Director of Sales (Critical Infrastructure Solutions) - Remote (25-10)

The Director of Sales at Spok is responsible for demonstrating, negotiating, and selling Critical Infrastructure solutions to a diverse set of clients. This includes maintaining accurate sales pipelines in Salesforce, building relationships with key stakeholders, attending conferences, responding to RFPs, and managing complex sales deals. The role focuses on driving new business and increasing revenue in non-healthcare sectors.

To qualify for the Director of Sales role at Spok, candidates should have a minimum of 5 years of direct sales experience, particularly in managing complex sales cycles and achieving multi-product enterprise sales. Strong communication skills, a good understanding of healthcare procurement processes, and knowledge of communication technologies are also crucial for success in this position.

Spok supports the Director of Sales by providing access to comprehensive resources, including trained internal teams and a strong channel partner network. Additionally, competitive tools and systems, such as Salesforce for tracking sales activities, empower the Director to strategize effectively and stay on course with sales targets.

The Director of Sales position at Spok requires travel of up to 50%. This is an essential aspect of the role, allowing the successful candidate to engage directly with clients and partners, attend industry events, and build meaningful relationships that drive business growth.

The Director of Sales at Spok will leverage consultative sales methodologies to engage decision-makers effectively. This entails a profound understanding of customer needs, selling relationships with channel partners, and a strategic approach to addressing complex sales cycles in the Critical Infrastructure market.

To exceed targets as the Director of Sales, I would implement a robust pipeline management strategy, strengthen relationships with key decision-makers, and utilize data analytics from our CRM to identify trends and opportunities. Continuous engagement with channel partners and attending industry events would also be key strategies.

My experience with complex sales cycles involves managing sales processes that typically last six months or longer. I ensure frequent communication with stakeholders, align my strategy to their needs, and utilize competitive intelligence to navigate the sales cycle effectively.

Maintaining relationships with key accounts involves regular check-ins, understanding their evolving needs, and providing tailored solutions that align with their business objectives. I prioritize relationship-building through consultative selling techniques to ensure long-term partnerships.

Essential tools for tracking sales activities include CRM systems like Salesforce, which help maintain accurate sales pipelines and customer interactions. Additionally, reporting tools for forecasting are crucial for monitoring sales performance and identifying improvement areas.

My approach to RFPs and RFIs involves a thorough analysis of client needs and aligning our offerings accordingly. I believe in collaborative responses that address all requirements and showcase our unique value propositions effectively.

I utilize comprehensive presentations, tailored demos, and workshops to educate partners and clients about our solutions. Providing real-world use cases and success stories significantly enhances understanding and engagement.

Handling objections involves active listening and empathy. I address concerns directly, providing evidence and solutions to mitigate fears while reinforcing the value of our products. Maintaining a positive attitude helps in overcoming challenges.

Teamwork is essential in my sales strategy. Collaborating with internal teams ensures we leverage diverse skills and perspectives, fostering a unified approach to meet client needs and accelerate sales processes.

One successful negotiation involved a multi-product enterprise deal where I guided the client through tailored solutions that met their specific challenges. By emphasizing ROI and maintaining transparency, I was able to secure a contract exceeding $200,000.

I want to work as a Director of Sales for Spok because I believe in the importance of critical infrastructure solutions in enhancing operational efficiency. Spok's innovative approach aligns with my passion for technology and delivering exceptional value to clients.