Sales Manager - Enterprise

Operational
Business Development
✓ Achieving an assigned sales and profitability goal.
✓ Selling and supporting the firm’s complete product and service offering to an assigned set of
named accounts. Focusing on customers with high-value, strategic growth opportunities by
doing multi-channel customer interactions and face-to-face meetings.
✓ Retains and profitably grows firm volume, sales, and profitability through proactive
management of assigned large-customer relationships.
✓ Penetrates assigned accounts / markets by:
o Up-selling & Cross-selling new or additional products or services to current customers.
o Finding additional buyers within the assigned customer location.
✓ Sells the firm’s complete offering of products and services.
✓ Leads all aspects of the sales process, calling upon others to assist in solution development and
proposal delivery, as needed, or as directed by management.
✓ Develops customer account plans for all assigned customers by leading a joint
company/customer planning process that identifies relevant customer needs,
✓ Proactively manages customers’ satisfaction and service delivery by anticipating potential
service problems, and monitoring satisfaction.
✓ Takes responsibility for accounts receivables from Clients by assisting Finance to collect
pending amounts from Clients
✓ Recruits & manages a network of partners from the industry and outside to achieve the
assigned business goals
✓ Works on self-generating leads & opportunities & also works with inside sales & marketing to
augment it
✓ Work with CRM and other tools and ensure its updated with correct information

· Achieves assigned sales quota
· Meets assigned expectations for profitability
· Establishes customer account plans that meet company standards in all assigned accounts.
· Maintains high customer satisfaction ratings that meet company standards
· Completes required training and development objectives within the assigned time frame

Education and Certification
o Bachelor’s degree (Preferably in Sales & Marketing)
o MBA is an added advantage
Knowledge and Skills
o Should have at least 3 years of hands-on experience in IT solutions in enterprise software.
o A record of achievement in the Sales Manager position.
Experience
o Minimum 5 years of sales experience in a business-to-business, large/strategic customer
segment