Job Summary

The Sales manager applies expertise in selling strategies and methodologies, strategic planning, and execution to achieve defined revenue objectives. This role is responsible for creating, leading, and directing a high-performance sales team that achieves revenue, profitability, and MRR targets while consistently delivering customer value. The Sales Leader manages the hiring, onboarding, and compensation plans of new and existing sales team members and develops sales strategies that both accelerate new customer acquisition and deepen existing customer relationships. The Sales Leader also works closely with corporate marketing to ensure a seamless end-to-end customer acquisition business process.

  • Minimum Qualification: MBA / MSc
  • Experience Level: Management level
  • Experience Length: 10 years

Job Description/Requirements

Strategic Capabilities 

  • Define optimized selling motions that align with the Dynamics 365 solution set and target market
  • Understand the key business drivers within the focus vertical/industry
  • Accurately forecast revenue and close dates
  • Effectively motivate sales team members
  • Collaborate with marketing and delivery leaders to execute comprehensive customer acquisition, retention, and extension strategies
  • Strong objection handling and closing skills
  • Excellent negotiating skills


Execution Skills

  • Develop plans and strategies to meet or exceed the company’s revenue target
  • Develop a scalable sales process and drive sales team compliance
  • Determine and assign sales quotas, targets, and goals
  • Support complex sales negotiations, attend sales presentations, and help close strategic deals
  • Directly manage large, high-profile customer accounts, (when appropriate)
  • Work collaboratively with marketing to develop lead and revenue generation programs and create high impact sales collateral
  • Set targets, performance plans, and objective for all sales team members
  • Review sales team members performance, progress, and targets
  • Coach sales professionals to drive continuous improvement
  • Recruit, select, onboard, and train new sales professionals
  • Create motivating compensation plans and incentives
  • Monitor competitive and market activity. Provide feedback and recommendations to the executive team
  • Ensure CRM system accurately reflects all customer and new business opportunities


Certifications

  • Sales cycle methodology or equivalent training


Project Experience

Types/Qualities

  • A bachelor’s degree with a business concentration is required, MBA preferred
  • Seven to 10 years of experience in a sales leadership role
  • Four year minimum of selling experience and at least two years of experience working with sales technology, CRM systems, and social media tools
  • Verifiable track record of quota attainment
  • Exceptional leadership, communication, and interpersonal skills
  • Strong leadership and decision-making capabilities


Technologies

  • Working knowledge of the Microsoft cloud platform and Dynamics 365 (or equivalent ERP/CRM) capabilities
  • Feature / Function knowledge of relevant Dynamics 365 solution set
  • Working understanding of competitive sales strategies

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