As a Sales Manager for AbacusNext, the successful candidate is an experienced and results driven Sales Manager. You will manage a practice/product focused sales team responsible for lead conversion, prospecting, and penetrating new business. You will execute a sales strategy to achieve sales goals and attain quotas being a coach, mentor, and respected sales leader. This position requires constant and tight collaboration with Executive Sales Leadership, Sales Operations, Marketing, Product and other vital functions in the organization.
You must love challenges and have tight management of your team’s daily activity metrics that drive the business. You understand how to manage pipeline and gather best practices from top performers to help all members of your team.
Job Duties and Responsibilities:
Function as a member of the sales management team in the development of successful growth strategies, attainment of scalable revenue and associated profitability, and optimization of the sales team
Define and manage the sales processes to successfully shorten sales cycles and achieve high close rates
Enforce targets, performance plans, and objective standards for sales representatives
Ensure daily interaction with all reps. Meet with reps one-on-one weekly to review performance, progress, and targets. Deliver performance reviews for each individual rep
Assist the sales team to manage their customer sales cycles and close effectively
Qualification and Skills:
3+ years sales management experience with a quantifiable and verifiable track record of delivering revenue growth for a software/SaaS or related technology company
Proven ability to provide hands on assistance to your team to close deals
Demonstrated experience driving a sales organization’s revenue while managing associated organizational development
Experience selling technology solutions to the professional services industry
Ability to build relationships with peers, cross-functional counterparts, and upper management
Experience with Salesforce and sales automation tools
Thorough understanding of all aspects of the sales cycle, lead generation, opportunity management in both SMB and Enterprise sales
Analytical skills: Use data-driven reports to spur sales coaching sessions and empower reps to take ownership of their opportunity pipelines. Understand pricing, margins, and discounting impacts
Understand cloud technologies (public cloud, private cloud, hybrid cloud). Fluent in services like Amazon Web Services (AWS), Microsoft Azure, Google Cloud, Rackspace, data center and colocation, and the role that SaaS, IaaS, PaaS plays with business environments
Understand the role of CTOs, IT consultants, channel partners, managed services providers (MSP)
Communication skills: listen first and speak second. Understand the message you transmit to your team, how it’s delivered, and how it’s perceived.
Personal and Professional Characteristics:
Must possess a "passion for excelling" and have a track record for achieving sales leadership targets along with a polished demeanor in selling into any level or organization size
Strategic sales thinker. Must be able to see how existing customer solutions can be repeated & leveraged within the industry sector
Must be able to make sound, timely, and unwavering decisions. This individual must be analytical and be able to take fact and data to make sound business judgment and calculated decisions based on available facts and professional experience
Enforce targets, performance plans, and rigorous, objective standards for sales representatives
The successful candidate will be highly focused and driven to success and achieving goals
Provide advanced negotiation expertise
Sense of humor required
Willingness to travel approximately 25% of the time
Convenient downtown Toronto waterfront location near Union Station
Extended medical benefits (including dental care, vision care & out-of-province travel insurance)
Weekly catered lunch
Weekly office fruit basket
Corporate giving program with donation matching
Corporate sports team sponsorships
On-site games room with pool table, foosball, basketball & more
Employee referral program for new hires
Regular Social Committee events (including annual summer BBQ & Holiday parties)
Equal Employment Opportunity: AbacusNext is an Equal Opportunity, Affirmative Action Employer.
This Job is based out of the Toronto Office and cannot be worked remotely.