Manager - Sales, Continental Europe

Broad outline of the Role

• Drive sales of assigned accounts by building the sales plans and strategies to grow existing business and develop new revenue streams. Analysing the business potential, building sales pipeline, manage opportunities and sales projections / revenue forecasts
• Building key stakeholder relationships, multi-function and multi-level connects with decision makers, influencers, and executive sponsors within the accounts but also with partner organizations.
• Building account ownership through understanding of customers strategic objectives, business requirements, operational challenges, buying decisions, contractual process, internal dynamics and manage key stakeholder expectations.
• Internally driving cross-functional teams such as technical Solutions, bid and commercial, finance, products, service delivery and operations
• This is a role which contributes in defining the direction of the operating plans based on the business strategy, with a significant mid-term impact on business unit overall results.

Key Responsibilities

• Delivering Revenue Targets and Pipeline Growth
• Developing existing customer base through appropriate propositions
• Identifying requirements and sales opportunities with customers
• Understanding the customer needs and expectations and transfer them into solutions
• Attending and presenting at external customer meetings and internal meetings 
• Managing account action plan for assigned accounts/regions.
• Responding to and following up on sales enquiries
• Monitoring and reporting on customer feedback, market and competitor activities and provide relevant reports and information.
• Capturing qualified opportunities in SFDC, and growing strong pipelines
• Proactively identifying the problem area internally with product and solutions team, setting up periodic calls between, sales, legal, commercial, solution and product to propose the desired solution to customers, prioritize on key opportunities to gain faster closures.
• Keeping up to date with products and competitors
   

Minimum qualification & experience

Bachelors and/or equivalent experience. MBA or equivalent preferred. Experience 5+ Years of enterprise sales / account management experience in similar markets 

Other knowledge/skills

• Experience in SFDC, opportunity management, pipeline/funnel build
• Experience in building executive and senior relationships with key customer stakeholders.
• Experience in driving sales and presales teams
• Expertise in drafting account plans and related  customer acquisition strategy.
• Flexibility and adaptability to handle diverse cultures and working environments
• Working knowledge of Network Engineering, Service Delivery and Service Assurance processes and operations is an advantage
• Prior experience of selling Managed Network, Security, Cloud, UCC, IoT is an advantage.
• Preferable Industry: SI or Telecom or Technology (Telecom Vertical), and Experience in managing Large Enterprise Accounts.