Manager - Sales - IT Software Products - South

General overview of the role :

You will be responsible for ensuring the relationship with a set of named customers is measured, managed and developed positively over time.

Job responsibilities and duties :

- Manage a large set of defined customer accounts

- Customer Strategy and Account Planning

- Customer Commercial Management

- Customer Assessment and Feedback Management

- Customer Relationship Management

- Customer Marketing and Sales Support

- People and Partner Management

Skill Requirements :

- Should successfully close $1M + revenue annually. Should not miss his/her quarterly target Q-on-Q.

- Creating attack plans/activities plans for each quarter for the territory to acquire target accounts

- Creating attack plans /activities plans for each quarter for the territory to achieve plan revenues

- Winning new license sales revenue in line with quarterly targets

- Developing profiles of targeted accounts within the industry sector

- Driving the implementation of sales and marketing campaigns

- Generating and following up on leads, qualifying leads and prioritizing opportunities in Pivotal

- Produce an accurate monthly forecast and pipeline through Pivotal

- Marshalling internal and Partner resources to conduct campaigns

- Developing, extending and maintaining relationships with the appropriate staff

- Facilitating and nurturing Senior Management relationships to generate active sponsorship

- Maintaining an understanding of organisation's strategic direction and interpreting its relevance to industry sector

- Maintaining an awareness of organisation's current and future application products and services

- Maintaining an understanding of competitive activity relevant to industry sector

- Overall 8+ years of experience in selling software products & tools

- Knowledge of mainframe modernization tools will be an added advantage

- Knowledge of system integrators in outsourcers will be desirable

- Knowledge of application assessment software products

- Experience in handling large complex sales

Experience :

- Over 10+ years successful sales experience and a proven track record of driving business for IT software & services across industry or sector

- Proven new business development skills within an industry

- Enterprise applications software experience

- Proven experience in managing and negotiating large, complex business development initiatives from start to finish

- Ability to determine strategy and tactical plans that deliver tangible value to the marketplace

- Effective communication & interpersonal skills, including virtual teaming skills

- Ability to self manage and prioritize workload