Sales Manager

Sales Manager

We are seeking a dynamic and results-driven Sales Manager to lead our sales team, drive lead generation, enforce sales process discipline, and spearhead cross-sell initiatives. This role is pivotal in aligning sales efforts with marketing strategies, CRM systems, and Microsoft co-sell frameworks.

You will be responsible for developing and executing Codec's sales strategy, managing the end-to-end sales cycle, and contributing to the company's commercial objectives through pipeline growth, revenue generation, and client retention.

Key Responsibilities

Leadership & Strategy:

• Develop and execute a sales strategy aligned with Codec's business goals and sector priorities.
• Provide accurate sales forecasting, pipeline management, and reporting to senior leadership.
• Oversee a team of sales professionals, ensuring accountability for lead-up, outbound outreach, and CRM hygiene.
• Manage lead allocation and ensure timely follow-up on website and event-generated leads.
• Conduct regular reviews using CRM dashboards (Dynamics & HubSpot) to monitor performance and pipeline health.
• Drive outreach to target accounts and white space opportunities.
• New sellers and sellers who are underperforming will need constant management and monitoring from you to help them get to the high performance zone as fast as possible. This includes providing the right content, direction and asks alongside monitoring and expectation realization on BDR work and volume of meetings in a week.

Customer Development:

• Develop an intimate understanding of each customer and what solutions they consume. Then identify and target the white space at each customer and programmatically manage the sellers to BDR customers for cross sell opportunities.
• Identify and qualify new business opportunities, suspects and prospects, across Codec's service offerings, including Microsoft Cloud, Dynamics 365, Power Platform, Data Analytics, and Managed Services in Ireland and the UK, for PubSec and PrivateSector.
• Work collaboratively with solution specialists (consultants), marketing, and delivery teams to craft tailored campaign and program messaging and value propositions and make these available to the sales team in a simple and easy to deploy format using the central intranet 'Codec Talks – Sales' site as a support for all sellers.

Lead Generation & Marketing Alignment

Collaborate with marketing to optimise lead generation strategies. Ensure systematic follow-up on MQLs from events, roundtables, and campaigns. Support relationship-building activities. Ensure all inbound leads are followed up with a personal touch by a sales person within 50 minutes of receipt of the lead. Own the integration between HubSpot and Dynamics 365 CRM. Ensure that BDR-generated leads (HubSpot nurtures, Cognism intent signals, AdWords enquiries) are cleaned, qualified, and routed to the right AE. Guarantee that no opportunity slips through the cracks. Manage the BDR Activity. Hold Sellers accountable for activity levels, HubSpot usage, and conversion rates.

Performance & Delivery

Own the full sales cycle from prospecting to contract negotiation and closure. Use HubSpot data (engagement metrics) to challenge/coach Sellers: "This account has high activity but no opportunity logged — what's the plan?" Ensure client satisfaction and retention through proactive engagement and strategic account management. Represent Codec at client meetings, events, and industry forums to build brand awareness and market presence. Lead cross-sell initiatives across the customer base. Conduct white space analysis using CRM and partner portal data to identify upsell opportunities. Performance Coach. Use HubSpot, dashboards + CRM data to identify where deals are stuck and run pipeline reviews.

Sales Process & CRM Management

Enforce disciplined use of CRM systems for tracking customer interactions, lead status, and sales activities. Sales Enforcer: ensure Sellers log opportunities properly in Dynamics 365 CRM so you have visibility of pipeline stages and forecast accuracy. Monitor and report on sales metrics, conversion rates, and outreach effectiveness. Improve Partner Center lead logging and integration with Dynamics. Be the owner of sales data and sharing of reports and information. Deploy AI Agents at every opportunity to make this a higher performing unit.

Sales Collateral and Product Knowledge

Sales Enabler (Enablement): Provide AEs with battlecards, messaging scripts, demo assets, and talk tracks aligned with Microsoft FY26 priorities. Run short enablement sessions on using HubSpot engagement data to advance deals. Ensure all sales collateral, demos, and product documentation are standardised, accessible, and aligned with Microsoft co-sell formats. Collaborate with internal teams to maintain and update the 'What We Sell' repository. Support onboarding of new sales team members with structured enablement. Work closely with the CEO and SLT to develop the messaging and go to market campaigns.

Microsoft Partnership Management

Maintain active relationships with Microsoft counterparts and ensure offerings are co-sell ready. Represent to Microsoft as the Codec Partner Manager for Microsoft. Spend time in Microsoft each week. Surface opportunities from Microsoft sellers where Codec can align co-sell motions (e.g. joint calls, Microsoft-funded PoCs). Leverage Microsoft incentives and co-sell programs to support growth – own this outright. Familiarize yourself with all aspects of funding and ensure we maximise what we can claim without damaging out standing with Microsoft. The expectation is that there is €1M to claim a year once we master this. Oversee updates to marketplace listings and Partner Center processes. Own this at a macro level working closely with the Codec and Microsoft teams. Set targets by quarter and push to achieve them. Coordinate with Noteworthy on rebates, invoicing, and customer opportunity identification – maximise the ROI on this vendor.

Skills, Knowledge and Expertise

Super competitive desire to win. Proven track record of at least 15+ years in B2B technology sales, ideally within a consultancy, systems integrator, or Microsoft partner environment. Demonstrated success in managing teams and achieving/exceeding revenue targets. Understanding of Microsoft Cloud, Dynamics 365, Data & AI, or Modern Workplace solutions a plus. Degree in Business, IT, or a related discipline (or equivalent experience). Proven experience in sales leadership within a tech or consultancy environment. Strong understanding of CRM systems (Dynamics, HubSpot) and sales analytics. An understanding of the Microsoft suite and co-sell programs is desirable for the role. Excellent communication, coaching, and stakeholder management skills. Strategic thinker with a consultative, relationship-driven approach. Commercially astute, with strong analytical and forecasting abilities.

About Codec

Established over 40 years ago, Codec is a multi-award-winning Microsoft Solutions Partner, trusted by public and private sector organisations to deliver impactful digital transformation. With offices in Dublin , Belfast , Cologne , and across Germany , our team of over 300 experts specialises in harnessing the full potential of Microsoft technologies—including Dynamics 365 , Power Platform , Azure , and Copilot —to drive innovation, automation, and operational excellence. Codec combines deep industry expertise with a proven track record to help organisations unlock the power of AI and modern cloud solutions Though originally best known as a hardware reseller, since 2010 Codec has focused on building an outstanding software consulting business with a team of experts implementing enterprise solutions using products from Microsoft and Oracle. Our customer base, revenues and average contract values have grown steadily year on year and we continue to invest in the provision of new product and service offerings. Our team is a careful mix of recent graduates and experienced professionals from a variety of diverse cultural backgrounds. We are a melting pot of seasoned consultants supported by the best talent from the local universities. We have a thriving placement student academy and graduate recruitment programme which grows year on year. This company is an equal opportunities employer.