Tech Regional Sales Director, Business Development - Central/West Region - Remote

Staples is seeking a Tech Regional Sales Director to lead their Technology Solutions Business Development team. This role involves creating and executing acquisition strategies for large, complex accounts in the Enterprise and Commercial Markets, while driving growth and managing a team of Business Development Managers.

Responsibilities:

• In coordination with the AVP, Sales STS & Executive Leadership, the STS Sales Director will create and execute our STS acquisition strategy to win large, high value Commercial & Enterprise prospects in the Technology industry
• Lead Business Development Managers efforts focused on the pursuit of large/complex opportunities ($100K + prospective customers with more than 500 + employees – highly complex sale requiring the highest caliber strategic sales professional)
• Extensive experience in selling deal sizes over $1M annually with contracts for 3+ years
• Ability to negotiate with C-Level Executives of Fortune 1000 prospective clients
• Adept at navigating complex sales/business development cycles that factor in numerous influencers and decision-makers
• Ability to design and negotiate intricate contracts that avoid potential risks for company but are value based for customer
• Eye toward reducing costs and increasing profits, while ensuring any legal requirements
• Proven experience managing large, complex prospects in a fast-paced environment and ability to adapt quickly to changing client needs and market constraints
• Collaborate with finance, sales leaders and functional partners on strategy for large & complex financial deals
• Lead highly complex deals that are of large scope that require high financial acumen, negotiation tactics, while understanding the intricacies of the bid process which often includes understanding of the RFP and how to respond as well as working to build a pricing/financial model that is both in the customer and the company’s best interests
• Develop and ensure the execution of tactical and operational sales plan segments for all products, services and solutions relevant to national technology business development scope
• Partner effectively with sales and non-sales organizations to increase win rates, sales velocity, and profitability
• Stay up-to-date on all Technology industry trends, solutions and best practices
• Evangelize STS Business Development leadership culture based in open communication, collaboration, goal achievement, and accountability
• Monitor emerging marketplace trends and available data to drive decision making and ensure evolution of sales strategy and execution
• Develop creative/effective business proposals/approaches that position Staples as a value-added provider with differentiated products, solutions, and services
• Ability to achieve set targets and growth plans
• Ability to advocate internally for customer’s best interest while at the same time balance financial long-term benefits/risks and interests
• Manage client needs to meet internal constraints using sound judgment around capacity, capabilities, and resource constraints
• Effectively execute and improve sales driving programs including sales compensation, performance management, sales forecasting and professional development
• Build collaboration with internal cross-functional teams
• Develop senior relationships with key targets and top accounts across diverse personas, influencers, and strategic partners
• Lead complex sales negotiations utilizing acute skills in information exploration and persuasion to emphasize our value proposition, maximize margin, overcome objections, and close business
• Maintain a high degree of transparency in pipeline management, pricing negotiations and contract governance

Requirements:

• Minimum 10+ years successful sales experience
• Minimum 5 years of sales leadership experience in a business-to-business focus environment or consultative sales experience, combined with five or more years' experience in sales management
• Demonstrated experience in securing large-scale, complex deals
• Proven track record to negotiate at C-Suite level for Fortune 1000 companies
• Experience in collaborating with deal teams such as Client Services, Legal, Order Management, Finance, etc
• Proven ability to identify enterprise-wide opportunities and structure innovative, integrated solutions that provide decision support to a global organization in achieving their business objectives
• Excellent communication skills and demonstrated ability to lead, mentor and motivate STS Business Development Managers
• Proven consistent over achievement of sales quotas and financial commitments
• Strong business acumen, forecasting skills, influencing skills and communication skills (to share knowledge with a team to support the growth strategy within sales)
• Strong demonstration of intellect, drive, executive presence, and sales acumen
• Bachelor's degree required OR Equivalent work experience
• Masters or advanced degree preferred