Sales Manager - IT Products

Sales Manager

POSITION SUMMARY

- This is a quota carrying position and is the primary selling role for the Company in the West India territory (the “Territory”). The Sales Manager is responsible for effectively managing new business development in the Territory and driving license and services sales revenue on our partner products.

INTRODUCTION TO THE ROLE

- Company seeks to appoint a new and key member in the company to drive the success of its partner products.

KEY AREAS OF RESPONSIBILITY

1. Results and Growth

- Orders and Revenue goal attainment

2. Prospecting

- Proactively prospect in the Territory using the phone and other activities to create appointments at each management level, including CXO level. Map out the key players for potential new business initiatives and determine/document appropriate sales strategy/ies.

- Use Innovative marketing and lead generation campaigns to generate demand for partner products

- Participate in Industry Events/Forums to network and generate prospect leads

- Utilise a structured approach for identifying and measuring the quality of potential new business initiatives.

- Develop understanding of political relationships and their impact on buying behaviours within the account in order to determine appropriate sales approach for each level within organisation.

- Develop a competitive sales strategy that anticipates competitor actions and places Company's Software as the best in the market to meet customer objectives.

3. Sales Call Execution

- Effectively advice and influence the customer especially around selling cloud based software solutions and services, TCO advantages, handling customer concerns around security and compliance.

- Execute high quality one on one discussions utilising advanced questioning and influencing skills with customer business leaders specially CFOs and CMOs.

- Execute high quality one on one discussions utilising advanced questioning and influencing skills with IT / CIO level managers.

- Before any sales call, plan for key outcomes and next steps that the customer will commit to performing after the sales call (advances).

- Presenting high quality, professional presentations and proposal materials

4. Account Planning and Opportunity Management

- Continuously engage the extended team (including partner teams) in account planning and execution. Effectively utilise resources as required to best exploit available opportunities.

- Proactively pursue high quality activities to move opportunities to the next phase

- Build and use partner relationships and tools like Webinar, White papers, Articles etc to keep opportunity live and interested

- Ready to wear multiple hats of Sales, Presales and Consulting to constantly keep the opportunity engaged

5. Reporting and Administration

- Create and update Opportunity status on a daily basis

- Participate in Weekly Forecast calls to review pipeline and opportunity status

EDUCATION & EXPERIENCE REQUIREMENTS

Formal qualification

- Bachelor’s degree in science or related field (Marketing, Sales Management, Engineering).

Work Experience

- 5 years + Product Sales experience.

- Exposure to and understanding of customer and its key executives and management.

Selling Experience

- Experience in selling technology solutions. E.g. ERP, SCM, EPM & BI Solutions including professional
services

- Experience in developing and executing sales in SME (Small and Medium Enterprises).

- Demonstrated success in building, elevating and nurturing relationships within key prospects resulting in new customer business.

- Proven customer relationship skills, with experience in interfacing with customers, at Executive/Director level in both business and technology, on a regular basis.

- Proven ability in solutions sales environment

- Manufacturing industry knowledge preferred

- Cloud based solution selling experience will be an added advantage

Technology experience

- Knowledge across Business Intelligence, Corporate Performance Management and CRM is preferred.

Planning experience

- High level strategic planning skills.

- Ability to lead proposals.

- Proven ability to deliver against demanding targets.

COMPETENCIES/PERSONAL ATTRIBUTES

Skills

- Proven Prospect Hunting and New Account Business Development skills

- Excellent presentation, communication and interpersonal skills.

Ability

- Ability to work in a rapidly changing, ambiguous and open environment

- Ability to open doors within prospect accounts with aggression and persuasion

- Ability to have open and effective business conversations with customer senior leaders

- Ability to influence others through demeanour and professionalism

- Ability to take on multiple responsibilities beyond sales

Personal Attributes

- Self-motivated and competitively driven.

- High degree of energy and initiative.

- Innovative and resourceful.

- Resilient and focused.

- High level of personal integrity.

- Customer focused.

- Result oriented.

- High degree of empathy and emotional intelligence.

Contact - ruchita@consultbi.com