FILLED | Field Sales Manager (San Francisco Bay Area)

This role is based in the San Francisco Bay area and will be responsible for selling the company's Agile Application Lifecycle Management (ALM) products and services within the Western US geographic territory. The candidate should be a self-starter with excellent written and verbal communication skills including the ability to effectively present to both technical and executive audiences. Experience with Challenger Sales Model is preferred. Insight selling or Solutions Sales experience is a must.

Responsibilities

·         Primary driver for adding new accounts and growing existing client relationships within the territory.

·         Solution selling to existing customer base and new prospects.

·         Manage the overall relationship with the client from the initial engagement through contract negotiations and into a long-term relationship.

·         Generate quotes and respond to Requests for Proposal (RFPs).

·         Management of sales pipeline and forecasts in Salesforce.com.

·         Must live in the greater San Francisco / Silicon Valley area -- and have a strong experience working with IT managers, development managers, IT business executives and procurement personnel of the accounts located in the region.

·         A proven track record with a minimum of 5 years field sales experience in Application Lifecycle Management (ALM) or Software Configuration Management (SCM) software, consulting and solution selling experience.

·         Strong team selling background: ability to work with inside sales, field engineering and field consulting.

·         Knowledge of Challenger sales techniques, insight selling or solutions sales.

·         Demonstrated success in closing large, complex, conceptual sales transactions required.

·         Ability to work with both the business and technical client contacts.

·         Exceptional selling skills and excellent oral/written communication skills.

·         Industry knowledge of Agile, Scrum, ALM and SCM software development market and track record of success in the market highly preferred.

·         Travel as necessary to call on customer accounts, work with expanding partner network and work at trade shows.

Education/Experiential Requirements

·         Bachelor’s Degree – technical degree, ideally.

·         8 years of industry background with at least 5 of those in field enterprise software sales.

Our client is a well established and a global leader of enterprise cloud development. Over the last decade, they have successfully pioneered collaborative and distributed agile software development in the cloud for many of the world’s largest organizations.  Due to expansion, we have an immediate opportunity for a seasoned sales / business development professional to drive growth in Western US. This is an outstanding opportunity for a solid technical sales pro.

Business Development Director for Cloud Services company

The candidate should be a self-starter with excellent written and verbal communication skills including the ability to effectively present to both technical and executive audiences. Experience with Challenger Sales Model is preferred. Insight selling or Solutions Sales experience is a must.

Responsibilities

• Primary driver for adding new accounts and growing existing client relationships within the territory.
• Solution selling to existing customer base and new prospects.
• Manage the overall relationship with the client from the initial engagement through contract negotiations and into a long-term relationship.
• Generate quotes and respond to Requests for Proposal (RFPs).
• Management of sales pipeline and forecasts in Salesforce.com.
• Must live in the greater Chicago or surrounding area -- and have a strong experience working with IT managers, development managers, IT business executives and procurement personnel of the accounts located in the region.
• A proven track record with a minimum of 5 years field sales experience in Application Lifecycle Management (ALM) or Software Configuration Management (SCM) software, consulting and solution selling experience.
• Strong team selling background: ability to work with inside sales, field engineering and field consulting.
• Knowledge of Challenger sales techniques, insight selling or solutions sales.
• Demonstrated success in closing large, complex, conceptual sales transactions required.
• Ability to work with both the business and technical client contacts.
• Exceptional selling skills and excellent oral/written communication skills.
• Industry knowledge of Agile, Scrum, ALM and SCM software development market and track record of success in the market highly preferred.
• Travel as necessary to call on customer accounts, work with expanding partner network and work at trade shows.

Education/Experiential Requirements

• Bachelor’s Degree – technical degree, ideally.
• 8 years of industry background with at least 5 of those in field enterprise software sales.

Our client is a well established and a global leader of enterprise cloud development. Over the last decade, they have successfully pioneered collaborative and distributed agile software development in the cloud for many of the world’s largest organizations.  Due to expansion, we have an immediate opportunity for a seasoned sales / business development professional to drive growth in North Central US Region - Chicago IL  - and the surrounding area. This is an outstanding opportunity for a solid technical sales pro.

FILLED | Senior Partner Marketing Manager : Cloud Services Industry

We are searching for a Sr Partner Marketing Manager with special focus on the Cloud Services industry for our global client.  This person would be based out of the San Francisco Bay Area.

The Senior Partner Marketing Manager is part of an innovative worldwide team and the key marketing point of contact between the VP of Partner Marketing, the Business Development Team and the Global Marketing Organization. As a Partner Marketing Manager you are responsible for designing and executing a successful partner marketing plan and budget for the assigned partner/s, in alignment with global market objectives, global company positioning, and vertical strategies. 

Development of a global program to be localized by the regional marketing teams to deliver on global and regional sales objectives and drive the success of our client’s cutting-edge global platform and region P&L. This role requires great creativity, the ability to communicate effectively across varying organizational levels and teams, the ability to manage competing priorities, and exceptional project management skills.Responsibilities

·         Develop and execute the partner marketing plan, managing the marketing mix and budget, including sales enablement programs, company brand awareness activities, channel promotions, events, marketing collateral, public relations, social media and web presence.

·         Leverage the regional, global and vertical functional expertise, as well as global programs and content, to achieve the greatest return on global marketing resources.

·         Drive demand generation programs and develop additional lead nurturing activities to achieve lead goals with a balance of inbound and outbound marketing programs.

·         Ensure region marketing needs are effectively communicated to the global marketing organization.

·         Provide input to identifying in-region customer targets by vertical, drive sales plays, advise on how to customize/build playbooks and measure progress against targets

·         Manage lead funnel by assessing lead quality through quantifiable program metrics/KPIs, engaging with sales team, guiding and accelerating lead movement thru the funnel, and drive sales SLA for leads and follow-up

·         Contact acquisition & development strategy for local market: by vertical, job role, target account, suspect/prospect/customer.

·         Key touch points: VP Partner Management and Sales team, programs managers, PR manager, web/digital marketing team, content managers, and marketing operations.

·         Success Metrics:  MRR and ; TCV Pipeline contribution from marketing-generated leads; MQLs generated for in-region customers; MQL-SQL-Closed Won conversion rate; program delivery KPIs, sales activities/participation in programs and utilization of tools, PR metrics, upsell/xsell metrics

Qualifications and Experience

·         Possesses an expert understanding of how to drive business and marketing through the sales channel to grow market share

·         Excels at cross-group collaboration

·         Strong project management skills, creative thinking and analytical ability

·         Demonstrated experience in working with partners, driving pipeline and revenue

·         Proven success developing business, marketing planning/analysis, opportunity identification and optimizing Return on Investment

·         Motivated self- starter who thrives on working in complex and challenging environments of a rapidly evolving business

·         Strong written and verbal communication

·         IT or network marketing experience preferred

·         Familiarity with: Excel, PPT, marketing automation tools

·         BA or BS, marketing focus preferred