Reference No. : MID-MKT-SALES001
  Designation :
Mid Market Sales Manager
  Gender : Male / Female
  Experience : 10 yrs - 12 yrs
  Age : 30 yrs - 38 yrs
  Package : Rs.180,000 - Rs.220,000 + Vehicle ++
Company :
MNC (Multi National Company)
Sector : Technology
Industry : Application Software
For easy future reference
  Fringe Benefits : Call us for more details in this regard.
Note : All applicants must specify the designation and the relevant reference number  of the position applied. Salaries will be negotiated upon assessing the Candidate's potential and suitablity for the position. We or the client would be getting in touch with the short listed candidates at the earliest time frame possible.

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Our client is a world renowned IT Technology Corporation (Fortune and S&P) with work force of 71,000 full-time employees world wide. The Company provides a variety of products and services, ranged from platform and business applications for enterprise to video game consoles, interactive television, and Internet access for consumers.

 
  • The Inside Sales Engine is a critical & strategic engine to the success of MS business. This key infrastructure will serve as a pipe to support all of the subsidiary business by “touching” customers in the key segments, namely: Core to Lower Mid Market, Small Business & MBS.
  • The Sales Manager is a people manager role with at least 5 direct reports with possible expansion to 8 direct reports within a year. The Sales Manager sets the direction for the Inside Sales Engine. He/She will manage and drive sales activities and revenue into the above mentioned segments, via an outbound/inbound sales telephone based team and some direct engagement when so required.
  • Specifically, he/she will have responsibility to ensure the health of the pipelines in areas such as capacity (ie number of deals & size of deals), quality of deals (as measured by confidence level), velocity (aging – as low as possible), closure rate, replacement rate of deals closed/loss/disengaged.  
  • At the same time, he/she will need to ensure strong/high morale of his/her team while providing strong guidance to his people.
  • In essence, he/she will have the following summary scope of responsibilities with recommended time spent on each of the key function.
  • Achieve target percentage contribution to key identified segment revenue and quota’s set by driving results through an Sales Team including account managed and tele managed resources.
  • All goals and metrics pertaining to the Sales Team including the number and value of leads and opportunities generated, data quality and overall reach of customers
  • Contribution to achieving identified segment revenue targets.
  • Right message to the right customer contact at the right time when they are in the market to purchase through Inside Sales interactions. .
  • Adoption of the integrated sales framework within the Sales Team that supports the go-to-market (GTM) campaigns, audience marketing programs, segment triggers and licensing renewal initiatives whilst not harming customer satisfaction
  • Account engagement strategy that results in increased customer reach, satisfaction, value awareness and revenue.
  • Training initiatives that help build the sales, product, program knowledge and customer services competencies of the sales teams resulting in an increased return on investment
  • All segment scorecard metrics pertaining to managed segment’s A/Cs including volume licensing and annuity penetration
  • Address CSI initiatives in the identified segment space to ensure that we have suitable plans and revenue opportunity.
  • Continually review and engineer ways to deeper penetrate key customer sub-segments building a mature and intuitive business continuous improvement in ROI and business value to internal business stakeholders.

    Decision Making
  • Decides on structure and content of Inside Sales briefs and scripts to maximize effectiveness of customer calls and campaigns
  • Assist in setting individual sales reps monthly business objectives
  • Decides on how to drive Inside Sales Teams to maximize output
  • Decides training requirements and facilitators around product/licensing training sessions
  • Assists in decisions on day to day spend of any morale and training budget for Inside Sales Teams
  • Input into decisions relating to the hiring of contingent staff.
  • Responsible for day to day management of the inside sales reps including development plans, weekly reviews and any potential performance review issues

