Director of Sales - EMEA (EU Remote)

at  Gurobi Optimization

AT GUROBI OPTIMIZATION, WE’RE ON A MISSION!

A mission that focuses on mathematical optimization. We empower our customers to expand their use of mathematical optimization technology in order to make smarter decisions and solve some of the world’s toughest and most impactful business problems. We’re looking for passionate, dedicated, innovative game-changers to join our team and drive the future of Gurobi.

WHAT EXPERIENCE AND QUALIFICATIONS SHOULD YOU HAVE?

• Minimum of 10 years of experience in comparable roles, with a preference for a diverse background and international exposure.
• Over a decade of experience in the intricate realm of B2B software.
• Minimum of 10 years of leadership and management experience, demonstrating the ability to lead teams, departments, or organizations effectively.
• Demonstrate a robust grasp of complex B2B sales strategies and a track record of business acumen.
• Proficiency in Salesforce or similar CRM software is highly desirable.
• Hold a BA/BS degree or equivalent, with advanced degrees preferable.

WHAT SKILLS AND ABILITIES SHOULD YOU HAVE?

• Exhibit a noteworthy level of emotional intelligence, prominently characterized by self-motivation, self-awareness, and empathy.
• Showcase the capacity to employ situational management, adept at tailoring approaches to suit individual employees and specific tasks.
• Possess substantial expertise in crafting compelling value propositions.
• Leverage formidable negotiation skills bolstered by formal training.
• Demonstrate comfort in challenging the status quo, articulating a visionary perspective, and defending new viewpoints at an executive level, all in pursuit of enhanced business outcomes.

WHAT OTHER REQUIREMENTS SHOULD YOU HAVE?

• Possess robust strategic thinking abilities, capable of assessing and understanding how a specific tactic affects all customers.
• Showcase a proven track record of sound analytical and synthesis skills.
• Feel comfortable with planning and executing strategies driven by data.
• Exhibit a determined and organized mindset while maintaining a curious outlook with peripheral awareness.
• Communicate effectively through both spoken and written channels, with the capability to influence perspectives and overcome resistance.
• Maintain self-motivation and effectiveness when working from a home office.
• Proficiency in English is a mandatory requirement.

• Formulate the sales strategy for the region, implement it, continuously monitor progress, and make necessary adjustments as required.
• Allocate sales resources strategically to maximize market opportunities.
• Cultivate and nurture positive business and customer relationships.
• Generate leads through various means such as networking, warm and cold outreach, and participation in trade shows.
• Coordinate sales activities within the sales team and collaborate with cross-functional team members.
• Implement efficient and accurate processes for handling sales administration tasks, including CRM (Salesforce) management, contracts, and forecasting.
• Engage in ongoing personal and company-sponsored development and training to continually enhance skills.
• Stay up-to-date with industry best practices, competitive threats, and developments in the optimization field.
• Gain a comprehensive understanding of the Gurobi ecosystem, encompassing customers, competitors, partners, and suppliers, to capitalize on opportunities and mitigate risks swiftly.
• Foster effective collaboration with other key go-to-market participants, such as the Marketing team.
• Attain agreed-upon sales targets and objectives within the specified timeframe.
• Attract top-notch sales talent while nurturing and retaining existing team members.
• Cultivate a robust sales culture that reinforces the company’s core values.
• Maintain regular meetings with customers to ensure a deep understanding of the market and provide on-the-ground coaching to sales team members.
• Contribute market insights and expertise to strategic planning activities and annual target setting.
• Foster effective collaboration with other key go-to-market participants, such as the Channel (GAP), Marketing, and Technical Account Management teams.
• Effectively manage a team by setting clear objectives, providing guidance and support, delegating tasks appropriately, and fostering a positive and collaborative work environment.
• Develop and mentor team members, providing regular feedback, coaching, and growth and skill development opportunities.