Senior Sales Manager - EMEA South

at  emarsys eMarketing Systems

GENERAL REQUIREMENTS

• Minimum 6-8 years software sales experience.
• Fluent in English and Italian is a must
• Knowledge of Spanish or Portuguese is a plus
• Experience selling in the Italian market, with Martech industry experience strongly recommended
• Proven experience in internal selling and lobbying
• Demonstrated sales track record in meeting or exceeding assigned individual quota in a software or SaaS company, including a proven track record of new business sales.
• Experience selling software products and solutions to C and VP level marketing and sales professionals preferred.
• Strong cold calling skills; you should be comfortable calling directly into an organisation and seeking out decision-makers for our products and services.
• Relevant sales experience in the last two years in email (preferred), marketing automation, business, CRM or related software.
• Enjoys working in a structured, targeted environment to challenging KPIs.
• Proven project management skills
• Great negotiation and communication skills.
• Flexible and adaptable to meet the needs of the changing market, our customers and the business.
• Demonstrated ability to deal with change, think strategically, and make complex decisions.
• Confidence presenting to large groups of people.
• Process and task oriented; very organized and diligent.
• Good communications skills, both written and verbal.
• To be self-motivated but able to work as part of a team.
• Good organisational and time-management skills.
• A positive attitude.
• Enjoy networking and meeting new people.
• Strong technology skills. You should be able to do complete product demonstrations and credibly discuss technical topics such as data integration, XML APIs, etc.
• Thorough knowledge of MS Office software (e.g., Project, Access, Excel, Word, Power Point). Working knowledge of Salesforce.

OVERALL PURPOSE AND OBJECTIVES

The Senior Sales Manager is responsible for securing new business revenue by following best practices and procedures. They are responsible for carrying out the complete sales process from developing a pipeline, to negotiating and closing contracts.

MAIN TASKS AND DUTIES

• Form long-term care and building relationships with strategically important accounts
• Develop a sustained pipeline by actively prospecting via cold-calls, marketing lead follow-up, professional relationships to independently close contracts at a close frequency and value to meet or exceed productivity and quota expectations.
• Collaborating closely with SAP stakeholders to develop and expand the pipeline from SAP customer database.
• Effectively and independently deliver Emarsys value proposition, including technical value proposition, demonstrating an in depth understanding of Emarsys product platforms, email technologies, Internet technologies, etc.
• Negotiate contracts with clients, working closely with the sales management and the Finance and Contracts department.
• Personal responsibility and careful processing of RFP´s (Develop, write, and deliver value-based sales proposals and respond to client RFP’s.)
• Use Emarsys products to demonstrate our product capabilities to potential clients in person or via web access.
• Appropriately engage management and staff in the sales cycle and provide on-going feedback to other areas of the organisation.
• Follow the established sales process.
• Consistently and regularly use salesforce.com to provide timely and accurate forecasting and reporting of activity.

FURTHER TASKS

• Mentoring of newly joined colleagues Knowledge sharing and training of specific product, sales or process related topics.