Software AG is seeking a Regional Sales Manager responsible for providing leadership to the sales and account management processes and growing Terracotta´s revenues associated with the full breadth of Terracotta products / solutions for an assigned region. The job represents a balanced customer relationship management effort involving sales/account management skills, product knowledge/problem-solving/solution skills, and direction of other Terracotta specialized resources assigned to the account(s).
Key Accountabilities
•Maintain high activity and focus around prospecting, developing a territory and driving sales process
•Find, manage, grow and close revenue opportunities; grow installed customer account share
•Understand customer business and service requirements in order to develop "tailored" Terracotta solutions and offerings
•Introduce client to new products that match business needs
•Successfully establish the customer account as a positive Reference Account
Major Duties and Responsibilities
•Develop business plan for territory / accounts to meet or exceed sales, marketing and customer satisfaction objectives
•Directs tactical implementation of business plan to meet objectives
•Interfaces and directs sales, product and operations strategies; ensures customer expectations are exceeded; develops business plan that fits continually changing customer needs
•Manages interface between the customer account and Terracotta (including product specialists, channels and corporate functions) for effective implementation of the business plan
•Interfaces with key customer executives in a professional, mutually beneficial partnership
REQUIREMENTS
•Minimum 5 years selling and account relationship management experience with major account
•Minimum 3 years experience selling enterprise JAVA infrastructure software
•Experience with selling JAVA infrastructure technologies
•History and track record of achievement of revenue objectives
•Demonstrated ability to develop sales plan, execute through the sales process and close opportunities.
•Demonstrated ability to work with accounts´ senior management and across functions within customer organizations to gain commitment, obtain resources and achieve desired results
•BS or BA degree
Qualifications/Necessary Skills
•Experience & Passion - Successful track record in selling and customer account management for small, medium or large customer accounts; high, demonstrated energy levels, extremely motivated to succeed; accountable for results; able to be alert and adaptable in a very fast-paced environment;
•Proven track record, discipline and methodology of building pipeline necessary to achieve quota goals.
•Attention to Detail - Ability quickly to document and detail customer procedures, processes, and decision criteria.
•Focus and Execution - Relentless self-directed focus and execution of the sales and buying process
•Salesforce Automation - Organize and maintain the details of your sale prospects and pipeline through a system of record.
•Business Acumen - Superior professional presence and business acumen
•Communication - Able to clearly present complex information and concepts through the spoken or written word; read and interpret complex information; talk with customers or clients; listens well.
•Conflict Management - Able to use a win-win approach to resolve controversy; stay objective and fair when dealing with sensitive situations; maintain constructive working relationships despite disagreement.
•Decision Making & Problem Solving - Able to take action in solving problems while exhibiting judgment and a realistic understanding of issues; able to use reason, even when dealing with emotional topics; review facts and weigh options.
•Influence and Persuasion - Able to convince others in both positive and negative circumstances; use tact when expressing ideas or options; present new ideas to authority figures; adapt presentations to suit a particular audience; respond to objections successfully.
•Integrity - Able to be tactful, maintain company and customer confidences, and foster an ethical work environment; practice corporate and personal integrity on the highest level
•Teamwork - Able to effectively work independently or in a team environment; display enthusiasm and promote a productive group working environment; work closely with other departments as necessary´ support group decisions and solicit options from coworkers.
•Negotiating - Able to obtain agreement from multiple parties; earn trust while working out a deal; use good timing and carefully calculated strategies when bargaining; communicate high value of services; identify hidden agendas that might interfere with resolution of terms.
•Planning, Prioritizing & Goal Setting - Able to prepare for emerging customer needs / process; manage and prioritize multiple customer opportunities; determine priority in a meaningful and practical way; use detailed data to guide actions and create sales action plans; organize and schedule customers, prospects, teammates and tasks.
•Relationship Management - Able to develop rapport with others and recognize their concerns and feelings; build and maintain long-term associations based on trust; help others.
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