As the Sales Director IoT & Enterprise Sales at EnOcean, you'll primarily focus on promoting our IoT Edge SmartServer and Software across various verticals, including Smart Buildings and Cities. Your responsibilities will entail meeting or exceeding revenue targets, expanding existing relationships and identifying new opportunities, onboarding and training new System Integrators, and maintaining accurate sales pipelines in our CRM systems. You'll also need to respond to inbound leads, create compelling proposals, and lead negotiations until contracts are signed.

To qualify for the Sales Director IoT & Enterprise Sales role at EnOcean, candidates must possess a solid background with at least 8 years of sales experience from the BAS or AP industry, ideally from companies like Honeywell or Siemens. A wide network of system integrators is essential, alongside experience presenting to C-level decision-makers. A business degree with technical flair, proven sales growth history, and proficiency in CRM systems are also necessary qualifications for this role.

At EnOcean, we foster a friendly and collaborative work environment designed to promote innovation and sustainability in the IoT sector. As a Sales Director IoT & Enterprise Sales, you'll not only be a part of a supportive team of professionals across the globe but also be encouraged to contribute ideas and grow with us in a fast-paced and dynamic setting.

Yes, you can work from home in the Sales Director IoT & Enterprise Sales role at EnOcean. We support a flexible work arrangement, allowing our team members to thrive in a remote environment while still achieving their sales targets and contributing effectively to our mission.

In the Sales Director IoT & Enterprise Sales position at EnOcean, you can expect to travel approximately 25-30% of your time. This travel will involve visiting customers, attending trade shows, and participating in conferences to build relationships and promote our innovative IoT solutions across North America.

When building relationships with system integrators, I focus on understanding their specific needs and how our products can add value to their offerings. I prioritize regular communication, providing support during onboarding, and remaining actively engaged to ensure mutual growth. Sharing insights, conducting joint training sessions, and collaborating on marketing efforts also help create strong partnerships.

One of my notable achievements includes successfully leading a sales strategy that resulted in a 40% increase in revenue for my previous company within the IoT space over one fiscal year. This was accomplished by identifying new market opportunities, nurturing key relationships, and leveraging data analytics to tailor our approach to prospective clients.

To meet or exceed sales targets, I develop comprehensive account plans that span short, medium, and long-term goals. I regularly review my sales pipeline, refine my approach based on customer feedback, and adapt my strategies to market trends. Additionally, leveraging CRM tools like SalesForce allows me to track progress and stay organized to ensure focused efforts.

Preparing for a presentation to C-level decision-makers involves thorough research on their company, identifying their pain points, and crafting a message that aligns our solutions with their strategic goals. I also focus on creating impactful visuals and rehearsing to convey confidence and clarity during the presentation.

I have extensive experience using CRM tools, specifically SalesForce, to manage my sales pipeline and track customer interactions. I find it essential for maintaining accurate records, forecasting sales, and ensuring timely follow-ups, which ultimately contribute to strengthening client relationships and closing deals.

When faced with objections from potential clients, I listen actively to understand their concerns fully. I respond with empathy and provide relevant data or case studies to address their issues. My goal is to reassure them of the value our solutions bring, turning objections into opportunities for further discussion and engagement.

Collaboration is crucial in a sales team, particularly in the IoT sector, where cross-functional alignment is often necessary. Sharing insights with marketing, product development, and customer support helps us fine-tune our offerings and messaging, ensuring a cohesive approach that enhances customer satisfaction and drives sales growth.

In a previous role, I had to pivot our sales strategy during a product launch due to unexpected feedback indicating a lack of market fit. By quickly gathering customer insights and collaborating with our marketing team, we refined our messaging and adjusted the target audience. This led to a successful re-launch, resulting in exceeding our initial sales projections.

I actively follow industry news through reputable publications, attend relevant webinars, and participate in network events. Additionally, I engage in professional groups on platforms like LinkedIn to share experiences and insights with fellow professionals, keeping me well-informed of the latest trends and technological advancements.

I find immense motivation in the challenge of sales and the ability to create value for clients through innovative technology. The rapid evolution of the IoT field excites me, as I have the opportunity to bring sustainable solutions to life and contribute to a more energy-efficient world while achieving success for my team and company.