The Enterprise Sales Director (ESD) is part of the EMEIA Commercial team and is responsible for developing, leading and executing Apple’s strategy with key lighthouse customers across the region. He/She leads and manages a team to drive exemplary adoption of Apple technologies within the largest and most complex Enterprise customers. The team’s main objectives are to drive customers transformation through mobility projects and also strongly develop Mac sales in Enterprise.
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Key Qualifications
Key Experience
Proven attainment of significant sales targets over sustained periods.
Track record of managing, at regional level, a dispersed team of Enterprise Sales executives in a federated environment.
Proven track record in complex sales engagement, consultative selling, directly and through partnering with System Integrators, Advisory companies.
Direct and proven experience of working with large and complex customers in the context of Digital/Mobile Transformation, backed up by realised benefits.
Creating a cohesive community across a dispersed sales team to instil a culture of high achievement in keeping with the culture of the company.
Experience in leading teams from dispersed EMEIA markets.
Experience of creating and implementing sales programs for stimulating sales growth.
Description
Key responsibilities Formulation and delivery of the Enterprise Sales Strategy for EMEIA. Formulation of an aggressive sales plan aligned to the strategy, and commitment to deliver on this plan. Direct management of: a Major Account Sales Manager in charge of the top Pan EMEIA Accounts and the Major Account programs a sub-team in charge of the partnership with IBM and the overall development with the System Integrators and the Advisory Companies a team of Industry Experts accelerating our development in defined business segments. To lead by example across the region, adopting a high profile presence in key countries, acting as part of an extended team, influencing direction and resource allocation for Enterprise. Implementation of a regular and efficient governance framework with a wide team, encompassing Enterprise Sales leads, Account Executives, Business Development Managers and Regional Sales Directors on performance against objectives. Ownership of the segmentation, qualification and targeting model for key accounts. Direct and practical work with countries to assist closing significant pipeline opportunities. Establishing a sales engagement strategy and driving the team to create the required tools, methods and processes for supporting Account Executives in their daily work. To work closely with the channel focussed Commercial Business Development team to ensure that tools and programs support the sales strategy, provide feedback on where changes are needed, build the right ecosystem of vertical solutions, target and develop the right channel partners. Establish a skills framework for all sales team members, monitor training needs for Account Executives and work with relevant parties to build assessment and training plans teams across the region. Demonstrable influence with the Worldwide Enterprise team on long term strategy setting, ensuring the needs of the region are reflected.
Additional Requirements
We are looking for a dynamic leader who will quickly build successful relationships that results in sales expansion. Ability to manage and influence at C-level executives is critical, with excellent communication and presentation skills. Ability to plan and demonstrate progress/success is also an important element of the role. Experience and ability to motivate sales teams in multiple countries is mandatory as well as managing in a matrix organisation.
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