Responsibilities
Sales Strategy Development & Leadership:
- Develop, articulate, and implement comprehensive sales strategies aligned with company objectives for Google Workspace, GCP, AI Solutions, Iru and Chromebooks.
- Analyze market trends, competitive landscape and customer needs to identify new opportunities and refine strategic positioning.
- Define target market segments, ideal customer profiles and value propositions for each product/service line.
- Set clear, challenging, yet achievable sales targets, quotas and KPIs for the team and individuals.
- Translate high-level company goals into actionable sales plans and initiatives.
Team Leadership & Management:
- Lead, mentor, coach and motivate a team of sales professionals, fostering a high-performance, collaborative, and results-driven culture.
- Oversee the recruitment, onboarding, training and ongoing development of the sales team.
- Conduct regular performance reviews, provide constructive feedback and manage team performance to ensure targets are met or exceeded.
- Empower the team to execute the defined sales strategies effectively, focusing on lead generation, qualification, proposal development, negotiation and closing deals.
- Act as an escalation point for the team, providing guidance on complex deals and removing obstacles to success.
Commercial Operations & Oversight:
- Oversee the sales pipeline, ensuring accuracy in forecasting and reporting.
- Monitor sales activities, performance metrics and results, providing regular, insightful reports and updates to the executive team.
- Collaborate with Marketing to ensure alignment on lead generation campaigns, messaging and sales collateral.
- Work closely with technical/solutions teams to ensure proposed solutions meet client needs and are deliverable.
- Contribute to pricing strategies and commercial terms negotiation for key accounts or complex deals.
- Ensure effective use of CRM and other sales tools for tracking, analysis and reporting.
Partner & Key Account Management:
- Develop and maintain strong relationships with key partners (e.g., Google, Iru) to maximize collaboration and mutual success.
- Potentially engage directly with strategic, high-value clients alongside the sales team when necessary.
Requirements
- Proven track record of success in a senior sales leadership or commercial management role within the technology sector.
- Demonstrable experience developing and implementing successful sales strategies that drive significant revenue growth.
- Strong understanding of and experience selling complex B2B technology solutions, ideally including Cloud (specifically GCP), SaaS (specifically Google Workspace), AI concepts/solutions, MDM (Mobile Device Management), and/or hardware (Chromebooks).
- Excellent leadership, coaching and team management skills with experience building and managing high-performing sales teams.
- Strategic thinking, analytical and problem-solving abilities.
- Outstanding communication, presentation, negotiation and interpersonal skills.
- Ability to operate effectively at both strategic and tactical levels.
- Strong business acumen and financial literacy (understanding margins, pricing, forecasting).
- Proficiency with CRM software (e.g., HubSpot) and sales analytics tools.
- Bachelor's degree in Business Administration, BBIT, BSc IT, Computer Science or a related field or equivalent practical experience.
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