Sales Director

Atrius® is a team of innovative and ambitious people creating cutting-edge cloud applications that collect, analyze, and mobilize data to make buildings more efficient, sustainable, and easier to navigate. From the world's largest airports and enterprise campuses to cutting-edge venues, building owners and operators leverage Atrius technology to optimize energy resources, reach their sustainability goals, and deliver digital precision over physical spaces.

Atrius is a proud part of the Acuity Brands portfolio, a global industrial technology company serving the world's leading higher education, aviation, retail, and enterprise organizations.

We use technology to solve problems in spaces, light, and more things to come... for our customers, our communities, and our planet.

Acuity Brands, Inc. (NYSE: AYI) is a market-leading industrial technology company. We use technology to solve problems in spaces, light, and more things to come. Through our two business segments, Acuity Brands Lighting and Lighting Controls (ABL) and the Intelligent Spaces Group (ISG), we design, manufacture, and bring to market products and services that make a valuable difference in people's lives.

We are positioned at the intersection of sustainability and technology. Our businesses develop technology that helps save our customers energy and reduce their carbon emissions. We achieve growth through the development of innovative new products and services, including lighting, lighting controls, building management solutions, and location-aware applications.

Job Summary

Join our dynamic Client Acquisition Sales Team to lead acceleration of growth of our Atrius software stack with an emphasis on the buildings and aviation industries. The Sales Director will play a critical role to achieve our Sales team target objectives and have an executable plan to meet our customer acquisition and revenue growth objectives. The Sales Director responsibilities include selling our Atrius location services solutions, Indoor Digital Map & Wayfinder, Indoor Positioning and other solutions to come to new clients in the Americas region. Reporting to the Sr Director of Client Sales Acquisition, the Sales Director is a change agent who can define new models and processes to creatively help us scale our business. You will be an integral part of our vision of transforming the built world into smarter, safer and greener spaces while helping drive new customer logos acquisition into our portfolio for the allocated perimeter of scope & region.

We are accepting candidates with 15 or more years of experience, and we require a natural leader in this role who has a solid baseline of knowledge in Saas selling in the aviation industry (airport and airlines) and other industries as well, who can grow with the role and the company.

Key Tasks & Responsibilities (Essential Functions)

• Develop and actively pursue a list of targeted Enterprise Prospect Accounts, creating individual action plans

• Call on and develop relationships with new prospects, to meet and exceed individual and team revenue expectations

• Handle deals from start to closing including negotiations and contracting

• Present products and services to new prospects

• Ability prepare and deliver RFI/RFP winning responses

• Act as thought leader for the region on Atrius solutions for prospects

• Represent our solutions at events and with industry bodies (ACI for instance)

• Exceed established new business revenue targets

• Accurately forecast sales opportunities via pipeline reporting

• Effectively and accurately manage personal revenue pipeline to maximize all new business opportunities

• Monitor and report sales activity

• Work with Account Management and Client Services teams to ensure smooth handover

• Continuously develop and strengthen key relationships

• Work with Product teams to define business requirements for features & capabilities that enable our customers, and increase value

• Collaboration with customer success and operations team to ensure customer expectations are exceeded

• Fully understand and clearly articulate the value of Atrius solutions to customers at all levels, examples include C-level

• Display initiative, self-motivation and deliver high quality results along with meeting all expectations for both internal and external customers

• Ability to gather competitive intel and use to promote Atrius solutions

• Beyond selling new business deals, we expect the candidate to help define strategic aspects such as: partnership development, Inbound & Outbound strategy, deal acceleration strategies, inputs to product strategy & vision

• Ability to potentially manage Partner relationship in the region is also expected.

Skills and Minimum Experience Required

• 15 or more years of experience with solid baseline of knowledge in Saas selling in the aviation industry (airport and airlines) and other industries

• SaaS selling experience

• Existing large network of contacts within aviation

• Track record of closing complex deals within aviation industry and potentially others too

• Proven ability to develop and execute fully integrated go to market sales strategies for SaaS products

• Proven experience as an individual contributor exceeding expectations in a SaaS environment to meet targets

• Disciplined pipeline and forecast management capabilities

• Strong written, verbal and formal presentation skills required

• Proven time management skills in a dynamic team environment

• Resourceful and capable of solving complex problems that drive business value

• English is required, Spanish speaking would be a plus

• Willing to travel up to 50% of your time

We value diversity and are an equal opportunity employer. All qualified applicants will be considered for employment without regards to race, color, age, gender, sexual orientation, gender identity and expression, ethnicity or national origin, disability, pregnancy, religion, covered veteran status, protected genetic information, or any other characteristic protected by law.

Accommodation for Applicants with Disabilities: As an equal opportunity employer, Acuity Brands is committed to providing reasonable accommodations in its application process for qualified individuals with disabilities and disabled veterans. If you have difficulty using our online system due to a disability and need an accommodation, you may contact us at ~~~. Please clearly indicate what type of accommodation you are requesting and for what requisition.

Any unsolicited resumes sent to Acuity Brands from a third party, such as an Agency recruiter, including unsolicited resumes sent to an Acuity Brands mailing address, fax machine or email address, directly to Acuity Brands employees, or to Acuity Brands resume database will be considered Acuity Brands property. Acuity Brands will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume.

Acuity Brands will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees. This includes any Agency that is an approved/engaged vendor, but does not have the appropriate approvals to be engaged on a search.

The range for this position is $131,000 to $235,700. Placement within this range may vary, depending on the applicant's experience and geographic location.