Director of Commercial Sales - Territory Manager

Discovery Machine, Inc. is a privately-held woman-owned firm, with headquarters in Williamsport, PA, and offices in Raleigh, NC. DMI provides software, methodology, and consulting services that enable knowledge capture and replication. Discovery Machine products and services give 'knowledge experts'—strategists, scientists, researchers, and others—the ability to build working process models, simulations, and intelligent agents without the need for scripting languages or complex rule-based systems. Discovery Machine has a successful history in the defense, aerospace, and biomedical research industries including work with the Navy, DARPA, ONR, NASA, Lockheed Martin, Northrop Grumman, Merck, and many others. Additional information is available at http://www.discoverymachine.com or by email sales@discoverymachine.com .

GENERAL ROLE DESCRIPTION

Generate and drive revenue in the North American territory through direct and indirect selling of DMI software and services to new accounts, existing accounts, and via our strategic business partners. Manage the entire sales cycle and nurture/build long-term client and partner relationships. Achieve or exceed sales targets. Success in this important role requires a solution based sales approach and hands-on proficiency in all DMI products and services.

RESPONSIBILITIES

�� Generate new client/partner accounts and relationships.



�� Manage sales activity and pipeline to achieve revenue objectives.



�� Use of enterprise ACT system for sales activity and opportunity reporting.



�� Interact with and present to C-level executives and below to achieve the above objectives.



�� Present the value proposition of DMI software, training and solution set services delivery model.



�� Work closely with the pre-sales, services, and inside sales team and help justify and build this team.



�� Engage with the partners in the territory to secure new business.



�� Provide leadership of opportunity and account navigation during sales cycle.



�� Manage revenue through forecasting, account resource allocation, account strategy, and planning.



�� Manage and nurture client/partner relationships.



�� Participate and lead the entire sale cycle from identification to closure.



�� Generate and qualify sales opportunities by using business contacts, competitive bids, outbound cold calling, email, or other related field sales tactics.



�� Lead the development of proposals and responses to RFI and RFP documents.



�� Negotiate sales agreements for software, maintenance, training, and professional services.



�� Ability to work in an entrepreneurial environment, multi-task, and be self-directed.



�� Willingness and ability to immediately travel across North America as required.



�� Working with the DMI executive and advisor team to execute territory marketing and lead-gen programs.



�� Work closely with the DMI executive and advisor team to transition accounts from pre-sales to post-sales.



�� Lead and support requirement meetings with technical evaluators, end users, executives and systems integrators to map customer requirements to product functionality.



�� Articulate proposed solutions in the context of the customer’s business problem.



�� Demonstrate competitive superiority of DMI products, services, features, and benefits.



�� Act as solutions expert and orchestrate resources across the organization to respond to customer needs.

QUALIFICATIONS

�� Bachelors, Masters, MBA, or equivalent information technology or business degree.



�� 5+ years of demonstrated sales success and leadership selling enterprise software and related professional consulting services.



�� Prior experience selling in one or more of the following technology markets required: CPM, BI, ERP, AI, Business Modeling, Data Warehouse, Application Development, Performance management, IT Outsourcing.



�� Knowledge or understanding of enterprise software products available from Microsoft, IBM, SAP, Oracle, MicroStrategy, SAS, Cognos, Hyperion, or similar firms.



�� Hands-on experience in a technical discipline.



�� Excellent oral and written communication skills.

Please submit your resume and cover letter to jobs@discoverymachine.com

All candidates meeting the above criteria will be contacted to discuss the opportunity and your experience. DMI is an equal opportunity employer offering competitive salary, commission, and benefits.