Manager - Commercial Sales (remote - Bangalore/ Pune/ Hyderabad) - Remote Eligible

Sales Manager

We are looking for a dynamic Sales Manager who has a passion for sales and a hunger to achieve targets. The key focus will be to manage a team of Mid Enterprise Account Executives, each of whom own a book of Commercial accounts. Enable end-to-end sales process; hire, train, mentor the team to execute account growth strategies against a quota.

As a Sales Manager, this role will involve bringing industry know-how, knowledge of best practices, nurturing & growing talent.

The role encompasses account & relationship management, prospecting, lead generation and conversion to close business via both upsells and cross-sells. The candidate will require prior experience generating pipeline through outbound channels along with end-to-end responsibility to drive the pipe to closure.

In this role, the Sales Manager will manage a team that sells to global geographies - US, Europe, Asia Pacific - so the candidate will be expected to be comfortable working shifts. This is a remote opportunity. But the base location of the role holder has to be Bangalore / Hyderabad / Pune.

Key Responsibilities

• Own the relationship with a book of paying, active Commercial accounts in addition to onboarding new clientele.
• Partner with accounts to build growth strategies to deliver quarterly and annual incremental revenue.
• Collaborate with customer champions to not only increase revenue from accounts, but also renew & retain business year-on-year.
• Build account intelligence to map stakeholders, identify new teams & business units to sell to.
• Prospect via cold calling, highly personalized emails and LinkedIn to generate leads and pipeline.
• Employ a value based solution selling methodology to drive these leads through a high-velocity pipeline.
• Execute all phases of the pipeline, and push deals through the sales cycle towards closure.
• Maintain hygiene on CRM tools like Salesforce.com to forecast with a high level of accuracy.
• Drive team to consistently achieve the desired level of prospecting activity to maintain a healthy pipeline.

Team Management

• Be the source of knowledge for industry know-how and best practices to ensure the overall skill set of the team improves continuously.
• Understand individual strengths and weaknesses of each team member. Collaborate to fill gaps in knowledge, culture and leadership.
• Hire, mentor and retain talent. Motivate the team and manage conflicts to drive the team to achieve success. Chart our career progression to help the team grow.

Requirements

• 10+ years of quantifiable experience selling B2B software, with at least 4 years in a closing role. and 2 years managing a team.
• Strong track record of consistently achieving quota.
• Experience with full lifecycle of sales from prospecting, lead generation (cold calling, emails, LinkedIn), qualification, solution definition to closing and account growth.
• End-to-end sales experience managing complex sales cycles requiring stakeholder mapping, running technical proof-of-concepts in collaboration with a Solutions Engineer, price negotiations.
• Experience in B2B SaaS / Technology Selling / Solution Selling.
• Outbound experience (preferred)
• Motivation/ Hunger/ Passion. Domain:
• Understanding the cloud computing business model and enjoy selling to a technical audience, while building mutual trust Personal:
• Embrace a value based and solution oriented approach to selling, ensuring your customers receive value from the products they buy from you.
• Strong problem solving skills.
• Leadership skills - thought leadership focussed on impact and action.
• Effective and collaborative communication skills.
• Working with global stakeholders from cross cultural backgrounds.
• Strong sales orientation and should possess a strong drive towards target achievement.
• Ability to plan to overachieve quota and forecast accurately.
• Manage pipeline effectively, and foresee risks to win against competition and other blockers.
• Strong pipeline hygiene on Salesforce.com and related CRM applications.
• International selling experience is not a must-have but will be a positive.

Benefits

In addition to your total compensation, you will be eligible for following benefits, which will be governed by the Company policy:

• Medical insurance for self, spouse, upto 2 dependent children and Parents or Parents-in-law up to INR 5,00,000
• Gratuity as per payment of Gratuity Act, 1972
• Unlimited Time Off to ensure our people invest in their wellbeing, to rest and rejuvenate, spend quality time with family and friends
• Remote-First work environment that allows our people to work from home
• Remote-First Allowance for home office setup, connectivity, accessories, co-working spaces, wellbeing to ensure an amazing remote work experience