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Enterprise Sales Manager

2 months ago

Toronto, Ontario, Canada TheAppLabb Full time
Job Description

Job Title: Enterprise Sales Manager

Job Summary:

TheAppLabb is seeking an experienced Enterprise Sales Manager to join our team. As a key member of our sales team, you will be responsible for driving business growth and revenue through strategic account management and client acquisition.

Key Responsibilities:

  • Client Engagement:
    • Meet with clients to discuss our products and services.
    • Initiate new opportunities across new target accounts.
    • Present information regarding leads, clients, and sales at company meetings.
    • Work to foster lasting relationships with a customer base.
  • Market Strategy:
    • Provide input to marketing and sales leaders to devise new and innovative ways to market our services both in print and online.
    • Regularly attend industry conferences to expand insights and opportunities for the team.
  • Relationship Management:
    • Foster lasting relationships with a customer base, including upselling, cross-selling, and renewal sales.
    • Analyze and understand the business requirements and objectives associated with a client's vision and roadmap.
    • Elicit and detail these requirements formally, scope potential projects (including sizing and costing), and submit proposals to the customer.
    • Monitor client budgets, explain costs, and negotiate new terms if necessary.
  • Sales Strategy:
    • In alignment with corporate sales strategy, develop and implement an approach to minimize the sales cycle and maximize closing ratio.
  • Client Relationship Management:
    • Build and maintain strong, long-lasting relationships with enterprise clients, ensuring high customer satisfaction.
    • Manage key customer relationships and participate in closing strategic opportunities.
    • Meet with customers regularly to identify and manage their needs and expectations.
  • Industry Events and Conferences:
    • Represent the company at industry events, conferences, and networking functions to generate leads and build brand awareness.
  • Market Understanding:
    • Stay informed about industry trends, competitive landscape, and emerging technologies, particularly in CX and AI, to effectively position our services.
  • Collaboration:
    • Work closely with the marketing, product, and delivery teams to ensure alignment and successful execution of business development initiatives.
    • Build effective relationships with internal/external stakeholders to ensure alignment.
  • Reporting:
    • Provide regular updates and reports on sales activities, pipeline status, and progress towards targets.

Requirements:

  • Formal Education or Equivalent:
    • A bachelor's or master's degree in Business Administration, or similar.
  • Experience:
    • 5+ years of sales experience in custom software development services and experience selling to the US market.
  • Industry Knowledge:
    • Extensive experience selling custom software solutions to enterprise clients, retail and e-Commerce industry highly preferred.
  • Book of Business:
    • Established network and book of business in the relevant sectors.
  • Skills:
    • Excellent communication, negotiation, and presentation skills.
  • Motivation:
    • Self-motivated, results-oriented, and capable of working independently with a strong sense of urgency.
  • Travel:
    • Willingness to travel for in-person meetings, events, and conferences as required.

Competencies:

  • Excellent oral and written communication skills
  • Knowledge of user-centered design principles
  • Working in a fast-paced environment managing multiple prospects
  • High sense of accountability
  • Effective engagement with remote, distributed teams
  • Excellent negotiation skills

Specialized skills, knowledge, or certifications unique to this role:

  • Solid experience in selling consultative services in the technical space is an asset
  • Proven experience with engaging enterprise business leaders, building customer relationships and influencing senior executives
  • Solid experience & understanding of Hubspot, Navigator and other CRM's as applicable
  • Experience working with a diverse team