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Commercial Sales Manager - EMEA
Lonodn Based - Office
My Client is the global leader in privileged access security, a critical layer of IT security to protect data, infrastructure and assets across the enterprise, in the cloud and throughout the DevOps pipeline.
They deliver the industry’s most complete solution to reduce risk created by privileged credentials and secrets. The company is trusted by the world’s leading organizations, including more than 50 percent of the Fortune 100, to protect against external attackers and malicious insiders.
Looking for a results driven and collaborative Commercial Sales Manager, reporting into the Commercial Director EMEA. You will have the opportunity to lead, coach and mentor a team of Commercial Account Executives with end to end sales cycle, and to work on an existing and growing portfolio across the UK.
This is a hands-on sales lead role and you will build trusted relationships with customers and partners. You are expected to have a strong territory coverage skillset and able to create and execute against a business plan that defines account, territory and potential revenue clearly.
Lead and manage Commercial Account Executives by coaching and mentoring, driving revenue
Create and execute the UK Sales strategy working with the Commercial Sales Director
Lead and manage Commercial Account Executives and provide clear KPI’s for the to achieve individual and team quotas within the respective territory
Execute effective account planning to deliver maximum revenue through strategic partnering with functions such as Customer Success, Pre and Post Sales and Marketing Teams to identify and develop new contacts, leads, and opportunities resulting in net new customer growth
Grow and maintain effective business to ensure maximum effectiveness of the sales organisation
Prepare compelling visual presentations to communicate value proposition to customers.
Drive key commercial deals to exceed revenue targets through building relationships with C-level contacts in dedicated enterprise accounts
Ensure effective training and use of SFDC for account planning, contact information, opportunity management, forecasting, and win/loss analysis
Ongoing mentoring and development of the sales team in strategies to drive closure rates, hand-on support in calls at, qualification and negotiation stages
Conduct weekly revenue forecast meetings with the Commercial Account Executives and track key productivity metrics (e.g. revenue attainment, stack rank, forecast accuracy, current pipeline, etc)
Coach and mentor the team to success and create an inclusive work environment, by promoting behaviors aligned with company culture and values
2+ years People Management Experience and coaching diverse teams
Ability to build and convey compelling value propositions both internally and externally
5+ years end to end sales cycle and selling into complex environments
Complex Solution Selling Experience, security subject matter expertise will be a big plus.
Results driven, flexible whilst continuously building an inclusive work environment that promotes commitment, humility, creativity and optimal productivity for all direct and matrix team members
Clearly understands SaaS & subscription metrics and applies them to high-growth and performance and it would be an advantage if it is within a Cyber Security, Identity Management, DevOps, Cloud or Information Security in Enterprise IT market
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