Enterprise Sales Manager

1 week ago

Remote, Oregon, United States Nextiva Full time

Transforming Customer Interactions for a New Era.

At Nextiva, we are pioneering a revolutionary platform that integrates team collaboration and customer engagement seamlessly. Our innovative approach, powered by artificial intelligence and driven by exceptional talent, is reshaping the landscape of customer experiences.

Our organizational culture is centered around forward-thinking strategies, an unwavering commitment to customer satisfaction, and the belief that meaningful connections drive both business success and personal fulfillment. With over 100,000 businesses and 1 million users depending on our solutions, we are at the forefront of communication technology.

Your Role as a Sales Manager:

The primary objective of the Sales Manager is to expand our market presence while guiding a team of Customer Account Managers (CAMs) to foster their professional growth and make a significant impact.

This role entails leading a team of six quota-driven Mid-Market/Enterprise Account Managers, focusing on team development and daily sales initiatives aligned with Nextiva's sales strategies to surpass monthly revenue goals. The ideal candidate will embrace challenges as opportunities, maintaining a focus on potential rather than merely meeting quotas. They should thrive in a dynamic, fast-paced environment, demonstrating creativity and resilience in enhancing productivity and outcomes.

As a player-coach, the Sales Manager will cultivate the skills of their team, ensuring accountability and inspiring a culture of high performance. They will lead by example, showcasing the necessary skills for success, and will step in to close deals when required to ensure targets are met. The Manager will be approachable, reliable, and organized, providing a structured framework for each team member's daily, weekly, monthly, and quarterly activities.

Key Responsibilities:

Drive Execution:

  • Employ a structured yet flexible customer-centric approach to identify client needs and propose tailored solutions.
  • Proactively manage the sales pipeline, accurately forecasting bookings for each CAM and the overall team.
  • Monitor team productivity through consistent evaluation of sales performance and key performance indicators (KPIs).
  • Mentor CAMs in lead generation, product demonstrations, objection handling, and closing techniques to exceed sales targets.
  • Uphold a culture of exceptional service from the initial customer interaction.
  • Instill a sense of urgency in closing customer conversations to outpace competitors.

Build High-Performing Teams:

  • Lead with resilience and a passion for success.
  • Conduct regular one-on-one meetings and team sessions to review performance, discuss pipelines, and coach for improvement.
  • Hold CAMs accountable to established performance standards and KPIs.
  • Teach and exemplify effective value-selling techniques that drive results.
  • Stay informed on industry trends and encourage continuous improvement in sales skills and product knowledge.
  • Motivate the team through contests and recognition to foster a competitive yet enjoyable environment.
  • Promote a culture of simplicity, innovation, and care within the team.
  • Address underperformance proactively with clear communication and improvement plans.
  • Seek and provide constructive feedback to foster growth.
  • Embrace accountability and learn from experiences.

Sales Tools and Process Optimization:

  • Demonstrate a disciplined approach to managing time and tasks effectively.
  • Ensure adherence to sales methodologies and processes during customer interactions.
  • Utilize Salesforce proficiently to monitor and manage team performance.
  • Familiarize the team with sales tools that enhance performance.
  • Maintain accurate systems for forecasting and customer insights.

Foster Collaborative Relationships:

  • Partner with marketing and leadership teams to drive demand generation initiatives.
  • Collaborate with various departments to identify and implement training for improved sales effectiveness.
  • Exhibit leadership and composure under pressure to maintain team focus.
  • Engage with industry forums to stay updated and share best practices.
  • Recover swiftly from setbacks to restore performance to expected KPIs.
  • Ensure a seamless transition to the Customer Success team for a unified customer experience.

Qualifications:

  • 5+ years of proven success in leading sales teams focused on CCaaS solutions.
  • 5+ years of experience in selling complex solutions to established channels or direct customers.
  • Track record of achieving measurable business objectives in a high-velocity sales environment.
  • Experience in managing renewals.
  • Background in a fast-paced, high-growth business setting.
  • Proficient in Microsoft Word and Excel.
  • Strong business acumen.
  • Willingness to travel as needed.
  • Remote work capability preferred.

Nextiva Core Competencies:

  • Results-Driven: The ideal candidate will be proactive and passionate about problem-solving, bringing clarity to complex situations and challenging the status quo.
  • Analytical Thinker: A data-driven approach to understanding key drivers and learning from past experiences is essential.
  • Positive Attitude: A collaborative and competitive spirit, with resilience and a focus on service and learning, is crucial for success.

Compensation and Benefits:

Nextiva offers a competitive salary range, taking into account various factors such as skills, experience, and qualifications. Our comprehensive benefits package includes medical, dental, vision, and life insurance, as well as retirement savings plans and wellness programs.

Join us in shaping the future of business communication.

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