Description

You will lead sales efforts across Docker's largest strategic accounts in the EMEA region, focusing on strategic planning, team leadership, and customer relationship management. This role involves developing comprehensive sales strategies, managing a high-performing team, and driving revenue growth through complex enterprise sales cycles. You'll play a critical role in expanding Docker's presence in the developer tooling market while working with cutting-edge containerization technology.

Requirements

• 5+ years experience leading multinational sales teams selling to large, complex F100 businesses
• Demonstrated successful track record of meeting or exceeding targets
• Experience preferably in a DevSecOps-related business
• Ability to lead and motivate a high-performing sales team, including hiring, training, retention, and performance evaluation
• Strong analytical and strategic planning skills
• Ability to develop comprehensive strategies for achieving sales targets across a diverse geographic footprint
• Excellent communication, negotiation, and interpersonal skills
• Ability to engage and build relationships with clients, partners, team members, and the wider business
• Strong focus on customer success
• Ability to build and maintain long-term relationships with strategic clients' executive leadership
• Ability to adapt to changes in market and industry trends, and to respond to the competitive landscape
• Familiarity with MEDDPICC, Command of the Message, Challenger, and/or similar sales methodologies

Responsibilities

• Develop and execute strategic plans to achieve sales targets and expand the company's customer base
• Lead and motivate a sales team to achieve sales & pipeline targets
• Recruit, onboard, enable, and support top-tier Account Executives
• Evaluate sales team performance, providing coaching & guidance to improve productivity
• Manage key customer relationships and participate in closing strategic opportunities
• Monitor and analyze performance metrics, suggesting improvements where needed
• Prepare accurate monthly, quarterly, and annual sales forecasts
• Identify emerging markets and market shifts while being fully aware of new products and competitive landscape
• Support AEs in developing new business with existing clients and/or identifying areas of opportunity to meet & surpass sales quotas
• Collaborate with marketing and product development teams to ensure cohesive brand messaging and readiness for success
• Establish and maintain strong executive sponsor relationships with strategic customers and key business partners
• Assess potential deal problems and support AEs in actioning prompt solutions
• Participate in industry conferences and events to network and build the company's brand presence and market coverage
• Lead high-level negotiations on significant deals as needed, through an advanced understanding of complex sales cycles, contractual agreements, and financial literacy