Sales Director, Acquisition

Escode, a global leader in software escrow solutions and part of NCC Group, is dedicated to protecting businesses from unforeseen disruptions. We ensure that business-critical software applications and source code are safe, secure, and always available. As a trusted intermediary for some of the world’s best-known brands, we safeguard access to vital code and digital assets, ensuring business continuity and the protection of software investments.

With over 40 years of experience, Escode pioneered the software escrow category in 1988, recognising the growing technology dependence of businesses and the need for a safety mechanism. We are proud to set industry standards and shape its direction, providing unparalleled expertise and reliability.

We currently have vacancies for a Sales Director, Acquisition.

Role Purpose: The Sales Director, Acquisition will be responsible for generating revenue from new logo prospects and high potential, currently low spending, existing customers. The role will span both generating revenue from selling directly and through leading a team of sales people.

Selling strategies will range from complex negotiations for large scale framework agreements to transactional single license escrow agreements.

Key Accountabilities:

• Complex engagements: Lead the business development team in identifying and pursuing opportunities for multi-year framework contracts with high-value customers, aligning these efforts with the company industry sector specific commercial offerings.
• Transactional engagements: Lead the business development team in high volume, standard transaction value, via a high-activity, tightly focused sales engagement model.
• Direct customer engagement: Take the lead in the most complex and highest value opportunities.
• Negotiation & deal structuring: Lead high-level negotiations, working with Escode stakeholders across Legal, Finance, and Product Development to ensure that all contracts are structured to optimise revenue, mitigate risk, and meet the company\’s financial and strategic objectives.
• Cross-functional collaboration: Work closely with internal stakeholders, including Legal, Finance, Product Development, and Service Delivery, to ensure the successful delivery and execution of complex contracts.
• People development: Build, mentor, and lead a high-performing business development team, fostering a culture of excellence, collaboration, and continuous improvement.
• Performance management: Establish key performance indicators (KPIs) for the business development team, regularly monitoring progress and adjusting strategies to ensure targets are met or exceeded.
• Opportunity and forecast management: Ensure that the team executes to Escode standards of CRM maintenance for opportunities, forecasting, activity recording, and account planning.
• Innovation & commercial development: Work with Finance, Legal, and Product Development to identify and develop innovative business models and approaches to contract structuring that differentiate the company from competitors and open new avenues for growth.
• Hand over to Account Management: Work with Sales leadership to ensure the timely and comprehensive handover of customers, to ensure a clean handover that allows Account Management to receive the customer and grow onward revenue.
• Executive Reporting: Provide regular updates to the Senior Leadership Team on business development activities, large deal status, and strategic initiatives, offering insights and recommendations for future growth.

Skills and Experience:

• Experience: 7+ years of experience in sales with 3 or more years spent in management of a true new business function.
• Industry expertise: Deep understanding of either selling services into the risk and compliance functions of large enterprises or selling information technology solutions into large enterprises.
• Strategic vision: Proven ability to develop and execute long-term business strategies that drive growth and build lasting customer relationships.
• Negotiation capability: Exceptional negotiation skills with a track record of successfully securing large, multi-year agreements of a complex nature.
• Leadership skills: Strong leadership and team-building skills, with a demonstrated ability to inspire, develop, and lead high-performing teams.
• Operationally sound: Capable of and committed to running a Sales function to execute to prescribed standards of CRM maintenance.
• Financial acumen: Solid understanding of financial principles, with the ability to structure deals that are financially sound and aligned with the company’s objectives.
• Communication skills: Excellent verbal and written communication skills, with the ability to effectively convey complex information to both internal and external stakeholders.
• Customer-centric: A deep commitment to understanding and meeting customer needs, with a strong focus on building long-term relationships.

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