    Strategy & Development
  • Responsible for creating annual business plan for individual teams to illustrate growth tactics and strategies.
  • Work with other Segment resources and Segment Lead/s and corporate and regional teams to assist with the development and implementation of appropriate sales strategies and frameworks for idenitified segments’ customers
  • Develops strategy and objectives related to training the inside sales reps on technology, solution focus and competitive understanding
  • Input into campaign planning & strategy
  • Analysing improvements to the team’s productivity & performance
  • Inside Sales GTM templates, sales tool kits and customer follow up processes.
  • Siebel guidelines on customers profiling, campaigns, opportunity management and activities
  • Regional Data Standards
  • Process for management and updating of appropriate budget, Siebel and MS Sales reports
  • Best practice guides for using Siebel
    Sales reporting process & templates

    People Management
  • This position will have 5-8 contingent staff members. There is no level pertaining to these reps as they are not FTE. However, there are plans to convert (at least the type 1 or 2 customers) reps to FTE overtime. Hence, the team will be made up of a hybrid of FTEs & contingent staff members.
    This position reports through to the Director, sms/p.

    Communications/Business Relationships
  • Establishes and maintains strong working relationships with other key members of the identified segments’ team eg Segment Marketing Manager, Large Opportunity Manager, Pipeline Administrator/Data Analyst, MBS team, etc
  • Establishes good working relationships within the partner teams including Partner Account Managers (PAMs), Partner Technology Specialists
  • Will work closely with Business Marketing Organisation (BMO) representatives around customer data, GTM execution, and training.
  • Works closely with License Compliance / Licensing Specialist on customers involved in license compliance issues
  • Demonstrates concise and effective communication with T1 and T2 partners regarding specific opportunity referrals via PAM team
  • Ongoing exposure and contact to key customers via CIO Forums and other marketing relationship building events
  • No external communications with press
  • Working with Segment Mktg Mgr and BMO for sales messaging and conten
  • Relies on SMSP Partner team to follow up and close opportunities in order to effectively track ROI of Inside Sales
  • Relies on Regional and WW Inside Sales Team for support
  • Impacts partner satisfactions through quality of opportunities that are being referred
  • Impacts SMSP pipeline and revenue targets

    Fiscal Responsibilities
  • Co-Owner of the segments’ revenue target for classic MS products as well as MS Dynamics revenues
  • Number of leads and opportunities generated by Sales Team
  • Contribution to the performance of the inside sales centre through ownership of specific teams.
  • Total value and health of the pipeline (capacity & quality)
  • Drive for increased Average opportunity size
  • Customer touch metrics and overall reach
  • Customer Depth management
  • Average Revenue per Strategic segment Account
  • Customer satisfaction with Inside Sales Contact
  • Contacts profiling in Siebel
  • Data quality metrics
  • Competitive leads passed on to relevant sources with proper tracking & reporting

    Impact of Inside Sales to the Business:
  • Impacts revenue of key identified segment (eg MM, SB, MBS) team locally as this role is responsible for lead generation and opportunity development.
  • Impacts overall satisfaction with organization's engagement through Inside Sales contact
  • Impacts our overall competitive pipeline through driving the escalation of competitive opportunities
  • Impacts the number of case studies & customer references through driving case study candidates into Marketing Team
  • Impacts partner satisfaction if good quality opportunities are not facilitated out of Inside Sales Team

    Administrative and personal development
  • Attend meetings, trainings, airlifts, summits, conference calls
  • Weekly commit
  • Month end reporting (deals/pipeline Win/Loss report)
  • Manage rebate programmes and marketing funds effectively
  • Utilize Siebel
  • At least 10 years of sales & marketing experience with proven track record wrt quota responsibilities.
  • Good command of English & articulative
  • Exhibit go-getter & results oriented behaviour
  • Demonstrate strong passion & drive for results
  • Strong interpersonal skills
  • Excellent Customer Focus
  • Ability to manage systems & processes
  • Strong planning, organizational & process skills
  • Strategic Thinking
  • At least 4 years of People Management experience
  • Preferred direct customers sales experience in the local IT industry.
  • Strong working knowledge of the solutions selling and software or hardware business. Solution selling includes sales of ERP &/or CRM related types of applications would be a plus.
  • Passion for technology & demonstrate ability to articulate MS technology stack to partners/End Users
  • Degree in Business Administration/Computer Science/Engineering
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