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Sales, Full Time    London, England    Posted: Thursday, April 04, 2019
 
   
 
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JOB DETAILS
 

Position Summary:

The Enterprise Sales Manageris responsible for exceeding assigned sales goals that leverage our enterprise customers. The ideal candidate will be a strong sales leader with a demonstrable track record of success in Enterprise Sales. An in-depth knowledge of sales of SaaS solutions is required.

Reporting to the Sales Director EMEA, the Enterprise Sales Manager will lead a successful team of sales account executives to achieve revenue & bookings performance, whilst driving new business & ensuring customer satisfaction. The sales account executives have a quota carrying role, responsible for acquiring new logos & referenceable customers.

Through the ongoing training, development & motivation of the sales team, the Manager fosters a culture of success & ongoing quota achievement.Leading from the front, the Manager supports the building of key customer relationships & participates in sales activities that enable the successful closure of key strategic business opportunities.The Manager position is a non-quota carrying role.

Key Responsibilities:

  • Ongoing management of a high-performance Sales Team
  • Ensuring that the sales account executives overachieve on their individual quarterly & annual sales targets & enabling our company to meet its overall strategic business objectives
  • Providing effective tactical & strategic account planning to manage the overall sales process & drive deals to closure
  • Supporting the sales account executives by participating & leading in client & prospect meetings, effectively presenting the companys value proposition to both C-level business & IT stakeholders
  • Training, mentoring & developing team members in the companys sales methodologies & processes
  • Consistently monitoring the sales pipeline of the team, ensuring that all activity is accurately tracked through the CRM system
  • Ensure that all stages of the sales cycle are undertaken effectively to achieve the required results whilst adhering to the companys chosen sales methodology
  • Providing regular management information reporting including detailed & accurate sales forecasting for the senior management team & other key stakeholders
  • Identifying, managing & reporting risk ensuring that any material issues are escalated in an appropriate & timely manner
  • Acquire & maintain a thorough working knowledge of the companys software & services, & a deep understanding of their applications
  • Championing knowledge-sharing activities across the region
  • Building effective working partnerships with other business areas including Inside Sales, Sales Engineering & Professional Services
  • Requirement for regular travel within EMEA for in-person meetings with customers & partners to develop key relationships & participate in closing strategic opportunities

Job Requirements:

  • Extensive experience of quota-carrying sales of business applications or software platforms including sales team management experience
  • Demonstrable track record of over-achievement of individual contributor sales targets with referenceable client wins
  • Extensive experience of senior level stakeholder engagement on complex IT & Business led opportunities
  • Proven experience in building, training, motivating & managing high-performing sales teams
  • Experience working with Enterprise incentive programs to drive behaviour, incremental sales & adoption of company strategies
  • Successfultrack record closing new clients remotely using technology
  • Strong people management skills; acting as a role model & mentor with strong listening & coaching skills
  • Experience of sales management in the Region
  • Proven experience in building, training, motivating & managing high-performing sales teams
  • Strong people management skills; acting as a role model & mentor with strong listening & coaching skills
  • Experience in SaaS, Business Intelligence, CRM, ERP enterprise sales
  • Demonstrable knowledge of key Return on Investment & Total Cost of Ownership principles
  • Experience with sales methodologies i.e. MEDDIC, Challenger, Sandler
  • Experience working in a fast-paced, team environment
  • Excellent written, verbal & presentation skills
  • Highly organized with close attention to detail
  • Degree educated or equivalent
 
 
 
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