Sales Manager

Position Overview

The Account Executive's primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. The Account Executive brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate products.

Job Responsibilities

Account and Customer Relationship Management, Sales and Cloud Subscription Revenue.

Annual Revenue - Achieve / exceed quota targets.

Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.

Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.

Customer Acumen - Actively understand each customer's technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.

Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become references.

Business Planning - Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer's decision process.

Demand Generation, Pipeline and Opportunity Management

Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.

Pipeline partnerships - Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.

Leverage Company’s Solutions - Be proficient in and bring all offers to bear on sales pursuits

Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.

Support all of company’s promotions and events in the territory Sales Excellence Sell value.

Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.

Orchestrate resources: deploy appropriate teams to execute winning sales.

Utilize best practice sales models.

Understand companies’ competition and effectively position solutions against them.

Maintain system with accurate customer and pipeline information.

Experience & Language Requirements

8-15 years total work experience

Government Sales experience selling IT Infra, preferably cloud (with OEMs, Consulting Companies or System Integrators)

Strong account & relationship management skills with Good connects in ecosystem

Proven track record in business application software sales.

Experience in lead role of a team-selling environment.

Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.

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