Commercial Director – North America (Hybrid)

Company:

Datamine is the world’s leading provider of technology to seamlessly plan and manage mining operations. Our unique offering delivers value across the entire mining value chain. With a local presence in 21 countries, and a dedicated team of over 1000 employees, we deliver solutions spanning exploration, geological modelling and resource estimation, mine planning, operations, logistics, marketing and sustainability to over 6,000 companies worldwide. Our implementation, training and advisory services ensure customers receive industry-leading support and leverage full value from their technology investment.

Job Description:

The Commercial Director, North America is a newly created role designed to support the ongoing profitable growth ambitions of Datamine throughout the region, with a primary focus on the USA and Canadian markets.

Reporting to the VP Commercial, North America, this position is responsible for executing a comprehensive sales strategy and go-to-market plan to grow Datamine’s market presence in the region across our full portfolio of offers.

Candidates will preferably be based in a major city in a “mining” state within the USA such as Colorado, Arizona, Nevada or Utah although candidates based elsewhere within the United States are also welcome to apply.

Success in this role will be realized across numerous KPI’s, noting the following are top priorities aligned with the necessary individual contributor quota attainment:

• retaining and uplifting existing revenue streams within designated key customer accounts;
• hunting for, and securing new cross sell/upsell opportunities within those nominated accounts, aligned with strong relationships developed and nurtured – based on a customer first mentality;
• prospecting and securing new logo’s / new customer accounts. Leveraging a strategic, enterprise selling mindset, and where possible, a portfolio wide, value driven engagement.

The ideal candidate will possess demonstrable experience and success in similar roles (minimum of 8 years, preferably >10 years) combined with a deep understanding of the mining industry, as well as the software and technologies that support and enable improvement across the full mining value chain.

The ability to competently represent Datamine and be the “trusted advisor” to our mining clients will be a key strength of this individual. A natural problem solver; with the capability to develop and create long term partnerships between Datamine and our clients – underpinned by the value we deliver.

Responsibilities:

1. Sales Strategy and Execution:

• Develop and deliver a strategic sales plan to penetrate and dominate the North American market to achieve revenue targets.
• Identify key market segments, customer profiles, and industry trends to tailor sales approaches and effectively position our solutions.
•  End-to-end key account management responsibility for focused customer accounts.
• Alignment with required sales objectives, metrics, and KPIs ensuring performance alignment with business goals.
• Provide accurate and timely revenue forecasts aligned with probability weighted pipeline consideration.

2. Business Development and Relationship Management:

•  Cultivate strong relationships with key stakeholders, including both technical managers and domain experts, through to C-level executives and decision-makers within mining/resource companies.
•  Identify and pursue new business opportunities by leveraging industry contacts, attending conferences, and participating in relevant industry events.
•  Collaborate with cross-functional teams, such as marketing, service delivery and research and development /product management personnel, to align sales strategies with market needs ensuring a consistent and strategically aligned approach.
• When appropriate, collaborate with the broader Vela and Constellation Software portfolio companies, leveraging existing and valued relationships in the region, to maximize cross sell/upsell opportunities.

3. Market Expansion and Revenue Growth:

•  Drive market expansion efforts by owning the full responsibility for all nominated key accounts and growth accounts where strategic sales opportunities can be developed and closed throughout North America.
•  Develop and execute go-to-market strategies for new product launches and geographic expansions.
• Monitor market trends, competitive landscape, and customer feedback to identify opportunities for product enhancements or new offerings.

4. Contract Negotiation and Deal Management:

• Lead contract negotiations and manage the full sales process, from initial engagement to deal closure. Either personally, or supported by management for enterprise pursuits.
•  Collaborate with legal and finance teams to ensure compliance with internal policies and legal requirements.
•  Drive customer satisfaction by maintaining a deep understanding of customer needs and ensuring successful implementation and ongoing support.

Qualifications:

•  Proven track record of success in enterprise and strategic sales, preferably focused on software or technology solutions focused within the mining industry.
• Prior exposure and expertise with Datamine’s existing software portfolio of solutions a plus (or similar competitor offers.)
•  Preference for a background, understanding or exposure across a core mining discipline, such as: Geology/Geoscience, Mine Engineering/Planning, Metallurgy/Mineral Processing or other related mining value chain domain specialization.
  •  Combined with an appreciation for how specialized software applications deliver real world value to mining organizations.
  •  Subsequently, be able to develop value positions and ROI/Business case content to create compelling events leading to buying decisions.
•  Preference for a Bachelor’s degree in business administration, engineering / geology / geosciences or a related field (MBA a plus).
• At least 8 yrs experience in a quota carrying role, personally leading and managing a combination of transactional + strategic sales pursuits and overachieving revenue targets.
• Prior experience working collaboratively within a high-performing sales team.
• Strong business acumen and strategic thinking ability, with a focus on revenue growth and market expansion.
•  In-depth knowledge of the North American mining and resources sector, including key industry players, customer dynamics, and cultural nuances.
  •  Ideally, bring a strong network of contacts and relationships to the company for business development purposes.
• Excellent negotiation and contract management skills, with a demonstrated ability to close both technical transactions and also large and complex enterprise deals.
•  Ability to work independently with minimal oversight. High personal drive for success/ achievement.
•  Exceptional communication and interpersonal skills, with the ability to effectively engage at all levels within a target organization; and in particular, with senior executives to build lasting, trusted relationships.
• Willingness to travel frequently within North America, and occasionally, globally.