Join a dynamic team at the pulse of global markets, where we deliver innovative software and service solutions for essential financial reporting and capital markets transactions. At DFIN, we are a values-driven organization that empowers you to build a fulfilling career while bringing your authentic self to work every day. Our "Win as One" mentality ensures that our team's success is directly linked to Client, Shareholder and Employee Satisfaction.
Recognized by Newsweek as one of AMERICA'S MOST LOVED WORKPLACES® for three consecutive years and a Built In Best Places to Work for six years, we are committed to our employees' total wellbeing. Enjoy competitive compensation, a flexible workplace, comprehensive benefits, and opportunities for professional growth. Bring your passion and talents to DFIN - because being YOU thrives here.
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Summary:
In this role, the Senior Director of Proxy Strategy will execute the DFIN proxy compliance sales strategy to drive revenue in this defined area of responsibility to meet the assigned proxy compliance solution sales quotas. This position will develop and implement activities to ensure that we are effectively selling the DFIN proxy solution through the Field and ActiveDisclosure organization and will be responsible for collaborating with Field Sales, ActiveDisclosure Sales, Marketing, Product, and Inside Sales to drive revenue. The leader will provide sales support for area sales leadership with product education, measurement, and performance.
Reporting to the Head of GCM Sales for North America, this Sr. Director is critical to year over year top line growth for the compliance business by driving engagement with new and existing clients, and expansion of the serviceable market. You will be responsible for keeping ahead of the market and continuously helping to position our offerings on the cutting edge of market needs.
Responsibilities:
- Sales Organization Development: Develop and apprise the sales organization of proxy sales process, lead regular trainings, inform sales leadership of proxy market insights
- Compliance Sales Strategy: Establish, execute, and lead the Compliance Sales development across sales teams.
- Leadership: Lead the ActiveDisclosure Sales Engineer team, executing the overall sales engineering strategy, ensuring alignment with DFIN's sales goals.
- Industry Insights: Provide industry and competitive insights to sales leadership, driving data and information needed for decision-making regarding new opportunities and use cases.
- Sales Coaching: Deliver coaching in sales skills, solution/value selling, and technological and competitive trends.
- Opportunity Management: Build a cadence of strong opportunity management, pipeline reviews, and account mapping across the broader sales organization.
- Client Initiatives: Lead initiatives to target, evaluate, recruit, and identify how compliance product solutions benefit new and existing clients.
- Marketing Liaison: Act as the liaison to Marketing, ensuring the implementation and execution of marketing and opportunity identification programs.
- Sales Messaging: Assist in the creation and deployment of sales messaging, product sales education, and coordinate training efforts related to solution sales.
- Representation: Represent the company at regulatory bodies, industry conferences, events, and panels; participate in industry groups and follow global compliance and governance changes.
- Market Reporting: Report market information regarding competitors, pricing awareness, sales inhibitors, and successes; champion and interface between sales management and other functional groups.
- Coaching and Feedback: Provide ongoing coaching and feedback to sales associates and sales leaders.
- Performance Measurement: Measure results by performance against targets for areas of responsibility.
Qualifications:
- 7-10+ years Sales leadership experience working across multiple business units/ products.
- Knowledge of SEC Related Regulatory Reporting in Capital Markets, in particular Proxy, Annual Shareholder Reporting, and ESG Disclosures preferred
- Ability to work effectively under changing conditions
- Working knowledge of the IPO, compliance, and transaction market disclosure process
- Ability to conceptualize, negotiate and sell ideas internally and externally is essential.
- Ability to generate and implement concepts, ideas, and plans while functioning in a flexible, constantly changing environment is necessary
- Must be a strong team player
- Strong verbal and written communication skills.
- Superior presentation skills
It is the policy of Donnelley Financial Solutions to select, place, and manage all its employees without discrimination based on race, color, national origin, gender, age, religion, actual or perceived disability, veteran's status, actual or perceived sexual orientation, genetic information or any other protected status.
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