Sales Manager Job Opening

The right candidate will understand what it takes to develop an exceptional sales team. The Sales Manager is responsible for managing, leading and developing our sales teams to expand our current client base and close new business. The Sales Manager will have a track record of coaching teams through the sales cycle. In addition, in collaboration with our Senior VP of sales provides consistent leadership of how to negotiate contract details, driving closure of sales and extending current contracts for multi-year recurring revenue.

Position Details:

• Directly manage five (2) person sales teams and five Inside Sales Representatives and provide coaching and mentoring to grow selling skills and capabilities.
• Work with the Senior VP of Sales to set revenue and sales goals, create commission plans, and ensure performance standards are met.
• Collaborate with Marketing to enhance script templates and call-handling strategies for the Inside Sales Team.
• Guide sales teams to identify opportunities, present capabilities and gain commitment from prospects leading to revenue.
• Continually challenge sales teams to develop new prospects to build and manage a sustained, multi-million-dollar pipeline of opportunities and drive successful results

• Review Total Available Market (TAM) and create strategies with the Marketing team to penetrate new territories and expand current territories
• Provide monthly, quarterly and annual sales forecasts
• Achieve monthly, quarterly and annual sales targets at expected margins.
• Interface with customers and ensure total client satisfaction through the life cycle of the relationship.
• Manage and participate in the development and implementation of strategic sales plans, marketing plans and forecasts to achieve corporate goals.
• Develop and recommend services and pricing strategies to produce the highest possible long-term market share.
• Establish and maintain relationships within the proper ecosystems.
• Ensure effective management of sales information and opportunities within SalesForce.
• Develop and standardize procedures and methods to improve the efficiency and effectiveness of prospecting, on-boarding, training and sales development.
• Work closely with our Solutions Center and Operations teams to demonstrate the business case for the company, facilitate information gathering and match that to the prospects needs through multiple in-person meetings and discussions.
• Deal with complex negotiations through a multi-constituent sales process for large customers.
• Prepare budgets and approve expenditures
• Analyze sales data and recommend changes or improvements for better customer satisfaction and increased revenue

Required Experience/Education:

• Must be willing and able to travel up to 50% of the time
• 5 years’ experience managing sales teams w/ at least some experience managing Inside Sales teams
• 7 years’ experience in technology sales
• Experience working closely with Marketing to guide strategy

Preferred Experience (not required):

• 10 years’ experience in technology sales, IP Video and Security, and Managed Services sales a plus and experience directly leading sales teams that sell service-based solutions, specifically dealing with deal sizes in the range of $500k-$5M+
• Bachelor’s Degree in Sales, Marketing or Business preferred