What You Will Do:
• Meet or exceed assigned sales objectives on a monthly, quarterly and annual basis growing revenue, share and profitability.
• Develop an annual business plan updated on a quarterly basis including plans by direct report, product, geography and action plans to capitalize on new opportunities.
• Develop and manage sales funnel (personal and team) to analyze and manage pipeline activity and monitor sales activity against assigned quotas.
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• Provide leadership, coaching and direction to their team.
• Maintain both tangible near term actions and longer term strategic direction to increase growth and sustainable revenues.
• Work with their team to maximize customer touches and opportunities.
• Manage all customer and employee issues effectively.
• Thoroughly understand and significantly influence the customer’s decision-making process and lead the customer to positive decisions.
• Attract, engage and retain top performers.
• Train, develop and motivate employees in sales skills, product knowledge, teamwork, time and territory management, competitive knowledge, and career goals pursuits to achieve team and individual goals.
• Develop articulate value propositions, and execute in the field.
• Ongoing coordination with all Open Text teams (solutions, marketing, engineering, operations, legal, sales and finance) to identify opportunities and ensure alignment of department objectives.
• Acquire and integrate industry knowledge related to general trends, emerging technologies, & competitors.
• Maintain contact with the customer, resolve problems, and seek additional opportunities to meet needs.
• Provide on-going feedback/coaching, implement correction actions when necessary and regularly schedule performance reviews.
• Perform sales presentations to match Open Text products with identified needs.
• Provide timely and accurate reports.
• Participates in various headquarter/regional planning and training activities.
• Perform other related duties as assigned
What You Will Bring:
• 7 + years Cloud, Enterprise software, and or SAAS Direct Sales Management experience.
• Experience in managing third party sales channels a plus.
• Experience in effectively interacting with cross functional team of technical, services and partner personnel in a complex enterprise software sale and implementation.
• Prior experience or strong potential in managing others, inclusive of development, coaching, providing feedback and conducting reviews.
• Possess the strong ability to attract, engage, motivate and inspire others.
• Proven hunter-management and sales background (i.e., sold initial departmental opportunities as well as seven figure multi-level enterprise transactions)
• Strong evidence of creating and working a plan to drive revenue from assigned territory
• Demonstrated history of developing team or individual pipeline equal to 5X their quota.
• Demonstrated leadership, communication and interpersonal skills and abilities.
• Demonstrated strong business acumen and capable of developing and managing strategic plans with partner and company executives.
• Proven history of analyzing situations, employing creative and effective decision making to solve problems/achieve results.
• Ability to excel in a team environment which emphasizes total cooperation and mutual respect. • Ability to present to both small and large audiences.
• Outstanding written/verbal communication skills and excellent negotiating skills.
• Knowledge of the Enterprise Software (specifically Middleware / BPM) market space, competitors and related industries.
• Demonstrated ability to drive results through others.
• Travel within assigned territory is required.
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