Regional Business Manager - IT - License Business

Regional Business Manager

Summary :

- Area Sales Manager is responsible for the day-to-day management of Business Development Managers (SBM's and CBDM- s).

Role & Responsibilities :

- Achieves and exceeds monthly sales targets and gross profit quota by working with sales team members to identify, prospect and qualify new customers

- Strong business sense

- Meeting sales goals, Motivation for sales, Territory Management, Presentation skills, Performance Management, Building relationships, Emphasizing excellence, Negotiations, Result driven, Sales planning, Managing Profitability

- Mentors, coaches and provides sales leadership to 4-7 BDM- s

- Works with Recruiter/Training Coordinator to develop, recruits and trains BDM- s

- Handles escalations and participates directly in complex sales situations to negotiate and/or resolve disputes and ensures customer satisfaction and hence achieving the Quota assigned

- Participates as a team member in strategic and tactical planning

- Develops working relationships with all internal resources, departments and Sales Directors to develop joint account plans

- Works with management and Sales Directors to assign territories and allocates quotas relative to territory make up and SoftwareONE's sales objectives

- Responsible for weekly, monthly, quarterly and annual sales targets in an assigned area to include forecasting to the VP and Sales Director

- Conducts weekly forecasting and pipeline progress meetings with each BDM

- Performs regular performance evaluations of BDM to motivate and enhance effectiveness

- Establishes and maintains executive sponsorship role with key customers and highly strategic opportunities

- Software reselling world experience (ie; IBM, Vmware, Microsoft, Oracle, Adobe)

- Strong domain and territory knowledge

- RBM is responsible for the overall regions business health. Customer acquisition, customer retention, Publisher relationship, Strategy around building pipeline, and team management. This involves carrying revenue and would require a person who has the experience in running a territory and can set high expectations for customer service.

Knowledge, Skills and Abilities Required :

- 8 -11 years of hardcore sales experience, In which 3-4 years success in effectively leading or managing sales teams

- Working knowledge of License business practices, policies and pricing

- Highly motivated self-starter with a proven ability to motivate and develop others

- Excellent written and verbal communication skills

- Solid problem solving and consultative skills required

- PG degree required

- Moderate travel required

- Exceptional written and oral communication skills

- Knowledge of solutions and value-based selling techniques

- Accurate forecasting skills