Job Title - Manager, SMB Sales

 Location- Mumbai

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About the job

Manager, SMB Sales

Summary:

Responsible for sales management and leadership of SMB sales contributing to the achievement of SAS’s strategic corporate and business unit objectives through the implementation of sales and marketing strategy within a defined region or industry

Primary Responsibilities:

• Develops and executes Territory Strategy designed to grow revenue (New Recurring Revenue, Non- Recurring Revenue & Existing Recurring Revenue), exceed quotas, and achieve management business objectives (MBOs).
• Collaborates with senior leadership to create territories and assign targets in line with overall Territory Strategy. Determines optimal utilization of staff and resources to achieve sales goals and execute Territory Strategy.
• Partners with key stakeholders (Customer Advisory, Industry/Domain Experts, Partners, Value Engineering, CIS, etc) to identify, validate, and prioritize SAS offerings with the highest revenue potential in the territory. Connects with stakeholders (Consulting, Hosting, Education, CIS, Marketing) to ensure offerings are right sized for SMB accounts and can be sold in volume.
• Partners with Marketing and Sales Development to build pipeline development plan and ensure marketing and sales enablement assets and programs are available and right sized for SMB accounts in line with the Territory Strategy.
• Leads sales team to execute the Territory Strategy by providing focus, direction, coaching, training & development and engaging directly with customers.
• Provides sales team focus and coaching in selling target offerings to target industry segments and subsegments.
• Manages key customer relationships and escalations.
• Actively engages in larger sales cycles developing relationships with buyers and insuring effective sales execution. Analyzes and evaluates territory sales plans and practices to maximize revenue and minimize product cancellations.
• Analyzes and implements company sales initiatives at the regional or national industry level and develops short- and long-term plans to address industry and competitor trends.
• Analyzes and evaluates territory sales plans and practices to maximize revenue and minimize product cancellations.
• Generate new business through strategic-based selling, managing relationships with key customers, and designing and executing high volume pipeline build campaigns.
• Keeps abreast of industry and technology trends, terminologies, software applications, operating systems, and hardware requirements.
• Determines and executes employee growth and development activities at the team and individual level to fill knowledge and skill gaps.
• Conducts Weekly Coaching Conversations with sales representative to ensure activities are productive and leading toward strategy execution and goal achievement.
• Assists sales representatives in meeting goals in day-to-day performance, activity metrics, sales, and increased product knowledge.
• Handles management responsibilities including hiring, onboarding, training, delegating work assignments, reviewing performance, mentoring, coaching, and giving feedback.
• Interprets sales policies, advises representatives and sales assistants in the handling of sales and policy issues, and emphasizes the requirement for use of divisionally adopted sales methodologies.
• Manages training sales representatives on territory account management, lead management forecasting revenue expectations.
• Collaborates with sales leadership team to communicate best practices, develop cross-team training, sales plays, campaigns and positioning of products and services.
• Provides support and direction to sales representatives in developing sales methods and business plans for sales of SAS offerings.
• Works in conjunction with the Enterprise Negotiations and senior leadership to structure and negotiation large contracts when necessary.
• Plans and conducts value add sales team meetings.
• Directs management of sales and sales support activities for staff members to implement growth plans and sales activities.
• Responsible for timely and accurate forecasting (PTG) of software, hosting, services, and education.
• Assist Director and Senior Director with territory segmentation and quota assignments
• Ability to travel to critical customer or internal meetings.

You are welcome here.

At SAS, it’s not about fitting into our culture – it’s about adding to it. We believe our people make the difference. Our inclusive workforce brings together unique talents and inspires teams to create amazing software that reflects the diversity of our users and customers. 

Additional Information:

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