic Accounts in our USA office.
What You'll Do:
The Sales Director is responsible to closing Net New Clients in the assigned region. This position works with Leadership globally to ensure the execution of the sales growth and performance plans. The Sales Director provides analysis and research to make recommendations to leadership to position Digital River as a leader in the market place and assists with the development of marketing materials and strategies.
Drives Sales Cycle and Closes Net New Opportunities
- Targets highest value new business and delivering into the sales pipeline
- Moves client prospects through the sales cycle from consideration to executed contract
- Partners closely with the SDR team to review sales opportunities to ensure they meet pre-defined selection criteria and pursues qualified leads
- Brings assigned pipeline leads and client opportunities to Digital River
- Evolves and executes qualified prospecting and sales plan in assigned territory to bring new client relationships to Digital River.
- Works with the Sales Leadership team to provide guidance to pipeline development
- Negotiates and manages all aspects of new client acquisition, relationship management through implementation and hand-off to the Account Management Team
- Plans and prioritizes sales activities and customer/prospect contact working towards achieving agreed business aims, including costs and sales
- Identifies ad-hoc win themes to differentiate Digital River value proposition from competition. Executes a communication plan to influence key client stakeholders and ensure that value differentiation is perceived.
- Ensures accuracy of CRM database of prospect contacts, leads and opportunities
- Is able to obtain support from rest of organization in complex engagements and uses leadership skills to coordinate resources to pursue the opportunity
- Has the ability to pursue long sales cycles by developing clear timelines and progression milestones with client
Sales Operations and Market Research
- Helps facilitate collaboration between the Sales Team and other DR functions, including, but not limited to, marketing, finance, product, engineering, to drive for results and close net new deals
- Represents Digital River at tradeshows and networking events to grow a strong network of Executive level contracts
- Provides insight on market trends and client needs and presents to influent leadership to ensure Digital River remains a leader in the market
- Pro-actively participates in market development activities to support pipeline growth
- Contributes to the development of marketing materials
Required / Minimum:
- 10+ years proven sales experience
- Experience selling SaaS solutions or BPO-service type client engagement models.
- Skilled at developing and implementing sales strategies.
- Experience driving adoption of a selected sales methodology; hands on experience using a common methodology.
- Exceptional strategic planning and analytic skills which will allow us to win in competitive selling environments.
- History of achieving company objectives
- Knowledge of physical distribution and fulfillment operation models (i.e. Ingram Micro, Tech Data, etc.)
- Training in value based sales training methodologies
- Has negotiation skills certification and proven negotiation background
Preferred:
- Experience in e-commerce, payments or global logistics industries
- Sales experience in the technology industry
- E-commerce experience
WHY DIGITAL RIVER:
Digital River provides numerous benefits to our employees. Benefits include
Digital River is “Digital First”, meaning virtual working is the primary experience for most of our employees. This means that we are flexible on location for the majority of roles that we are recruiting for. If “Flexible on location” is listed on job posting, that means the role can be in any of the locales that we currently have entities in:
USA – Ireland – UK – Germany – Taiwan – Japan - China
While we would love to showcase and reminisce about our wonderful on-site benefits pre-pandemic (Bring your dog to work, onsite Starbucks, onsite Gym, Beer Thursdays, Rooftop Terrace, on-site masseuse, to name but a few), We still offer great benefits to support YOU regardless of where you are sitting, Medical, Retirement benefit, paid parental leave for new moms and dads globally, and the list goes on. What we are focusing on is providing a meaningful employee experience with benefits that are most meaningful and not measurable in $£€. Flexible working schedule.
Digital River supports and embraces a diverse workforce as an Equal Opportunity Employer and strives to provide a work environment free from bullying, harassment, and discrimination. Employment decisions are based on business needs, job requirements and candidate skills. Digital River does not discriminate based on gender, race, ethnicity, national origin, sexual orientation, age, disability, veteran status, family status or any other status protected by the laws or regulations in the locations where we operate.
Digital River is also committed to providing reasonable accommodations in our hiring and onboarding process. Within that process your Talent Acquisitions Partner will assist you further.
Be (R)evolutionary, Be Powerful, Be Driven, Exceptional, Together, Be YOUnique