Avalara is looking for a highly motivated and successful Director, Sales for our Microsoft team that focuses solely on acquiring new logos. Reporting to the VP of Sales, this individual will leverage their sales and management experience to elevate and inspire a team of sales executives to overachieve monthly targets in a highly fast paced and volume based environment. Responsible for executing a strategy to drive high performance through teaching, mentoring and coaching methods that supports a phone based selling motion. The Director, Sales - Microsoft will have a bias for action, someone who flourishes in a fast-paced, dynamic, and sometimes chaotic environment. Seeking someone with extensive experience successfully navigating the Microsoft channel model. This position will be based in our Seattle HQ office.
Effectively lead a new business sales team to consistently deliver aggressive results for Avalara by thinking creatively and innovatively about how to educate customers and drive awareness of Avalara’s tax compliance solutions
Inspire, motivate, develop and lead team members while creating a culture of unity and shared success
Drive accountability throughout the sales team as a core principle with clear expectations, inspection, constant feedback and leading by example; manage to a clear performance management process
Coach and mentor sales team to identify sales opportunities through direct prospecting, lead follow up, networking and partner relationships
Drive success throughout the team with a relentless focus on metrics, performance and results; this spans across pipeline creation, activity levels, conversion and close rates, as well as quota achievement
Continually evaluate and align the team to ensure we are optimized to achieve high growth based on Avalara’s strategy
Provide incredible ‘value add’ to the sales cycle by developing a deep understanding of Avalara's solutions and offerings as well as the marketplace, competitive offerings, and overall process
Build and maintain relationships with Avalara partner sales, marketing teams and other third parties to jointly accelerate the volume of high quality pipeline
Successfully partner with other Sales Directors and VPs to ensure we are aligned and set up for success – we call it the Power of One
Ongoing recruitment of top talent and development of existing talent
Job Specific Knowledge & Skills:
Experience: 10 total years of sales experience with a minimum of 3-5 years of sales management experience with a proven track record of success selling to ‘C’ and ‘V’ levels. Experience selling and managing in high volume transaction environments (primarily phone based selling)
Solution Selling: Demonstrated experience leveraging and executing on a Solution Selling methodology
High emotional intelligence (EQ): Ability to successfully lead through change, effectively communicate and influence cross functionally, and inspire high employee engagement
Relationship Management: Track record of successfully building and sustaining relationships with prospects and partners coupled with a deep and broad network of channel/partner relationships
Tools: Solid experience with Salesforce, Microsoft Office, Web Conferencing, etc.
Education: BA/BS in finance, business or related field
Critical Success Traits:
Integrity - model a strong sense of ethics and lead by example
Accountability – expect and inspect regularly
Crazy curious and highly resourceful - able to successfully build internal relationships to help navigate internal and external organizations
Adaptability – seamlessly adjust to new, different, or changing requirements; learn from failures and adapt quickly
Competitive spirit - ownership of self and team performance with the will to win; highly results driven and motivated to meet or exceed goals
Data driven mindset - ability to listen and learn while leveraging data to aide in decision making
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