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Area Sales Director - New York

/> Summary The Area Sales Director is responsible for the day-to-day management of the Business Development Managers within a designated region of the United States. This position reports to the Regional Vice President of Field Sales and is responsible for driving sales of a broad range of publisher products that we represent. Key qualities required for this role include a proven track record of successful sales or sales management of high performing sales teams, outstanding communication skills and the ability to work in a complex team environment. This individual will grow our business in the designated region of the US by exercising strong sales and leadership skills and by leveraging all available resources necessary to be successful.   Role & Responsibilities   Attract, lead and retain the Business Development Managers within the assigned areas. Motivate each individual to reach their full potential and maximize their contribution. Assess the market; develop, drive and maintain an aggressive sales business plan for success; deliver revenue/margin targets; and provide consistently accurate forecasts. Proactively communicate the strategy, value proposition and competitive positioning to your team, customers, partners and prospects. Demonstrate solution selling approach utilizing all of our differentiators to set us apart from our competition: Global, SAM, VARAssist, etc. Drive team to sell ALL software lines into their client base and reduce reliance on any one publisher. Provide consistent territory/account planning and other critical tasks necessary to demonstrate complete command of your business and grow it profitability. Work closely with the Organizational Development Team to enable the development, training and skills of hired personnel. Develop strong relationships with all internal resources necessary to facilitate flawless execution and customer delight. Work with VARassist partners to maximize indirect revenue.   Accountabilities   Achieve revenue and margin targets. Attract and retain best talent in industry. Understand and master communication of our strategic positioning. Maintain detailed knowledge of the solution set and value proposition and ensure this knowledge is transferred to all relevant constituents. Perform required sales management tasks (forecasting, account planning, etc.) regularly and punctually.   Competencies   8- 10 years IT industry experience with technology sales leadership background Experience in managing sales of publisher products to mid-market customers both directly and indirectly This role requires a balanced sales effort involving sales skills and product knowledge/problem solving and solution skills Outstanding communication skills, both written and verbal Influencing and negotiating skills Customer focus and ability to build long lasting customer and partner relationships Consultative selling experience; ability to position solutions at an executive level Self-motivator with the ability to work independently Four year college degree required Travel required

Campbell, California