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Enterprise Sales Manager

2 months ago

Austin, Texas, United States Sorenson Communications Full time
Job Summary

The Enterprise Sales Manager will lead F500 accounts in an assigned country, geographic territory, and/or industry, understanding a client's key business and IT challenges and requirements. This role is focused on driving value for the client while maximizing revenue and margin for the company.

Key Responsibilities
  • Develop and execute account plans to increase market share and drive revenue growth.
  • Focus on larger deals and opportunities, managing a portfolio of value and/or volume sales.
  • Work with management to develop future business plans, independently determining methods for achieving goals.
  • Build strong professional relationships with key IT and business executives, including C-level executives.
  • Apply consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth.
  • Contribute to business development initiatives aligned with the company's overall strategy.
  • Maintain high levels of customer loyalty and build trust and integrity, as indicated in company-conducted surveys and reports.
  • Advocate for client needs in negotiating solution sales and troubleshooting delivery issues.
  • Develop business plans in conjunction with customers, analyzing industry and competitive research to facilitate rich client dialogue.
  • Actively manage accounts to protect and grow the company's business, coordinating all account forecasts, planning, and reporting.
  • Direct and coordinate all activity on accounts, focusing on generating new business and building, monitoring, and managing sales pipeline activity.
  • Responsible for achieving and managing quarterly, half-yearly, and annual quota and/or margin.
  • Enter all opportunities in the pipeline tool and update them weekly.
  • Build a list of customers willing to serve as references.
  • Ability to implement margin recovery activities/strategies.
  • Act as a first interface for international accounts in collaboration with global business teams and local teams.
  • Identify customer requirements and match them with company capabilities.
Requirements
  • 5+ years of experience in enterprise sales, preferably in the hardware/software industry.
  • 5+ years of quota-carrying account management roles.
  • Strong knowledge of the company's breadth of solutions and ability to engage specialist resources as needed.
  • Ability to understand customer business issues and translate them to the company's solutions.
  • Ability to prioritize and drive strategic sales activity on complex, large deals.
  • Excellent time management skills, presentation skills, and ability to motivate partners to sell solutions.
  • Strong high-level customer management relationship building, especially working with executives in lines of business and sometimes board-level.
  • High-level negotiation skills at high-level customer management.
  • Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals.
  • Extensive partner organization intelligence and ability to work closely with multiple partners to engage clients in business solutions.
  • Uses financial-selling techniques with clients and company internal to position value and advance sales motions.
  • Expertise in managing end-to-end sales processes in complex, large deals.
  • Relevant knowledge of clients' industries and ability to keep abreast of trends and lead discussions with IT on strategic directions and linking discussions.
  • Strong knowledge of the company's breadth of solutions and ability to engage specialist resources as needed.
  • Ability to understand customer business issues and translate them to the company's solutions.
  • Ability to prioritize and drive strategic sales activity on complex, large deals.
  • Excels in competitive selling skills.
  • Uses CRM, Microsoft 365 to manage accounts and inform the business.
  • Open and trustworthy, self-aware, results-oriented, accountable, and collaborative.