A senior sales leadership position, this position provides direct oversight and management to experienced sales professionals. This position also is responsible for budget and personnel management for this business segment. This position also collaborates and works closely with all supporting functional teams including channel sales, marketing, sales operations, product management, product marketing, professionals services, support, finance and IT to achieve the specified goals and objectives for the team and the company.
Sales Management
Managing a high-performing field sales team by recruiting and developing talented sales professionals and providing ongoing coaching and support of them
Lead team to meet and exceed quarterly and annual revenue targets by promoting best practices, tools and techniques for exceptional sales performance
Development of sales metrics and reporting capabilities that support productive, focused sales management discussions and activities
Motivating and driving top performance while ensuring compliance with accepted sales methods and adherence to processes and procedures
Acting as the escalation path for critical sales issues that impact the customer and/or the ability of the team to meet and exceed growth targets and objectives
Sales Leadership
Provides information to senior management regarding the enterprise sales plan and strategy; market conditions and recommendations for the short and medium term related to the overall global plan and company direction.
Provide strategic contribution to the North American sales organization via feedback and counsel on enterprise market conditions and needs.
Defines and makes recommendation for enterprise sales strategy, including budget and personnel, territory alignment and essential tactics that will align with overall sales strategy.
Works closely with sales management to identify critical success factors and execute strategic and tactical plans, while keeping within budget parameters, in order to respond to changes in market and competitive conditions.
Provides feedback to global product marketing teams on product needs.
Continues to recruit, inspire and lead a world-class team.
Monitors sales and execution against the plan daily with weekly updates and quarterly planning sessions.
Works with the marketing and sales operations functions to develop new business opportunities
Interfaces with senior management to report on needs, trends, results, makes recommendations for improving and enhancing the business
What You Should Have/Know:
Minimum 5-7 years of experience in software/technology field
Enterprise-specific sales experience and a proven track record of managing sales professionals is required
Proven track record of success managing teams to above-plan performance
Is highly organized and has effective time management skills
Is a demonstrated leader and contributor to a sales management team
Proven leadership ability to influence, develop, and empower employees to achieve objectives within a team approach
Experience working within an organization that includes indirect sales
Outstanding communication skills, both written and verbal. Must have the proven ability to deliver concise, logical written documents and the presence to deliver the company’s vision and product definitions to both large and small audiences
A world class team player. Works effectively in a team-based organization, collaborates cross-functionally, exercises influence at senior levels, and builds alignment around goals and objectives. Readily builds consensus; achieves agreement on key initiatives and priorities
Strong personality, management and leadership capabilities with the ability to effectively motivate the team. Must be committed to the personal growth of individuals on his/her team and also possess strong listening skills
Results-oriented and driven to achieve goals with the ability to attract individuals with similar characteristics
Dynamic and with a true entrepreneurial spirit and passion for a fast-paced, growing environment
Organized, assertive and self-directed business style, with strong ability to prioritize
Highly motivated individual with the proven ability to motivate and lead others
Travel Requirements:
Periodic travel in region (U.S. and Canada) up to 70% of the time.
Occasional travel outside U.S. (1-2 times per year on average)
Essential Education:
Completed degree (BA, MSc, MA, or PhD) in technology field.
Additional education in the technology industry for soft skills (including sales training)
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