Sales Manager (Multi-Entity Reporting, EMEA)

Responsibilities

• The Sales Manager delivers sales results on predetermined growth revenue targets through leadership and management of a team of Account Executives and/or Solution Sales Executives.
• Utilising their influence, the Sales Manager performs a strategic leadership role by directing sellers to identify and execute on winning opportunities, proper and timely follow up and delivering an excellent experience to customers.
• As the forefront leader who interacts with customers, the Sales Manager is always prominent and must exhibit a level of excellence by communicating with confidence to influence outcomes both internally and externally.
• This role will lead a team focused on Workiva’s Multi-Entity Reporting (MER) solutions.
• Develop personalised coach plans and provide regular coaching sessions with each team member to discuss performance and provide feedback on areas for improvement.
• Mentor and encourage a growth mindset amongst the team.
• Identify and recruit top-performing sales talent and manage performance and disciplinary challenges.
• Assess and set account territory priorities for the team.
• Develop and maintain accurate sales forecasts and regularly review and adjust sales plans and forecasts.
• Use data to monitor performance and identify trends or areas for improvement.
• Develop sales strategies and tactics that align with company goals and customer needs.
• Observe, assess and monitor seller outreach, deal pipeline and deal quality.
• Build strong relationships with internal peer teams and leadership to drive strong cross-organization success.
• Build relationships with external customers, prospects and partners, to support the go-to-market strategy.
• Encourage cross-functional collaboration to ensure the sales team has the support and resources they need to succeed.
• Foster a culture of teamwork and collaboration within the sales team to promote knowledge sharing and best practices.
• Encourage feedback and open communication to ensure all team members feel heard and valued, and to address any issues or concerns.

Qualifications

• Undergraduate Degree or equivalent combination of knowledge and related career experience.
• Understanding of the Software as a Service (SaaS) business model.
• Ability to provide deal support and guidance to sellers on both large enterprise and mid-market accounts.
• Exceptional communication skills and business acumen.
• Executive presence with the ability to communicate at the most senior level.
• 5+ years experience in a related role - enterprise technology or similar complex solution sales.
• Proven sales track record of achieving (and exceeding) sales quota targets in the field selling complex technology or software solutions.
• 2+ years of progressive sales management experience - preferably in software or technology organizations.
• Ability to manage and coach a diverse team of sales professionals.
• Ability to negotiate pricing with a focus on retaining value.
• Ability to lead your team to manage multiple complex sales cycles simultaneously.
• Ability to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during the sales cycle.