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The Manager of Commercial Sales will lead/manage the team selling our ServiceNow Test Automation solution servicing AMS. They will be responsible for leading their AE’s to build, develop and close their own pipeline while working with their Solution Architects to assist in navigating the customer’s technical landscape.

 

The Manager of Commercial Sales will analyze daily, weekly and monthly data to increase the productivity per AE and will provide hands-on support as needed in the sales process.  The Manager of Commercial Sales will be responsible for coaching and mentoring his/her team members to help them achieve the Commercial team’s bookings goals. 

 

Responsibilities:

  • You will accurately forecast quarterly, and annual revenue numbers for assigned region, dedication to the number and deadlines.
  • You will direct sales activities within assigned area, set expectations, provide mentorship, prioritize efforts, hold the team accountable for building pipeline and executing each phase of the sales cycle.
  • You will coach sales team to uncover new opportunities, develop net new logos, build champions, present specific use cases, demonstrate the differentiated value of Tricentis products and services, and negotiate favorable pricing and terms by selling value and return on investment.
  • You will recruit, hire, onboard, and retain an all-star sales talent
  • You will train new hires on sales process, ensure standards of success are clearly articulated.
  • You will consistently deliver license and service revenue targets – ensuring company revenue goals, and that objectives are achieved quarter over quarter and year over year.
  • You will work as a team for the most efficient use and deployment of resources; collaborate with sales engineering, channels/alliances, professional services, product, legal, marketing, and engineering teams to create a flawless customer experience.
  • You will use CRM systems (Salesforce) extensively.


Qualifications

  • 1+ years sales leadership experience
  • Experience building new, high growth teams – from recruiting & developing the team members to optimizing the tools/sales processes the team members will leverage to deliver their quotas 
  • Track record of success in leading teams to deliver & exceed their targets
  • Experience in high velocity, transactional inside selling environments
  • Experience selling into IT / Business Apps / Infrastructure / DevOps / App Dev groups
  • (Big plus but not required) Experience in the ServiceNow or ITSM selling ecosystem
  • Highly professional persona and polished demeanor. Strong verbal/written communication and presentation skills; effective at delivering executive level presentations; Expertise in motivating, inspiring, and establishing accountability with their sellers.


Profile:

  • Field General with strong leadership qualities and executive presence
  • Technical acumen with relevant technology experience:
  • DevOps, Automation, SDLC
  • Experienced frontline manager leading a high velocity, transactional inside sales team
  • Experience recruiting to support regional growth
  • Forecasting to executive leadership, and managing quarterly and annual book of business across a sales team
  • Strong business acumen
  • Can support complex commercial negotiations in F100 accounts
  • Strong technical acumen
  • understands DevOps technology landscape and can speak to it intelligently
  • Strong verbal and written communication


We offer:

  • Market conform salary + success-oriented bonus
  • Favorable working atmosphere in a rapidly expanding company
  • Personal and professional development
  • Variety of career opportunities and a wide range of tasks


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A Human Approach to Staffing

Our Company is committed to the principles of equal employment. We are committed to complying with all federal, state, and local laws providing equal employment opportunities, and all other employment laws and regulations. It is our intent to maintain a work environment which is free of harassment, discrimination, or retaliation because of sex, gender, race, religion, color, national origin, physical or mental disability, genetic information, marital status, age, sexual orientation, gender identity, military service, veteran status, or any other status protected by federal, state, or local laws. The Company is dedicated to the fulfillment of this policy in regard to all aspects of employment, including but not limited to recruiting, hiring, placement, transfer, training, promotion, rates of pay, and other compensation, termination, and all other terms, conditions, and privileges of employment.