The Enterprise Sales Manager is responsible for managing an enterprise-level client base, focusing on upselling, cross-selling, and retention. They will generate leads, develop understanding of product value, present to customers, and meet revenue targets while attending industry events as necessary.
Description
Manage, upsell, cross-sell, and retain an Enterprise book of business through outbound, inbound and channel efforts. Additional responsibilities are as follows:
- Build a strong pipeline of opportunities.
- Control the sales process and drive leads to closure - generate new revenues.
- Develop deep understanding of product capabilities and value proposition.
- Present to customers and executive level prospects in a highly effective manner.
- Cross Sell Upsell existing account base.
- Renew existing account base.
- Meet and exceed both short-term revenue goals as well as long-term revenue potential.
- Attend industry forums, trade shows and events as required.
Requirements
- A minimum of 5 years' experience selling software based solutions at senior management and executive level.
- Background in selling networking/security solutions or Enterprise Software to Enterprise customers.
- An established network of contacts at major enterprise accounts in the region.
- Strong selling skills into major accounts, with an understanding of large business organizations and their buying cycles.
- Must be a self-starter and a strong closer.
- Experience of working with sales forecasting tools - SFDC/Clari.
- Great collaboration skills and team skills are needed to develop trusted relationships internally, as well as externally with Partners and Customers.
- Excellent communications skills ranging from persuasive skills on a one to one basis to presentation skills to groups.
- Position requires day-to-day and overnight travel.
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