Sales Manager (Data Capture)

Our client is a leading provider of smart process applications that simplify the business critical information-intensive customer interactions. They combine market leading capture, process management, analytics and mobile capabilities that enable organizations to increase their responsiveness to customers, provide better service, gain a competitive advantage and better grow their businesses while reducing operating costs.

Job Description

Job Purpose

As a Senior Sales Manager, you will be responsible for managing existing customers and generating new business for products and services related to our Enterprise Intelligent Capture & Exchange/Business Process Automation (BPA/BPM) solutions. You will be responsible for creating a consistent and sustainable pipeline of business opportunities and negotiating these opportunities through the sales cycle to a successful closure. You will also be responsible for effectively knowing, utilizing, leading, and coordinating all resources necessary to grow the company's total revenue.

Key Responsibilities

Develop, manage, and report on a sales pipeline within the territory
Create and implement a strategic territory plan in conjunction with the sales manager
Work with key technology Partners to identify and develop new business opportunities
Develop and maintain internal relationships with other sales and functional teams
Identify opportunities in the target market to acquire and develop customers
Develop and maintain detailed knowledge of our products and services
Adhere to CRM, business systems, and activity management standards
Gather and monitor sales forecasts and report them internally in a timely fashion
Establish a support mechanism to make us the easiest and preferred vendor to work with and actively remove barriers to achieve that goal
Attendance in and support of product related marketing events

Required Experience

Essential requirements include a proven track record of success selling Enterprise software, experience selling Imaging, ECM and/or BPM (Business Process Management).

Qualifications

8+ Years of Experience

Must have experience handling government verticals and commercial space

Excellent written and verbal communication skills

Consistently meet or exceed individual monthly and quarterly quotas

Ability to consistently close deals through effective negotiations and deal management

Understanding and capability in enterprise selling, including cold calling

Ability to develop new territories

Set challenging goals, monitor progress, and make sure that results are achieved as planned

Demonstrated command of the industry with the confidence to present solutions and their business benefits

Ability to differentiate offerings from competition based on all key perspectives (e.g. features, pricing, tactics, etc.)

Responsiveness and thorough follow-up with customers and prospects

Outstanding organizational and process skills to ensure top priorities are consistently being pursued

Must be persuasive over the phone and adaptable to problem solving different scenarios

Strategic sales training, Solution Selling and/or process-oriented sales approach

Hunter type personality combined with board room presence and presentation skills.

Additional Information

Personal Characteristics:-

High Intelligence

• Creative Problem Solving skills
• Ability to verbally paint pictures (“imagine if you will”)
• Strong work ethic

Flexible

Competitive

Entrepreneurial

Responsible

• Driven/Motivated to succeed
• Leadership