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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 in the North American market.
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 customer success efforts to identify growth opportunities
- Maintain accurate pipeline data and forecasts within CRM systems
- Represent the company and its solutions to clients and at industry events
- Lead, coach, and mentor sales team members to achieve performance goals
- Develop and manage relationships with existing clients and prospects
- Collaborate with colleagues and partners on account strategies
- Travel regionally and internationally for client engagements, 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
- Demonstrate professionalism and effectiveness in managing a sales team, including coaching, mentoring, and leading by example
- 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
- Comfortably sell enterprise software, open source, cloud, virtualization, container technologies, and technical software solutions to senior levels of the enterprise
Benefits & Perks
Performance-driven commission structure
Additional benefits reflecting company values and local needs
Distributed work environment with twice-yearly in-person team meetings
Personal learning and development budget of USD 2,000 per year
Annual compensation review
Recognition rewards
Annual holiday leave
Maternity and paternity leave
Employee Assistance Program
Opportunity to travel to new locations to meet colleagues
Travel upgrades for long haul company events
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