col-wideJob Description:
My client is a global leader in SaaS . We are currently seeking an Sales Leader to join our Italian team in order to contribute to our growth. Become part of a dynamic, growing company with great benefits and opportunities for growth.
The Sales Leader is responsible for developing turnover with his team in the territory entrusted to him. He executes the strategy defined by the sales department in his territory and makes any adjustments. He/She oversees the management of major accounts and supervises the work of the collaborators who make up his team. He/She must achieve the turnover objective entrusted to him/her, ensure customer loyalty and ensure the prospecting of companies in the territory. It depends on a national management, and works in intelligence with the other teams of the company.
He/She must demonstrate managerial, technical and commercial skills, and must be able to sell directly and indirectly.
Specific Responsibilities
Strong leadership and potential for people management
Perform into a matrixial environment – Managers and Peers being abroad
Manage the Territory to achieve the turnover objective entrusted to him
Execute on established go-to-market strategies to meet/exceed sales quota
Plan and execute against weekly, quarterly, and annual objectives in coordination with manager
Set and follow the operational objectives of the team
Develop commercial activity
Map the accounts making up the territory
Ensure the prospecting of target accounts by his territory and team
Collaborate with partners for prospecting and business management on its territory
Propose new offers to prospects and clients of the territory
Manage the upfront renew hosting and subscription contracts
Ensure customer loyalty
Manage sales pipeline and forecast for accuracy in Salesforce
Prepare for sales forecasts, territory planning and demand generation initiatives
Ensure the profitability of contracts and limit risk taking
Manage the accounts of the territory largest clients
Settle customer disputes within its jurisdiction
Maintain the links between the territory and the partners
Align work efforts with ValueSelling sales methodology and the sales process
Coordinate with marketing for demand generation
Negotiate sales to maximize bookings while exceeding customer expectations
Contribute to a positive, hard-working and results-oriented culture
Communicate professionally and effectively with peers and all teams
Comply with all company policies and procedures at all times
Collaborate with Sales management on goals and execution.
Qualifications
Commercial negotiations
Outstanding communication and interpersonal skills
Commitment to the highest ethical standards
Good English level spoken and written
B2B software technology experience (preferably SaaS)
Knowledge of the market, the different players and the state of the competition
Proven sales performance record in an inside sales capacity
Demonstrated selling strategy expertise and methodologies
Ability to sell using different channels (direct / indirect / business provider / lobbying)
Ability to listen, analyze and synthesize
Ability to pitch value by leveraging product, services, and/or company differentiation
Professional presence and demeanor with consultative relationship building sales skills
Ability to manage a team
Ability to perform in a fast-paced, result-focused, environment
Ability to work in a team and with other departments of the company
Preferred experience with Salesforce, HubSpot, ZoomInfo, LinkedIn, Loopio
Desirable Skills
Sense of "customer service"
Strong organizational skills with the ability to manage various tasks in parallel
Interpersonal skills
Excellent verbal and written presentation and communication skills
Ability to present in front of an audience
Stress resistance
Diplomacy, dynamism, autonomy, rigor and pragmatism
Self-starter who can work both independently as well as within a team
Software industry experience, with 5 years minimum
Travel required – less than 20%
