Sr. Sales Director - SAP/OpenText

Sr. Sales Director - SAP/OpenText

Location: Remote Home Office (US)

Reports to: CEO

What We’re Looking For

Optima Consulting is looking for a results-driven and collaborative Sr. Sales Director who can both sell and build in the SAP ecosystem. This is a true player-coach role. You will drive new business personally while also playing the leadership role in developing our sales strategy, structure, and team aligned with our aggressive growth strategy. You will lead with purpose and accountability while shaping how we go to market and how we engage with prospects and partners. The right candidate is ready to build something special, working side by side with our CEO and leadership team. You will carry a personal quota, build and lead the sales team and work closely with Account Managers to grow both new and existing client revenue. This role is perfect for someone who enjoys a mix of hands-on sales execution coupled with the ability to recruit, grow, and mentor the current and future sales organization of a high growth company.

Key Responsibilities:

Sales and Channel Leadership 

• Build and execute Optima’s sales growth strategy alongside our executive team 
• Help define what great looks like for our sales function in its next stage setting the path for repeatable, scalable, profitable growth 
• Oversight of our channel strategy for key partners resulting in new pipeline and sales and creating excellent, long-term, mutually beneficial relationships 

Direct Sales

• Carry a personal quota focused on new logo acquisition 
• Identify and close strategic SAP Spend Management and OpenText subscription revenue and consulting opportunities as well as other lines of business and strategic opportunities as assigned 
• Build and nurture executive-level relationships with Optima clients and prospects 
• Drive deals from prospecting through close while modeling and coaching best practices 

Team Building and Development 

• Coach and develop our existing team and support AMs on net new, upsell and renewal strategy toward target achievement 
• Own the recruitment and successful onboarding of new sales team members to meet aggressive growth targets  
• Partner with marketing on aligned campaigns that drive qualified opportunities 
• Foster a culture of accountability, growth, and collaboration within the team 
• Lead from the front at Optima sponsored events with a focus on modeling achievement of pipeline growth from event activities

Ideal Candidate Profile:

·      10 or more years of successful enterprise B2B sales experience with at least 3 years of team leadership experience in a growing company 

·      Experience selling and building excellent relationships within the SAP ecosystem, especially around Spend and/or Content Management  

·      A track record of high achievement against goals in both individual sales and sales leadership 

·      Channel sales experience a plus 

·      Strong presence and comfort working with C-level executives, internally and externally 

·      Familiarity with, and track record of consistent, successful use of, structured sales methodologies like MEDDICC or Challenger 

·      A natural mentor with experience guiding others through complex sales while leading with enthusiasm 

·      Entrepreneurial mindset and excitement about building from a strong foundation 

Why Optima? 

The Opportunity

This is a high-impact role where you’ll have a direct hand in shaping the next chapter of a respected, established SAP Gold Partner. With more than 15 years of client success and a strong foundation in Spend Management, Content Management, AMS and custom SAP solutions, Optima is poised for strategic growth. The right leader wants to take that journey with us – to continue to build the team, the model, and the momentum to get us there.  

The Work Environment 

We are a remote-first company with a flexible and supportive environment. We value initiative, creativity, and a true team mindset. You will be equipped with the tools and trust you need to do great work and grow in your role. 

We’re looking for people who align with Optima’s Core Values:

• Have a passion for excellence – you always deliver quality work for your clients and each other, on time, and to the best of your ability. You don’t cut corners.
• Create remarkable client experience – you do the right thing for your clients, and you consistently seek ways to add value to their business.
• Be a Pioneer – We are original and creative in our thinking. To us, innovation and ingenuity is a mind-set – a hard-wired desire to improve things.
• Get it done – you can be counted on to fulfil every objective you take on. Your teammates and clients know they can trust you to get the job done.
• Win as a team – you can be a great teammate, mentor, and cheerleader to support your team. You are committed to enhancing your team and creating an opportunity for growth.
• Have fun – you love what you do and have fun while you do it and celebrate successes along the way.

What You Can Expect

·      Full-time remote role with great work-life balance 

·      Collaborative team and direct working relationship with executive leadership 

·      Clear opportunity to grow into a VP role and beyond as the company scales 

·      Rich OTE comp and benefits plan 

o  Variable Compensation structure includes recognition of achievement for individual, team, and strategic goals via commission and bonus plans. 

o  Medical and Dental coverage (100% of employee premiums paid)

o  Company paid Short Term Disability and Life Insurance

o  Vision, Accident, and Critical Illness insurance

o  3 weeks paid vacation and 13 paid holidays

o  401(k) with company match

o  HSA Contribution

o  Career path planning and values-based recognition programs