Sales Director – Americas East & Brazil

Role: Sales Director – Americas East & Brazil

Reports to: VP Global Sales

Website: https://www.gurobi.com/

About Us

Gurobi Optimization produces the most advanced and well-known commercial solver software in the world. The Gurobi Optimizer is the engine used by over 2,500 clients in over 40 industries to turn data into smarter decisions. It allows our users to state their toughest business problems as mathematical models and then automatically considers billions or even trillions of possible solutions to find the best one. One of our clients, the NFL, maximizes league revenue by solving one of the world’s most complex scheduling problems – one with 800 trillion possible solutions. Other clients include, Apple, Google, Microsoft, Siemens, SAP – to name a few. The size of the organization has tripled in three years.

Why Join?

Our team is made up of sharp minds who are singularly focused on building, marketing and supporting the most powerful optimization tool worldwide. We’re privately held and founded by three well-known experts in mathematical programming with an intriguing history. We love what data can do and so should you. Our cutting edge, proven artificial intelligence technology uses the most advanced implementations of the latest algorithms maintaining our position as an innovation leader. We are on an upward trajectory with steady and profitable growth between 20%-40% year over year proudly expanding our team across 10 different countries, all working remotely.

About You

This role is pivotal to the continued growth of Gurobi across the Americas East and Brazil (“the Region”). This is a new position having full direct sales bookings and personnel responsibility across the Region.

What you’ll be doing:

Construct the sales strategy for the Region then deploy it, monitor and course correct where necessary
- Deploy sales resources in a manner that takes the greatest advantage of market opportunities
- Establish, develop and maintain positive business and customer relationships
- Develop leads through networking, warm and cold outreach and trade shows
- Coordinate sales effort within the sales organization as well as with various cross functional team members
- Put in place processes to ensure that sales administration requirements (CRM, contracts, forecasts, etc.) are handled efficiently and accurately
- Continuously improve through both company and independent ongoing development and training
- Keep abreast of best practices, competitive threats and developments in the optimization space
Achieve agreed upon sales targets and outcomes within schedule
Attract top sales talent while developing and retaining existing talent
Build a strong sales culture that reinforces company values
Meet with customers on a consistent basis to ensure a sound understanding of the market as well as to provide on-the-ground coaching for sales team members
Contribute market understanding and acumen to the strategic planning exercises and annual target setting
Provide weekly updates to the Vice President Worldwide Sales regarding customer needs, problems, interests, competitive activities, and potential for new products and services
Collaborate closely and effectively with other go-to-market participants, e.g., Ecosystem Business and Marketing

What you should have:

10+ years’ experience in similar roles; broad and varying experiences as well as international exposure a plus
10+ years’ experience in a complex B2B software space
A strong understanding of complex B2B sales strategies with proven business acumen
BA/BS degree or equivalent required, advanced degrees a plus
A high level of emotional intelligence demonstrated primarily through self-motivation, self-awareness and empathy
An ability to manage situationally – a different approach for each employee and each task
Significant experience in constructing the proper value proposition
Strong negotiation skills backed by formal training
Comfortable with challenging status quo, providing a vision and defending a new point of view for a better business outcome on an executive level
Strong strategic thinking skills – can identify and manage the impact of a given tactic across all customers
Demonstrated solid analytical and synthesis skills
At ease with data-driven planning and execution
Focused, programmatic, yet also curious mindset with peripheral vision
Strong oral and written communication skills with an ability to influence thinking and shift inertia
Self-motivated and effective working from a home environment
Some travel required (post COVID)

Additional Reading:

To apply

To apply for this position, please submit a resume to careers@gurobi.com and refer to the position of Sales Director – Americas East & Brazil.

We are committed to an inclusive and a diverse Gurobi. We believe that different perspectives lead to better ideas, and better ideas allow us to better understand the needs and interests of our diverse, global community. We welcome people of different backgrounds, experiences, abilities and perspective and are an equal opportunity employer.