Regional Manager - Sales - HR Tech Firm

RESPONSIBILITIES

This individual will be in a key client-facing role and take ownership of all revenue generation for HCM Business (HR SaaS Product) creating a methodical, data driven sales process; filling and driving the sales pipeline; and closing enterprise- level deals across all industry verticals for the particular

- Drive sales, aggressively expand the customer base and generate new revenue.

- Build and maintain strong relationships with senior executives at Enterprise and Medium size businesses.

- Contact potential prospects from personally generated research to build a robust sale pipeline.

- Lead in-person client presentations to C-level executives, including information discovery sessions, product demonstrations and proposals.

- Engage with prospects to understand their unique and specific pain points and produce compelling business cases to meet their needs.

- Develop and implement a scalable sales process from prospecting/demand generation through contract execution.

- Work with internal team members to ensure successful on-boarding and implementation for new clients.

- Leverage CRM data to construct, forecast, and manage sales activity and drive pipeline to meet revenue targets and company goals.

- Collaborate with internal product teams and provide feedback from the field to help shape future development.

- Work closely with the Leadership Team to provide input on the growth of the business and align revenue strategy with overall company objectives.

- Candidate should establish and achieve growth-oriented revenue goals and objectives.

- Lead formulation of the overall sales and marketing plan and operating budget.

- Recommend, obtain buy-in, and implement any changes needed to align the Sales efforts with

organisation's overall strategy.

- Develop and implement sales training tools and processes, including tactical pricing models and business opportunity analysis models.

DESIRED OUTCOMES :

- Build strong sales processes and systems to scale the company for future growth.

- Continue to help build a strong brand for Organisation in the eyes of Indian enterprises and employees.

IDEAL EXPERIENCE :

- Track record of scaling an enterprise business

- More than 6+ years of sales experience in enterprise/B2B space with strong understanding of SaaS.

- Value selling mindset

- Experience of building relationships in large enterprises at the top by leveraging a value-focused approach to developing large revenue opportunities.

- Entrepreneurial Mindset

- Experience with funding or developing start-ups and enjoys aspects of entrepreneurship thereby displaying innovative strategic thinking.

CRITICAL CAPABILITIES :

Driving Results :

- Acts to surpass goals, seizing opportunities to push the envelope.

- Sets continually higher goals that are ambitious but realistic for self and team, geared to organisational objectives.

- Focuses on new business opportunities that enable business development targets to be exceeded.

Commercial Orientation :

- Enables higher profitability or revenue or market share by incrementally improving the business: making calculated changes in processes, selecting additions to the portfolio of businesses, or growing the business organically.

- Looks beyond basic metrics to think strategically when making commercial decisions. Evaluates the wider commercial impact of decisions beyond the short-term.

OTHER PERSONAL CHARACTERISTICS :

- Dynamic, engaging, self-reliant senior executive

- Ability to deal with ambiguity

- Manage a collaborative and analytical approach

- Articulate communicator

- Self-confident and humble

- Open to continuous learning

- Intelligent, rigorous thinker who can operate successfully amongst bright people.

- Be equally comfortable and capable interacting with technologists as they are with business executives.