VAGAS/JOBS
HEAD OF SALES – EXPANSION/GROWTH
Remote.
Invested tech startup in fast growing expansion.
Position Summary:
A self-starting, responsible, mature, highly motivated renewal and upsell sales leader who can work well with a team of sales account executives, customer success and support management to ensure the satisfaction of our existing customer base and secure their subscriptions. Report to the VP of Sales.
Background:
- Track record of at least five years of B2B selling across the Enterprise
- Sales Team experience
- 3-4 years+ managing and growing a portfolio of relationships with enterprise buyers
- Aptitude for learning technical concepts/terms (Technical background in engineering, computer science, or MIS a plus)
- Prior pipeline generation and closing sales experience in strategic selling to the enterprise
- Must be extremely organized, detail and process oriented
- Ability to manage multiple tasks and use good judgment in resolving difficult issues
- Manage a full sales process from demand to close for install base of customers
- Building strong, trusting relationships with customers and internal stakeholders
- Proven track record of performance (top 10-20% of company) in past sales positions
- Self-motivated, Analytical, and Entrepreneurial spirit with relationship sales capabilities
- Comfortable working in a fast-paced dynamic environment
- You have experience working in a consultative capacity with C-level customers on complex cloud-based, on-premises, or hybrid solutions
- Expert knowledge of the B2B buying process and know all your key competitors and closely follow industry trends
- Have deployed advanced sales methodologies and tools to achieve and exceed your targets
- Intellectually curious, easily grasp new products and solutions, and bring the spirit of innovation to your customers
- Passion for continuous learning (Intentional Learning)
- Outstanding organizational skills, with the ability to multi-task a high volume of opportunities at all times
- Ability to thrive in a fast-paced environment; move quickly, think strategically, and are superb at tactical execution
- Strong analytical and organizational skills
- Numerical abilities and problem-solving attitude
English command: fluent or advanced
Responsibilities:
- Achieve assigned sales targets
- Develop innovative proposals and deliver strategic sales presentations
- Make actionable and insightful recommendations for new products, extensions, or enhancements
- Resolve sales or delivery issues
- Prepare comprehensive territory/wallet plans
- Meet or exceed customer renewal and upsell revenue quota
- Coordinate multiple resources within an account
- Forecast daily, monthly, quarterly accurately via CRM and Analytics
- Expand sales into existing accounts with strong forecast and funnel management process
- Proactively identify customer issues, work with the larger Company team to resolve them
- Establish and maintain strong business relationships at the executive level
- Gather and track information regarding named customers implementation and support activity
- Conduct data driven conversations to cultivate new product pipeline and upsell opportunities
- Deliver commercial outcomes by running a consistent sales process and setting next step expectations and contract negotiations with customers
- Understand customer use-cases and how they pair with the Company’s portfolio solutions in order to identify new cross-sale opportunities
- Evaluate core usage trends and articulate value to show the Company impact and provide strategic recommendations during business reviews
- Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers
- Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with The Company
- Skillfully execute each phase of the sales process from pipeline generation to closing the deal
- Master client presentations and run effective meetings
- Clearly articulate the value proposition of solutions and products and the endless possibilities of the digital enterprise to your customers
- Collaborate across all internal teams and resources to ensure you bring the best solution to your clients
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ATTENTION: Not every open position is published for confidentiality reasons. Register your resume in our candidate base and make sure you will be considered in future projects.