Manager, Commercial Sales (Atlanta/Austin)

The Manager of Commercial Sales will lead/manage the Commercial Sales Team. They will be responsible for leading their AE’s to build, develop and close their own pipeline while working with their Solution Architects to assist in navigating the customer’s technical landscape. The Manager of Commercial Sales will analyze daily, weekly and monthly data to increase the productivity per AE and will provide hands-on support as needed in the sales process. The Manager of Commercial Sales will be responsible for coaching and mentoring his/her team members to help them achieve the Commercial team’s bookings goals. 

Responsibilities:

• You will accurately forecast quarterly, and annual revenue numbers for assigned region, dedication to the number and to deadlines.
• You will direct sales activities within assigned area, set expectations, provide mentorship, prioritize efforts, hold the team accountable for building pipeline and executing each phase of the sales cycle.
• You will coach sales team to uncover new opportunities, develop net new logos, build champions, present specific use cases, demonstrate the differentiated value of the products and services, and negotiate favorable pricing and terms by selling value and return on investment.
• You will recruit, hire, onboard, and retain an all-star sales talent
• You will train new hires on sales process, ensure standards of success are clearly articulated.
• You will consistently deliver license and service revenue targets – ensuring company revenue goals, and that objectives are achieved quarter over quarter and year over year.
• You will work as a team for the most efficient use and deployment of resources; collaborate with sales engineering, channels/alliances, professional services, product, legal, marketing, and engineering teams to create a flawless customer experience.
• You will use CRM systems (Salesforce) extensively.

Qualifications

• 5 years sales leadership experience
• Managed team quotas >$10M ARR
• Managed 50% YOY quota and team growth
• Transformational sales experience (C level and C-1) in F100
• Experience with >$2M ARR deal sizes, 12 month sales cycles
• Experience selling into IT / Business Apps / Infrastructure / DevOps / App Dev groups
• Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDIC/MEDDPICC and Challenger methodologies is a plus.
• Highly professional persona and polished demeanor. Strong verbal/written communication and presentation skills; effective at delivering executive level presentations

Profile:

• Field General with strong leadership qualities and executive presence
• Technical acumen with relevant technology experience:
• DevOps, Automation, SDLC
• Experienced frontline manager leading a team focused on Key Accounts
• Experience recruiting to support regional growth
• Forecasting to executive leadership, and managing quarterly and annual book of business across a sales team
• Strong business acumen
• Can support complex commercial negotiations in F100 accounts
• Strong technical acumen
• understands DevOps technology landscape and can speak to it intelligently
• Strong verbal and written communication