Overview

As a sales Manager, you will play a pivotal role in leading and driving sales conversations within your assigned territory/geography. Responsible for the successful delivery of contracted results, you will build, motivate, and mentor a high functioning inside sales team, ensuring they consistently exceed targets and drive business growth. Your exceptional leadership, coaching, and strategic skills will be instrumental in achieving team success.

Responsibilities

Team Leadership and Development:

• Build, motivate, and mentor a high performing inside sales team, fostering a culture of excellence and collaboration.
• Lead by example, coaching team members through strong call coaching, demos, and experience sessions over Teams.
• Drive team members to meet and exceed monthly, quarterly, and annual targets by generating sales pipeline, accelerating active opportunities, and driving closures.
• Hire and onboard new Sales Agents, managing a typical team size of 10+ employees.

Coaching and Performance Management:

• Coach sellers to create a minimum of 30 Opportunities via MSX D365 monthly, documenting coaching outcomes and agreed next actions.
• Ensure each seller passes qualified Opportunities to partners at the 40% sales stage, maintaining clear documentation of coaching outcomes.
• Accurately assess risk and identify exceptional performance plans through weekly deal and pipeline reviews with senior management and agents.
• Spend time weekly coaching and observing the team, focusing on revenue accountability, consumption, customer ads, and overall customer trust-building.

Operational Excellence:

• Drive operational excellence of key center metrics, including response rates, conversions, pipeline, velocity, and accuracy.
• Empower teams to spend more time with customers and partners by removing productivity blockers and unnecessary rhythms.
• Work in partnership with Quality coach and/or Readiness Managers to improve agent performance.

Business Value and Customer Conversations:

• Drive business value-driven customer conversations by achieving a minimum 100-level proficiency in all solution areas and a level 200 in a specific Solution Area (where applicable) through continuous learning.
• Initiate and drive strategic business discussions with C-level executives and decision-makers, showcasing industry knowledge and insights.

Talent Development and Succession Planning:

• Conduct meaningful career development discussions, ensuring all employees have a development plan focused on building current and future capabilities.
• Assess team capabilities and actively build talent pipelines where needed.

Sales Strategy and Relationship Management:

• Design and set productivity and sales targets/quota in line with market trends.
• Identify key aspects of potential opportunities, nurture opportunities to close, engage channel partners as needed, and manage customer relationships through success.

Requirements

Experience:

• 5+ years of technology-related sales or business development experience.

Leadership Experience:

• 3+ years of team management experience, with a minimum of 2+ years of sales management experience in the IT industry. Familiarity with modern sales techniques and tools preferred.

Communication Skills:

• Strong interpersonal skills, excellent written and verbal communication skills.
• Ability to coach team members to drive successful sales over phone, email, video, and modern demonstration tools.

Leadership and Motivation:

• Superior leadership skills with the ability to enable high performers and motivate under-performers to improve.

Strategic Acumen:

• Experience and confidence to initiate and drive business strategy discussions with C-level executives and decision-makers, demonstrating industry knowledge and insights.

Sales Proficiency:

• Ability to identify key aspects of potential opportunities, nurture opportunities, engage channel partners, and manage customer relationships through success.

Industry Knowledge:

• General knowledge of the IT industry, with a passion for cloud technologies and driving positive change.

Collaboration:

• Thrives in a diverse team and dynamic environment, with a strong ability to collaborate across business functions.

Results-Driven:

• Achievement and success-driven personality, motivated by performance rewards for exceeding annual sales goals through strategic sales leadership and cross-business collaboration.

Technical Proficiency:

• Advanced user of Microsoft Office Suite applications, Windows OS.
• Minimum 4 years of experience using a CRM tool (Dynamics, Salesforce, or other).

Education:

• Bachelor’s degree or associate degree required.

Role Overview: As a Sales Manager, you will be instrumental in driving sales growth, fostering team development, and ensuring the successful delivery of results within your assigned territory/geography. Your leadership, coaching, and strategic acumen will shape the trajectory of your team's success and contribute to the overall growth of the organization. If you are passionate about sales, possess strong leadership skills, and have a track record of achieving and exceeding goals, we invite you to join our team and be a driving force in shaping the future of our sales organization.

Language

• Fluent written and verbal communication skills in English and French.