Sales Manager (Data Capture)

Our client is a leading provider of smart process applications that simplify the business critical information-intensive customer interactions. They combine market leading capture, process management, analytics and mobile capabilities that enable organizations to increase their responsiveness to customers, provide better service, gain a competitive advantage and better grow their businesses while reducing operating costs.

Job Description

Job Purpose

As a Senior Sales Manager, you will be responsible for managing existing customers and generating new business for products and services related to our Enterprise Intelligent Capture & Exchange/Business Process Automation (BPA/BPM) solutions. You will be responsible for creating a consistent and sustainable pipeline of business opportunities and negotiating these opportunities through the sales cycle to a successful closure. You will also be responsible for effectively knowing, utilizing, leading, and coordinating all resources necessary to grow the company's total revenue.

Key Responsibilities

• Develop, manage, and report on a sales pipeline within the territory
• Create and implement a strategic territory plan in conjunction with the sales manager
• Work with key technology Partners to identify and develop new business opportunities
• Develop and maintain internal relationships with other sales and functional teams
• Identify opportunities in the target market to acquire and develop customers
• Develop and maintain detailed knowledge of our products and services
• Adhere to CRM, business systems, and activity management standards
• Gather and monitor sales forecasts and report them internally in a timely fashion
• Establish a support mechanism to make us the easiest and preferred vendor to work with and actively remove barriers to achieve that goal
• Attendance in and support of product related marketing events

Required Experience

Essential requirements include a proven track record of success selling Enterprise software, experience selling Imaging, ECM and/or BPM (Business Process Management).

Qualifications

8+ Years of Experience

• Must have experience handling government verticals and commercial space
• Excellent written and verbal communication skills
• Consistently meet or exceed individual monthly and quarterly quotas
• Ability to consistently close deals through effective negotiations and deal management
• Understanding and capability in enterprise selling, including cold calling
• Ability to develop new territories
• Set challenging goals, monitor progress, and make sure that results are achieved as planned
• Demonstrated command of the industry with the confidence to present solutions and their business benefits
• Ability to differentiate offerings from competition based on all key perspectives (e.g. features, pricing, tactics, etc.)
• Responsiveness and thorough follow-up with customers and prospects
• Outstanding organizational and process skills to ensure top priorities are consistently being pursued
• Must be persuasive over the phone and adaptable to problem solving different scenarios
• Strategic sales training, Solution Selling and/or process-oriented sales approach
• Hunter type personality combined with board room presence and presentation skills.

Additional Information

Personal Characteristics:-

High Intelligence

• Creative Problem Solving skills
• Ability to verbally paint pictures (“imagine if you will”)
• Strong work ethic

Flexible

Competitive

Entrepreneurial

Responsible

• Driven/Motivated to succeed
• Leadership