Enterprise Sales Manager

1 week ago

Remote, Oregon, United States Nextiva Full time

Shape the future of customer interactions, one conversation at a time.

We are revolutionizing the industry with an innovative, conversation-focused platform that integrates team collaboration and customer engagement seamlessly. Driven by AI and crafted by exceptional talent.

Our ethos is progressive, customer-focused, and rooted in the belief that meaningful connections drive both business success and personal fulfillment; connections with our clients through our renowned Amazing Service, our offerings, and most importantly, with each other. Since our inception, over 100,000 businesses and more than 1 million users trust Nextiva for their communication needs.

If you are prepared to collaborate and innovate alongside remarkable individuals, showcase your unique personality, and be at the forefront of enhancing business experiences, you are in the right place.

Build Amazing - Deliver Amazing - Live Amazing - Be Amazing

The mission of the Enterprise Sales Manager is straightforward: to expand the business and lead a team of Customer Account Managers, empowering each member to advance their careers and make a significant impact.

The Manager will be responsible for driving the performance of a team of six quota-carrying Mid-Market/Enterprise Account Managers by nurturing the team and promoting daily sales activities in line with Nextiva's sales approach to surpass monthly revenue objectives. They will view obstacles as opportunities and focus on potential rather than merely meeting quotas. They possess the ability and determination to excel in a dynamic, rapidly growing environment, demonstrating creativity and effectiveness in enhancing productivity and outcomes.

The Manager will take on a dual role, acting as both a leader and a coach. They will develop their team's skills, hold everyone accountable, and foster a high-performance culture. They will lead by example, demonstrating the necessary skills for success. When necessary, they will step in to close deals to ensure the team meets its targets. They will be approachable, available, accountable, and trustworthy. Lastly, they will be organized and strategic, ensuring that each team member has a clear plan for daily, weekly, monthly, and quarterly activities.

You will excel in this role if you possess the following qualities:

Manage Execution

  • Employ a structured yet flexible customer-centric methodology to comprehend customer needs and propose tailored solutions.
  • Proactively oversee the sales pipeline, accurately forecasting bookings for each CAM and the team on a daily, weekly, and monthly basis.
  • Monitor team and CAM productivity through consistent evaluation of sales performance and key performance indicators (KPIs).
  • Mentor and assist CAMs in generating and qualifying leads, conducting product demonstrations, addressing objections, and closing deals to exceed quotas.
  • Uphold an Amazing Service culture from the initial customer interaction.
  • Foster a sense of urgency to conclude all customer discussions to outperform competitors.

Build Effective Teams

  • Lead by example, demonstrating resilience, passion, and a desire to succeed.
  • Conduct regular one-on-one meetings and team gatherings to review past results, current pipeline status, and areas for improvement.
  • Hold CAMs accountable to established performance standards and KPIs.
  • Teach and exemplify strong value-selling techniques that drive results.
  • Stay informed about industry trends and encourage teams to pursue continuous improvement in sales skills and product knowledge.
  • Understand how to motivate the team and implement contests and recognition programs to enhance competition and enjoyment.
  • Foster a culture of simplicity, forward-thinking, and care within the team.
  • Address underperformance proactively with transparent communication and improvement plans to maintain high performance standards.
  • Actively seek feedback from peers and be open to constructive criticism.
  • Acknowledge mistakes and learn from experiences.

Sales Tools and Process Effectiveness

  • Exhibit discipline in planning and managing time effectively, teaching team members to do the same.
  • Coach and ensure CAMs adhere to sales methodologies and processes during all customer interactions.
  • Demonstrate proficiency in Salesforce to monitor and manage team performance.
  • Familiarity with sales tools and processes to enhance CAM performance.
  • Ensure proper systems and tools hygiene for accurate forecasting and customer insights.

Build Collaborative Relationships

  • Collaborate with Marketing and CRM Leadership on demand generation initiatives to exceed targets.
  • Work with Sales Operations and Learning & Development to identify and implement additional training to improve close ratios and productivity.
  • Exhibit leadership and confidence under pressure to help others maintain focus.
  • Engage with industry forums to stay ahead of trends and share best practices.
  • Quickly recover from setbacks, restoring performance to KPIs.
  • Ensure a seamless transition to the Customer Success team for a unified customer experience.

Essential Qualifications:

  • 5+ years of proven success in leading sales teams selling CCaaS solutions.
  • 5+ years of experience in selling complex opportunities to established channels or direct customers.
  • Demonstrated success in achieving measurable business objectives in a high-velocity sales environment.
  • Focused on renewals.
  • Experience in a fast-paced, high-growth business context.
  • Advanced proficiency in Word and Excel.
  • Strong business acumen.
  • Willingness to travel 30% or more.
  • Remote work capability preferred.

Nextiva Core Competencies:

  • Drives Results: The ideal candidate will be action-oriented, with a passion for problem-solving. They will bring clarity to complex situations and challenge the status quo, seeking innovative solutions to drive success.
  • Critical Thinker: The ideal candidate will be data-driven, able to identify key drivers and learn from past experiences while anticipating future challenges.
  • Right Attitude: The ideal candidate will be collaborative, competitive, and resilient, able to bounce back from setbacks while motivating the team.

Compensation and Benefits:

The compensation offered by Nextiva to external candidates takes into account various factors, including skills, experience, and qualifications. The expected salary range for this position is $180,000 - $240,000, inclusive of base salary and target sales incentives. Nextiva also offers a comprehensive benefits package, including medical, dental, vision, life insurance, retirement plans, and wellness programs.

Interested in becoming part of our dynamic team? We invite you to explore this opportunity.

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