Senior Manager , Account Representative - Expansion

26WD99823

Positions Overview

This role will drive revenue growth by managing key initiatives and sales performance for the inside sales organization through qualified opportunities, Also, trains, mentors, coaches, and supervises inside staff.  Has thorough knowledge of the organization’s products/services. Prioritizes and allocates resources. Works with the field sales organization to ensure that representatives provide adequate support in the field. Responsible for market development, setting targets, relationship development between the channel and Inside Sales team, and ensuring that revenue is generated focusing on the India territory sales business.

Responsibilities

• Lead the activities of driving territory expansion accounts sales team, including hiring, coaching, developing talent, team culture and performance management.
• Drive incremental revenues by focusing on account-based selling approach though proper account planning, account segmentation and prioritization
• Establish and maintain effective long-term customer relationships though staff
• Key Stake holder management and building relationships across various business functions to drive collaboration
• Collaborate with Marketing to build campaigns that ensure lead quality and quantity with proper closed-loop metric reporting
• Develop and leverage relationships with channel partners to improve all territory performance to exceed customers’ expectations
• Regularly report on team and individual results: pipeline, conversion rates, and billings attainment
• Collaborate with internal sales operations stakeholders on reporting and analysis
• Identify and make recommendations for improvement in sales productivity
• Chart and deliver timely and accurate forecasting and pipeline management
• Collaborate with other internal organizations and coordinate internal resources as needed
• Ensure CRM tools and Autodesk methodologies are leveraged to process and track opportunities
• Direct team with corporate goals and use SMART goals to deliver results
• Encourage innovation by exchanging new ideas to improve operation and efficiency within sales and the supporting organizations

Minimum Qualifications

• Masters or bachelor’s degree in Business or related disciplines
• At least 12-15 years of Inside Sales experience and driving the expansion account sales &  net new business sales for the respective regions assigned across all solution pillars and product offering .
• 5 years of team management experience, coaching & mentoring the junior / senior team members
• Handling performance management of the direct reports and accountable for their achievements
• Must be able to provide both strategic & operational directions / guidance to the team
• Experience in running Quarterly / monthly forecast with senior leaders of the organization is required
• Prefer experience in handling India region as part of the scope
• Excellent communication skills in English & an additional Asian language would be a plus
   

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