Field Sales Manager

4 weeks ago

Remote, Oregon, United States ControlUp Full time

ControlUp is a high growth SaaS company leading the way in Digital Experience Management. COVID-19 has forced millions of workers to work remotely, and many of those jobs will never return to the office. For some workers, the closest thing to corporate culture is their digital experience. To be most productive while working anywhere, employees need the corporate digital experience to be better than their consumer devices and applications. ControlUp makes this possible. We deliver a proven solution leveraged by 4 of the world's top 6 telecommunications companies, 3 of the top 5 Health insurance companies and 5 from top 8 Healthcare companies.

You are a people person with excellent communications skills and thrive in meeting face to face with clients and to present them with solutions that make their business run better. You have 5+ years of field sales experience within a high-tech environment, ideally SaaS software sales, with a demonstrated track record of success in driving customer adoption of technology solutions. This is a remote based position.

You have a track record of success in a consultative sales environment, with an expert knowledge of consultative sales tools and techniques. You have an uncanny ability to understand customer needs, overcoming client objections, assist with ROI analysis and closing the sale; You love prospecting new accounts in a defined geography using a variety of sales channels. You know how to motivate, train and conduct seminars to drive mindshare within partners to increase revenues within assigned territory. You have a track record of exceeding your quota.

Position Overview:

As a Field Sales Manager, you will establish relationships and engage with businesses to identify opportunities and sell ControlUp products and services. In this role, you would increase ControlUp penetration within territory by using a leveraged model (e.g., sales engineer, inside sales, channel) to create opportunities for ControlUp channel partners. This Field Sales Manager is mapped to our commercial market customer base. You will have some customers who already own ControlUp products and most who do not. You'll leverage channel partners, along with various ControlUp sales teams for lead generation and closing deals.

Role Responsibilities:

You are the quarterback of the team - you are developing and managing a territory, directing your engineering and networking teams to meet or exceed assigned revenue targets. You'll drive sales of the entire ControlUp portfolio in territory, including all ControlUp products. Prospecting for new business at customers engaging managers, engineers, architects, VP/C-levels, and - very important - decision makers/buyers in the business, outside of the information technology department. Working with partners to increase ControlUp product knowledge and efficiencies.

You'll be carrying out all aspects of the sale including:


• Creating proposals tied to business value and our customer's strategic goals


• Understanding the ControlUp products/packaging at a very detailed level (we will train you) so you can maximize the value for both our customers and for ControlUp.


• Creating/managing and accurately forecasting opportunities in salesforce using best case, likely, and commit.


• Creating quotes for customers based on the products in proposals, and managing the quote through the approvals process.


• Pricing negotiations and successful order fulfillment leveraging your inside teams.


• Managing both an indirect customer procurement (channel) and direct customer engagement model


• Leveraging and maximizing network partners and alliances, as the fulfillment channel while working with ControlUp end user accounts


• Managing weekly forecasts against revenue targets

Preferred Skills/Requirements:


• You possess strong knowledge of sales techniques and processes.


• Knowledge of ControlUp products is a plus.


• Knowledge of complementary hardware and software solutions


• You have a track record of success in a consultative sales environment, with an expert knowledge of consultative sales tools and techniques. An ability to understand customer needs is key, overcoming objections, ROI analysis and closing the sale.


• You own a proven track record of exceeding sales goals/quotas.


• You reside in one of these states: Virginia, Maryland or North Carolina

Basic Qualifications:


• Bachelor's degree or equivalent experience


• 5+ years territory sales experience preferably in high tech, indirect and direct sales.


• Ability to travel within assigned territory and other locations including Corporate HQ

What you're looking for:

If you're in sales, we'll help you make your numbers and a difference with a brand you can believe in. We want employees to do what they do best, every day.

Be bold. Take risks. Imagine a better way to work. If we just described to you, then we really need to talk.

Functional Area:

Territory Rep (Field Sales Manager)

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