Manager - Sales (Strategic accounts)
- Browserstack
- 8 - 12 years
- Remote
- 2 months ago
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Job Description
As a people manager, you will be responsible to lead & mentor a team of 8-12 Account Executives. You will be required to drive the career progression of your team. The role encompasses territory and account planning to generate revenue while managing a hybrid portfolio (hunting and farming). Identifying and resolving issues at hand by cross-collaborating with different functions and teams is critical for the success of this role.
Desired experience :
- 8 to 12 years of carrying quota & closing deals for technology products, with at least 2+ years of people manager experience
- Experience with the full lifecycle of outbound strategic sales from lead identification and qualification (cold calling, emails, LinkedIn), solution definition to closing and account growth
- Understanding the cloud computing business model and enjoy selling to a technical audience
- End-to-end sales experience managing complex sales cycles requiring stakeholder mapping, running technical proofs-of-concept in collaboration with a Solutions Engineer, price negotiations
- Key Account Management skills
- Prior experience dealing with international markets and driving a portfolio of 6 million
What will you do?
- Sales and Pipeline Generation
- Own the relationship with a book of paying, active Strategic accounts and land new logos
- The territory will be a mix of buying and non- buying accounts
- Responsibility to grow buying accounts and land new logos from named non-buying accounts
- Create and execute strategies to identify growth areas, execute on growth, and win new logos
- Partner with accounts to build growth strategies to deliver quarterly and annual incremental revenue.
- Collaborate with customer champions to not only increase revenue from account but also renew & retain business year-on-year.
- Build account intelligence to map stakeholders, and identify new teams & business units to sell to.
- Prospect via cold calling, highly personalized emails, and LinkedIn to generate leads and pipeline.
- Employ a value-based solution-selling methodology to drive these leads through a pipeline.
- Execute all phases of the pipeline, and push deals through the sales cycle towards closure.
- Maintain hygiene on CRM tools like Salesforce.com to forecast with a high level of accuracy.
- Drive team to consistently achieve the desired level of prospecting activity to maintain a healthy pipeline.
Team management
- Hire, mentor, and retain talent.
- Motivate the team and manage conflicts to drive the team to achieve success. Chart our career progression to help the team grow.
- Understand the individual strengths and weaknesses of each team member. Collaborate to fill gaps in knowledge, culture, and leadership.
- Be the source of knowledge for industry know-how and best practices to ensure the overall skill set of the team improves continuously.
Benefits:
- Medical insurance for self, spouse, upto 2 dependent children and Parents or Parents-in-law up to INR 5,00,000
- Gratuity as per payment of Gratuity Act, 1972
- Unlimited Time Off to ensure our people invest in their we'llbeing, to rest and rejuvenate, spend quality time with family and friends
- Remote-First work environment that allows our people to work from anywhere in India
- Remote-First Benefit for home office setup, connectivity, accessories, co-working spaces, we'llbeing to ensure an amazing remote work experience
Job Classification
Industry: Software ProductFunctional Area / Department: Sales & Business DevelopmentRole Category: Enterprise & B2B SalesRole: Key Account ManagerEmployement Type: Full timeContact Details:
Company: BrowserstackLocation(s): Remote+ View Contact
Keyskills: Cold calling Outbound Cloud computing Accessories Team management Sales Medical insurance Key account management CRM Account planning
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