Solutions Sales Director (Entity & Subsidiary Management)
HybridCentral, Louisiana, United States
Job Summary
Manage the full sales cycle for larger, complex accounts with longer sales cycles, from initial prospect meetings through deal completion. Prospect and develop new and existing business within the designated territory, applying a consultative solutions selling approach to position the Diligent One Platform. Expand strategic customer relationships and drive adoption by migrating customers to the Diligent One Platform while gathering feedback to collaborate with product and marketing teams. Develop strategic account plans that generate new business and upsell opportunities, coordinating cross-functional teams to execute plans and maintain accurate CRM records and forecasts. This individual contributor position focuses on driving revenue growth for Diligent's ethics and compliance solutions, with success measured by expanding product usage and selling to new accounts. The role requires extensive experience in the entity management space and operates within a hybrid work model.
Required Qualifications
- Experience in the entity management space, either as a practitioner or in selling entities and subsidiary management tools
- Demonstrate strong business acumen and sales potential
- Ability to build and maintain relationships with diverse stakeholders at all levels
- Continuous learning mindset with a desire to expand knowledge of products, industry trends, and customer challenges
- Excellent communication, presentation, and influencing skills
- High curiosity and empathy to understand customer context, issues, and pain points through effective questioning and listening
- Self-motivated, results-driven, and able to operate effectively in a fast-paced, dynamic environment
- Must be able to work onsite at least 50% of the time
- Must be drug free
Desired Qualifications
- Experience as a practitioner (e.g., company secretary, general counsel)
- Experience who has directly used entity management tools in a commercial or operational setting
- Extensive experience selling entities and subsidiary management tools
- Expert-level knowledge of Diligent's ethics and compliance solutions
- Experience managing larger, complex accounts with longer sales cycles
- Experience driving adoption of the Diligent One Platform
- Experience expanding product usage in existing customers
- Experience migrating customers to the Diligent One Platform
- Experience selling to new accounts
- Experience managing the full sales cycle, from initial prospect/customer meetings through to deal completion
- Experience orchestrating internal expertise to deliver on and grow accounts
- Experience providing coaching, guidance, and support to Sales stakeholders
- Experience applying a consultative 'solutions selling' approach
- Experience leveraging industry-focused insights to create long-term competitive advantages for customers
- Experience expanding strategic customer relationships and driving growth across multiple areas of the organisation
- Experience gathering feedback from customers on needs, products, and features
- Experience collaborating with product management and marketing to drive improvements
- Experience developing strategic account plans that generate new business and upsell opportunities
- Experience coordinating cross-functional teams to execute plans
- Experience managing the end-to-end sales cycle using Diligent-approved methodologies
- Experience utilizing sales tools to identify leads, schedule meetings, and increase win rates
- Experience maintaining accurate CRM records, forecasts, and regular reporting on pipeline and bookings
- Experience understanding competitor landscape, customer strategy, and industry trends
- Experience partnering with Sales stakeholders to discover and qualify new opportunities, building a structured pipeline
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