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Director/General Manager of Class Creator
Description/Background: Pigeonhole Software - Class Creator (CC) is a proven web-based software solution that delivers automated class design and student wellbeing solutions to customers in more than 20 countries – but predominantly in Australia and the USA. Our tailor-made software automates manual tasks performed by teachers, freeing them to focus on improving school and student outcomes. Class Creator is the trusted solution of choice in over 1,500 schools around the world.
Summary of the Position
The Director/General Manager (DGM), Class Creator carries dual accountability of leading the CC business and carrying the responsibility for increasing revenue growth through new sales and upsell to existing clients in both established territory and breaking into new markets. CC has scaled rapidly in recent years, and the DGM will be expected to accelerate that growth in all target markets but particularly in the USA. As the most senior member and leader of the CC team, the role carries a broad remit across multiple core functions.
The DGM will manage the core operations team based out of Australia which includes the development resources, (2) Developers + (2) offshore contractors, (1) Operations Coordinator, (1) AUS based Sales Representative and (1) Marketing Manager, as well as the US based team comprised of the (2) Customer Success Managers and the (2) Sales Representatives. The DGM will work closely with the AUS Finance team and AUS Marketing Director.
The DGM manages various sales teams such as outsides sales, inside sales, channel sales or third party sales responsible for market penetration through campaigns that deliver incremental revenue from new and/or existing clients. Defines and communicates the sales process and the sales effectiveness drivers. Leads and fosters co-operation and collaboration with other functions within the business to maximize efficiency to provide an integrated response to clients' needs.
Setting/Executing Strategy and Financial Results
Create a vision for the CC Team, and to inspire and lead the broader organization to buy-in, work toward and achieve that vision. Design and execute pragmatic revenue growth plans across existing and new markets.
Carry accountability for achieving allocated revenue growth targets across all assigned customer types and geographies.
Manage individual performance against plans and report on performance to the leadership team at a team and individual level.
Setting/Executing Sales and Marketing Strategy
Develop and provide effective consultative sales support to new sales and client services team.
Designs pricing models for licensing fees, annual fees, professional service fees, and value added services. Packages new products and services for cross sale to existing clients. Monitors revenue generation in order to secure delivery of financial objectives established in the annual budget. Secures invoicing and revenue recognition.
Identifies, negotiates and secures potential business partnerships in order to enhance products and services to new and existing customers.
Provides the oversight and control over all aspects of the sales process including qualification criteria and the allocation of leads and opportunities to sales Reps, solution design guidance and approval, content of final response, approval on final customer prices and all legal and commercial negotiation. Maintains accurate pipelines to ensure revenue forecasts are properly reported.
Directs campaigns to drive market penetration. Sets the target client profile and metrics to be met by the sales team for the campaign. Approves campaign budget and agent activities and reviews results to determine further investment decisions into that market. Evaluates and assesses industry trends and specific strategies being implemented by key competitors. Works with product and other key internal stakeholders to create market competitive offerings and specific sales strategy to win business from the competition.
Executing for Results
Set and achieve clear and challenging goals while committing the organization to improved performance; tenacious and accountable in driving results.
Provides timely and accurate commercial reporting on business performance, and is capable of presenting and explaining data succinctly and clearly to a diverse range of senior stakeholders.
Must be prepared to operate across geographies, including spending extended periods of time in-market both domestically (Australia) and internationally (USA, Canada and potentially other prospective international markets).
Work collaboratively across all parts of CC and the broader regional Software business to drive team and organisational success.
Minimum Skills and Experience
Bachelors Degree from an accredited university and relevant experience in a related field is required
Experience in lieu of a degree may be considered, which is typically a minimum 8-10 years in a related profession, including a minimum of 5-6 years' experience in a managerial position
Excellent problem solving, troubleshooting, consultation and negotiation skills with the ability to engage with all stakeholder levels
Proficient written and verbal communications along with excellent presentation skills, attention to detail, timelines and metrics.
To perform this job successfully an individual should have experience with web-based systems and corporate tools such as Microsoft 365, Oracle, Salesforce, etc
Preferred Qualifications
Masters Degree in a related field
Related field of study from an accredited university
A recognized tertiary qualification in an appropriate discipline (preferably education).
Prior 3-5+ years’ experience in a similar role.
Global Payments Inc. is an equal opportunity employer. Global Payments provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex (including pregnancy), national origin, ancestry, age, marital status, sexual orientation, gender identity or expression, disability, veteran status, genetic information or any other basis protected by law. If you wish to request reasonable accommodations related to applying for employment or provide feedback about the accessibility of this website, please contact jobs@globalpay.com.
