Director of Enterprise Sales

Remote
Full Time
Sales and Business Development
Executive

As the Director of Enterprise Sales, you will manage a complex sales cycle within new clients by mapping customer’s decision-making and approval processes, compressing timelines, negotiating contracts, and closing business.  To excel in this role, this individual needs the ability to quickly study a prospect's challenges and to gain their trust as a technology advisor all the while identifying the best OneRail services-based solution that fits their need.  You dig deep into a Client's needs and problems to identify solutions we can provide as a trusted expert. You'll function as a resourceful sales professional disguised as a trusted technology consultant who will overcome challenges, make connections with buyers, build credibility with technologists, and can sell consultative services across industries. You must work a sales cycle from inception to close, supported by dynamic sales engineers and an experienced delivery team.

Key Responsibilities 

  • Prospecting:
    • Build relationships and sell by consulting to drive buying decisions of VP, Director, and C-Level executives at enterprise companies
  • Discovery:
    • Developing a strong understanding of key differentiators and the competitive landscape
    • Uncover needs and develop relationships with multiple stakeholders within the assigned accounts across the Lines of Business, IT, Procurement and Senior Management
  • Value Assessment
    • Quickly assess a prospect's pain points, technology challenges, internal capabilities to solve problems, and align them with OneRail's solution offerings demonstrating where value can be gained by reducing operational cost, increasing workforce efficiency, or increasing revenue for a customer.  
  • Demonstration
    • Work cross-functionally to demonstrate how our solution solves a prospect's needs as identified in our Discovery and Value Assessment stages of the sales process
  • Cross-sell / Upsell
    • Consistently seek new business opportunities by presenting, recommending and upsell new OneRail modules, applications, services and partner solutions
  • Organization / Administrative:
    • Independently manage time and responsibilities to ensure consistent quota fulfillment, newly created opportunities, administrative task completion, and overall account management through proper use of our sales tools such as Salesforce.com

 

Qualifications

  • Bachelor's Degree
  • 6+ years of experience consultative B2B selling experience in the Enterprise Software/Services environment
  • 3+ years in the transportation, logistics or supply chain industry preferred
  • Full life-cycle consultative sales experience, from first call to close, including technical demonstrations and independently leading needs analysis workshops with prospects
  • Demonstrated proficiency with SalesForce.com, spreadsheets, databases and applications.
  • Outstanding presentation, reporting and communication skills.
  • History of consistently achieving or exceeding sales quota as a highly motivated individual
  • Proven ability to build a sales pipeline through prospecting and building relationships
  • An understanding of innovative technologies, preferably cloud technologies

About OneRail

OneRail is an innovative technology startup located in Orlando, Florida. We are a delivery orchestration platform that provides multi-modal delivery automation, optimization, and real-time visibility for enterprise clients, all in one place. OneRail connects shippers to an extensive courier ecosystem to enable same day, parcel, LTL, next day, scheduled, and economy delivery selected through automation and rate shopping across all modes.

All Team Member Benefits

  • Competitive base compensation
  • Health Insurance with generous company contribution (medical, dental, vision)
  • Company-paid life insurance, short-term and long-term disability
  • 4% 401K match with immediate vesting of Company match
  • Continuing Education Opportunities
  • Flexible/Open (Uncapped) Paid Time Off (PTO) Policy
  • Generous Company-paid Holidays

Onsite Perks

  • Standing desks
  • Recreational and Video games
  • Large breakroom and lounge
  • Stocked kitchen and fridges
  • Cappuccino machine
  • Onsite restaurant and daily food trucks
  • Onsite car detailing
  • Onsite dry cleaning
  • Ample free parking

To view more details about what is like to work at OneRail, or to view a full list of career opportunities, please visit https://www.onerail.com/careers/

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