Mid-Market Sales Manager

Summary

Join a dynamic team as a Sales Leader to drive growth, lead a sales team, and develop strategic relationships with customers and partners.

Responsibilities

• Recruit and hire a world class team of enterprise sellers, on time and on budget
• Clearly articulate, manage and enable enterprise seller to hit all key productivity metrics and milestones of growth
• Instill a disciplined approach to pipeline generation leveraging all available resources including field sales, marketing, channel partners, and sales development to accelerate new business
• Develop an overall account strategy for the region resulting in strong execution and collaborative team selling
• Partner closely with Sales Engineering to deliver outstanding product demonstrations and a repeatable technology validation / proof-of-concept program
• Build a strong partnership with existing customers that focuses on value realization and customer retention delivered through high renewal rates, rapid upsell expansion, and customer referrals
• Effectively forecast monthly/ quarterly revenue to executive leadership through disciplined deal inspection and forecast methodology
• Develop strategic relationships with existing channel partners and the development of new channel partners
• Facilitate Quarterly Business Reviews to measure sales productivity, plan execution, and progress against strategic objectives
• Identify, cultivate, and close new business at executive levels (CISO/CIO/CTO) in enterprise accounts within the designated territory
• Own responsibility for the sales team in your defined territory with the goal to overachieve new annual recurring revenue quota for the region
• Work with your team to focus on selling to enterprise accounts (>3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer
• Recruit and hire a team that meets the projected productive capacity of the region while staying within budget. Build and maintain a bench of future candidate relationships to stay ahead of team changes
• Lead a data-driven business that develops each Account Executive in the most critical areas to advance their skillset and NARR results
• Maintain relationships with key region customers to ensure timely renewal and upsell opportunities
• Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue