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Job Description
This role involves leading and managing a regional sales renewal team to drive enterprise software sales, build customer relationships, and develop strategic account plans for open source solutions, primarily focusing on Ubuntu and related technologies across North America.
Key Responsibilities
- Build and execute a territory plan to prioritize outreach and prospecting
- Allocate accounts to sales representatives and ensure high-quality account planning
- Identify and prioritize new logo accounts for prospecting and marketing
- Monitor pipeline development and support contract closures to meet sales targets
- Support growth opportunities through collaboration with customer success teams
- Maintain accurate pipeline data and forecasts within Salesforce
- Lead, coach, and mentor sales team members to achieve individual and team goals
- Manage and develop existing customer relationships and work on account strategies
- Sell enterprise software, open source solutions, cloud, virtualization, and container technologies to senior enterprise stakeholders
- Represent the company and its solutions at industry events and client engagements
- Travel regionally and internationally for client meetings, industry conferences, and company events
Requirements
- Bachelor's level degree, preferably in engineering or computer science
- Experience of open source technology and solutions
- Experience in enterprise software or technology sales planning and execution
- Track record of achievement in sales targets and new account wins
- Self-discipline and motivation to be successful in a distributed team
- Professional written and spoken English, as well as any language that may be appropriate for your target market
- Ability to travel for customer engagements, industry events and company events
- Demonstrated professionalism and effectiveness in managing a sales team, including coaching, mentoring, and leading by example
- Ability to prospect accounts for new business, maintain and develop existing relationships, and work with colleagues and partners on account strategy
- Comfortable selling enterprise software, open source, cloud, virtualization, container technologies and technical software solutions to senior levels of the enterprise
- Build and execute a territory plan to prioritize outreach and prospecting
- Allocate portions of territory and accounts to sales representatives on your team
- Identify and prioritize new logo accounts in your territory for account-based marketing and prospecting
- Ensure sales representatives have high quality account plans for existing accounts and priority prospects
- Monitor new pipeline development through outreach, prospecting, local marketing, and industry events
- Support contract closure to meet and exceed quarterly and annual bookings targets
- Work with customer success to identify growth opportunities
- Maintain accurate pipeline data and forecasts within Salesforce
- Represent the company, its solutions, and software professionally
- Experience in enterprise software or technology sales planning and execution
- Detail-oriented with effective planning, organization, and reporting skills
- Ability to travel regionally and internationally for client engagements, industry conferences, and company events
Benefits & Perks
Compensation/salary range is based on experience, location, and performance, with annual reviews and performance-driven commissions
Work environment perks include a distributed work environment with twice-yearly in-person team meetings, personal learning and development budget of USD 2,000 per year, annual holiday leave, recognition rewards, and travel upgrades for long-haul company events
Additional benefits include recognition rewards, annual holiday leave, maternity and paternity leave, Employee Assistance Program, opportunity to travel to new locations to meet colleagues, Priority Pass, and travel upgrades for long-haul company events
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