Director, GSI Sales

LogicMonitor

India / Remote
  • Job Type: Full-Time
  • Function: Sales
  • Post Date: 06/24/2024
  • Website: www.logicmonitor.com
  • Company Address: 820 State Street, Santa Barbara, CA 93101, US

About LogicMonitor

At LogicMonitor, we’re committed to expanding what’s possible for businesses by advancing their technology. After all, monitoring shouldn’t just help businesses see what’s in front of them—it should create new ways for them to grow. Here’s how we live our vision.

Job Description

About Us:  

LogicMonitor is the leading fully automated, cloud-based infrastructure monitoring and observability platform for enterprise IT and managed service providers.

We love going to work and think you should too. We are customer obsessed, work as one agile team, and strive to be better every day while building trust. These are our core values. We foster a culture of performance and recognition, allowing us to transform growth as we enable our employees to do the best work of their careers. 

This position is located in Pune. You'll be working in a major tech center of Pune, India.  We call our offices Centers of Energy, because they’re where we accelerate work, spark creativity, and ignite our culture of connection and celebration. Our teams coordinate their time in Centers of Energy to reflect how they work best.  

LogicMonitor is an equal opportunity employer. We deeply care about our employees' well-being, creating an environment where everyone feels valued and respected. We celebrate the diversity of our team and are committed to fostering a culture of inclusivity. When you join LogicMonitor, you're not just an employee to us, but a valued member of our community. Come as you are, be yourself, and let's grow together.

To learn more about life at LogicMonitor, check out our Careers Page.

What You'll Do:

LM Envision, LogicMonitor's leading hybrid observability platform powered by AI, helps modern enterprises gain operational visibility into and predictability across their IT stacks, so they can continue to deliver extraordinary employee and customer experiences. LogicMonitor has a layered approach to intelligence, where AI and Machine Learning is baked into every facet of the LM Envision platform to help IT teams improve efficiency, minimize alert fatigue, proactively predict trends, and maximize enterprise growth and transformation. 

Our customers love LogicMonitor's ability to bring cloud and traditional IT together into one view, as seen in minimal churn rates, expansion business, and exciting new customer references. In fact, LogicMonitor has received the highest Net Promoter Score of any IT Infrastructure Management provider. LogicMonitor also boasts high employee satisfaction. We have been certified as a Great Place To Work®, and named one of BuiltIn's Best Places to Work for the sixth year in a row! 

As a Director, GSI Sales, you have to develop professional working relationships with named GSI's, LogicMonitor’s Sales Leadership, Customer Technical Architects, Customer Success and other important support functions required to build a win-win & profitable partnerships with GSI. Furthermore: 

  • Develop a core understanding of the sales plays, service offerings and service delivery financial models of each GSI.
  • Lead effort to develop custom financial models for Joint Solutions.
  • Collaborate with Regional GSI leaders & develop one to three year global GTM strategy plan.
  • Maintain & track Global pipeline with each GSI
  • Leverage LogicMonitor Observability Platform strengths to fill partner portfolio gaps and improve partner’s ability to compete and winning in the North America, EMEA & APAC market. 
  • Collaborate with regional GSI leaders & GMs to drive regional executive relationships resulting in a delighted partner and delighted customers.
  • Own, influence, and orchestrate relationships within the GSIs delivery & pre-sales team members to grow ARR pipeline.
  • Responsible for overall pricing strategy with GSIs Managed Services business and sell-to business.
  • Support large joint deals when necessary.
  • Enable and train extended sales teams on key sales plays and provide global deal coordination
  • Facilitate legal requests and manage contract negotiations with GSIs.

Here's a closer look at this key role:

  • Understand the LogicMonitor platform and modules to a technical level and be prepared to answer questions and help customers to optimize & customize their use of LM within their business
  • Be confident presenting LogicMonitor to partners and their prospects as well as at trade shows
  • Engage with key contacts at each partner and partnership managers, enable partner salespeople to competently deliver the LogicMonitor pitch, manage their pipeline and lead development activities. Help build relationships with between partner salespeople and the LM Sales team where appropriate
  • Identify strategic accounts which have capacity for growth into new departments or geographies
  • Use the Vista Value Selling method to manage your sales pipeline alongside deal review sheets for larger opportunities
  • Manage growth sales opportunities from start to finish: Taking the prospect from initial conversation through requirements analysis, demo, PoV and contract negotiations
  • Be prepared to work with other teams like sales, customer success, pre-sales and tech support to respond to complex queries and requirements
What You'll Need:
  • Bachelor's Degree
  • Ideally 10-15 years of selling experience in information technology space.
  • Consistent achievement against revenue targets 
  • You must have an entrepreneurial, can do attitude 
  • Experience of managing a complex sales cycle and documenting activity in a CRM
  • Motivated self-starter, able to work autonomously as well as part of a team
  • Excellent communication skills with a solid grasp of the English language both written and verbal with competent presentation skills
  • Proven experience of negotiating new business opportunities

Distinguishing Characteristics: 

  • Able to articulate technology and product positioning to both business and technical users.
  • Able to establish and maintain strong relationships with multiple stakeholders throughout the sales cycle and ongoing with your partner network
  • Adhere to company best practices around sales forecasting and use of company's CRM solution
  • Strong focus on prospecting into targeted accounts to help generate interest and build sales pipeline
  • Creativity in problem solving is key - finding new ways to make an impression, build value, contact decision makers and maintain existing relationships is important
  • High-energy, proven level of high performance in previous studies or professional work
  • Dedication to sales & customer satisfaction
  • Team focus - driven to succeed individually whilst supporting direct colleagues and other teams
  • Ability to manage multiple priorities simultaneously whilst focusing on what is important

 

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Disclaimer: Local Candidates Only
This company does NOT accept candidates from outside recruiting firms. Agency contacts are not welcome.