Head of Enterprise Sales

Company Name:
Digital Science
The Head of Enterprise Sales (HoES) is a senior management role, which has responsibility for the sales of the Digital Science Institutional offerings plus EBI MapWorks in North America. This complex role brings together many different pieces of the commercial process in the implementation of the enterprise sales strategy through both direct management and collaborative partnership. The HoES will be responsible for the direct management of the Regional Account Management sales group and will coordinate with Product Specialists based in the portfolio companies, and a central Inside Sales group. The HoES will work in partnership with the Digital Science Head of Sales EMEA & APAC on the development and implementation of the global commercial strategy for Digital Science. They will also work closely with the product groups from Digital Science, and the portfolio companies to provide effective market feedback to help in the development of the institutional commercial product strategy.
With significant experience of selling research information or research software products into academic institutions, the HoES will have experience of managing a significant sales team in a complex matrix sales situation. They will have an in-depth understanding of the Institutional market and will have a significant number of established relationships within either the research administration or the information management (library etc.) areas. They will have a strong sales management track record with experience of leading teams of more than 5-10 sales people. They will have a sound understanding of sales process and be able to build effective reporting structures to satisfy a wide range of stakeholders.

Key Tasks:
Achieve annual sales targets for the North American Market
Develop strategic regional plan in conjunction with the Head of Sales, North America and the Digital Science Head of Sales, EMEA & APAC
Create, lead and develop the Regional Account Management sales group
Work collaboratively with the portfolio companies to make sure that all interests are supported
Develop effective sales and pipeline reporting
Manage the development and creation of the core institutional sales tools required by the Regional Account Management sales group
Work with portfolio companies to develop and refine Institutional sales offerings
Source, develop, and nurture the client relationships and referrals to the highest standard
Travel as needed in the execution of the role, including international travel.
Attend internal company and team meetings as required

Key Responsibilities:
Director, Digital Science Research Metrics
Digital Science Head of Sales, EMEA & APAC
Founders and Management of the Portfolio companies
Product Sales Managers within the Portfolio companies
North American Inside Sales team
Key Decision makers and influencers within academic institutions

Specific Competencies:
The Head of Enterprise Sales, North America should have knowledge of:
the academic Institutional marketplace
the research process
the structure and decision making within academic institutions
They should also have one or more of the following:
Experience of managing sales teams of more than 5-10 sales people
Experience of selling products that require the agreement of a range of stakeholders
Experience of selling in a complex sales process
Experience of selling information solutions/software (i.e. instead of content)
Experience of new business generation
Experience of working within a matrix environment (team selling)
Attitude:
Inquisitive self starter who can independently implement regional strategies
A desire to work with a range of stakeholders in the pursuit of overall company goals
A desire to contribute to the development of research through technology
Comfortable working in a start-up type environment
Job Specifications:
10+ years of sales experience in the academic, library, non-profit or government market
5-10 years of sales management experience
Experience with selling enterprise software/information solutions to senior executives
Excellent verbal and written communication skills
Excellent relationship building skills
Willingness to travel up to 50% of their time
Proven track record of sales success
Experience with mainstream CRM preferred
Preference for Office base in NY or Cambridge, MA


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