Team Leadership: Manage a team of 7-10 AEs, building clear strategies for key accounts and coaching AEs through all sales stages. Account Planning: Develop best-in-class sales strategies through account planning activities (SAR), systematic customer qualification, and alignment with corporate goals. Pipeline & Deal Management: Build, monitor, and orchestrate sales pipelines to meet transactional and contractual business goals, utilizing SAR plans for long-term pipeline development and short-term goal achievement. Forecasting & Budgeting: Track and manage rolling forecasts and budgets, ensuring timely and accurate outcomes and building recovery plans as needed. Legal & Ethical Compliance: Ensure the sales team adheres to legal and ethical standards in all sales activities, including pricing, contracts, and customer interactions. People Development: Nurture and advance talent within the sales force, sponsor skill-building activities, and foster a culture of performance excellence. Coaching & Performance Management: Evaluate and guide employee performance, supporting individuals through sales challenges and managing results for all performers. Education: Bachelor's degree in Business, Marketing, or a related field is recommended (not explicitly stated, but typical for such roles). Experience: Typically 10+ years of job-related experience or 8-10 years of management experience in sales. Qualifications: Proven track record in sales management, preferably in enterprise sales environments. Experience in leading and developing high-performing sales teams. Familiarity with sales planning, pipeline management, and CRM systems. Sales Planning & Strategy: Ability to develop targeted budget plans and allocate resources using segmentation tools and market intelligence. Organization & Time Management: Prioritize tasks, set goals, and manage time effectively. Leadership: Lead effectively in complex and political environments, influence without direct authority, balance competing priorities, and drive team performance. Problem Solving: Navigate market complexities and develop practical solutions. Technical Proficiency: Leverage technology and CRM systems to enhance productivity. New Technology and AI: demonstrated curiosity and confidence in adopting emerging tools and technologies—especially AI—to enhance sales performance, customer engagement, and productivity. The ability to quickly learn, adapt, and apply digital solutions in daily workflows, and to use AI insights to drive smarter decisions and more personalized customer interactions.
