Description:
The Solutions Sales Director will play an instrumental role in driving revenue growth for Diligent for existing and new accounts for Diligent’s solutions. The Solutions Sales Director is a key decision maker with responsibility for larger, complex accounts with longer sales cycles. As a key member of the team, success in this position is measured by increasing the products used by existing customers, moving existing customers to the Diligent One platform and selling the Diligent One Platform to new customers. This individual contributor position is responsible for initial prospect/customer meetings, pipeline management and accurate forecasting through to deal completion. The Solutions Sales Director leads the strategic execution of account plans and orchestrates internal expertise to deliver on and grow accounts. Providing coaching, guidance and support to Sales stakeholders is a key element of this position to enable team members to learn best practices.
This position requires a commercially astute individual with a proven track record of success. The Solutions Sales Director embodies our culture and values and has demonstrated experience collaborating with stakeholders to realize shared goals.
Key Responsibilities
- Develops and maintains expert-level knowledge of Diligent’s solutions portfolio, competitive landscape, and market trends, acting as a subject matter expert and thought leader within the organization.
- Leverages deep market & domain expertise gained from extensive experience consulting to and/or selling to audit, risk and compliance practitioners to uncover new opportunities and develop differentiated, value-based Diligent solutions which address complex practitioner & business problems.
- Leverages unique, strategic, industry-focused business insights and opportunities to create long-term, competitive advantage for the customer.
- Proactively gathers, synthesizes, and channels client feedback and market intelligence to inform Diligent’s product strategy, roadmap prioritization, and go-to-market initiatives.
- Develops strategic business/account plans for customers that drive business outcomes to generate new business and upsells. Leads and coordinates a cross functional team on plan execution and drives accountability to deliver on account plans.
- Delivers accurate, data-driven sales forecasting, pipeline management, and executive reporting for assigned accounts, ensuring transparency and accountability throughout the sales cycle.
- Demonstrates deep expertise and understanding of the competitor landscape externally, including customers’ business strategy and the direction of the industry.
- Provide leadership, guidance, and mentorship to commercial teams, sharing extensive audit, risk & compliance domain experience, contributing to a high-performance, collaborative sales culture.
- Create & present subject matter content at public events & forums, leveraging deep audit, risk & compliance domain expertise.
Required Experience/Skills:
- Extensive audit, risk & compliance domain experience working in consulting/big 4 and/or 15+ years selling audit, risk & compliance solutions to organizations in the Australian/APAC market.
- Proven track record of exceeding revenue targets and delivering transformational client outcomes selling value-based solutions to audit, risk & compliance practitioners.
- Extensive experience providing leadership, guidance, and mentorship to commercial teams and contributing to a high-performance, collaborative sales culture.
- Exceptional relationship-building, negotiation, and influencing skills with demonstrated experience engaging and selling to C-suite and senior executive stakeholders.
- Strong business acumen, market insight, and consultative selling capabilities, with a focus on delivering customer-centric, value-based solutions.
- Continuous learner with a growth mindset and the ability to quickly synthesize new information, adapt to change, and stay ahead of market trends.
- Highly organized, commercially astute, and results-driven, with strong executive communication and presentation skills.
- Experience representing companies as an audit, risk & compliance domain expert at public events & forums.