Sales Manager CRM (w/m/x)

Diretor(a) de Vendas de Tech Consulting - Resources (SP) Responsibilities:

  • Responsible for Direct Sales, Accenture Sales e Total Revenue of the Resources territory. Manage sales investments.
  • You will drive the sales strategy definition and execution in the assigned industry and leads long term growth for a portfolio of high revenue stream accounts for an area or territory. Define an 03 years industry strategy considering: vison / mission, target accounts, solution offerings / GTM's, channels (Direct, Accenture, Microsoft, other partners), sales team, marketing strategy;
  • Leads a team of Sales and Client Lead professionals with dotted line accountability of Delivery Managers and Directors;
  • Owns a personal primary sales quota & accountability for a named Accounts and acts as a CE. Open strategic accounts and build a sales pipeline. Establish a delivery team on those accounts and coach the project managers to sell and get relationship with the customer;
  • Work with Marketing to ensure consistent lead generation in all channels;
  • Collaborate with Accenture sales and client leadership to execute the industry and sales strategy, manage pipeline and generate new opportunities;
  • Collaborate with Microsoft sales and client leadership to execute the industry and sales strategy, manage pipeline and generate new opportunities;
  • Collaborate with Avanade sales leadership in order to support the company's overall sales achievement;
  • Hire high-performing salespeople / delivery lead / client lead according to HR staffing guidelines;
  • Manage day-to-day performance of all sales and delivery team members and deliver reviews;
  • Collaborate with pre-sales team in order to support new offering development and client adoption;
  • Ensure correct usage of CRM and other sales applications.
  • Additionally, you will oversee the adherence to the sales process, introduce and implement improvements to the process, and act as an expert/advisor as required. Overall, you will be responsible for developing and maintaining a strong sales pipeline, meeting and exceeding sales, revenue and margin percentage sold (both individual and team), and meeting or exceeding customer satisfaction goals.
Key Role Skills Your technical and non-technical skills may include:
  • Strong team management experience with a significant track record; proven leadership skills and ability to orchestrate resources and motivate teams;
  • Thorough understanding of market potential and competition; strong strategic planning capability;
  • Proven ability to communicate effectively with partners and customers;
  • Comfortable with C suite executives and develops business relationships;
  • Strong track record of selling and delivering complex IT projects;
  • Advanced commercial, delivery and project and program management skills.
  • You will likely have 7+ years of services sales or professional consulting experience;
  • 5+ years of management experience;
  • Bachelor's degree;
  • Five plus years in a delivery role in technology consulting companies; within industry preferred: Resources;
  • Five plus years in client facing roles in technology consulting companies; within industry preferred: Resources;
  • Strong intrapersonal skills.
  • Exceptional written and verbal communication skills.
  • Familiarity with data analysis and reporting.
  • Assesses deal 'winnability' and invest proportionally to that likelihood;
  • Curiosity and genuine interest in the client;
  • Judiciously uses specialists at all organizational levels to originate and develop value propositions, and sell and close business;
  • Combines deep knowledge of customer needs, purchasing behavior, competitive context to consistently define the winning strategy and to lead the account team to win;
  • Client advisor to VP + & Business Leads, demonstrates Business Acumen;
  • Positions his/her company brand in alignment with values, campaigns and offerings;
  • Negotiates through the selling process to improve company's position, advance the sale, and remove obstacles.
Soft skills
  • Flexibility: Ability to modify own performance, skills and professional abilities in new situations developing a proactive attitude;
  • Empathy: Ability to understand the thoughts, emotions, and direct experience of another person, in our context, our clients and their customers;
  • Leadership Entrepreneur Attitude: Ability to take ownership and drive, inspiring others, and making positive impact in the organization;
  • Proactiveness: Ability to preview, identify and provide effective, practical and rapid approach and solutions in unforeseen circumstances;
  • Results Oriented: Ability to focus activities towards achieving of targets that add value for the company;
  • Resilience: Ability to pursue a goal with energy, drive and commitment to finish what was started overcoming difficulties;
  • Interpersonal skills: Ability to interact with people at different levels inside and outside the organization, creating the right atmosphere and building effective relationships, using diplomacy and neutralizing conflictive situations;
  • Teamwork: Ability to work collaboratively with a group of people to achieve a common goal, contributing through your individual skills and committing to the team, providing constructive feedback.

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