Senior Strategic Territory Sales Manager

24WD81103

Position Overview

This role will drive revenue growth by managing key initiatives and account sales performance for the Greater China Region hub organization through qualified opportunities. Trains, mentors, coaches, and supervises account sales staff.  Has thorough knowledge of the organization’s products/services. Prioritizes and allocates resources. Works with the channel partners and internal pit-crew teams to ensure that business targets delivery.  Responsible for market development, setting targets, relationship development between the channel, stakeholders and cooperation teams, and ensuring that revenue is generated focusing on the China strategic territory sales business.

Responsibilities

• Lead the activities of Strategic Account Sales team, including hiring, coaching, developing talent, team culture and performance management

• Drive incremental revenues by focusing on account-based selling approach though proper account planning, account segmentation and prioritization

• Establish and maintain effective long-term customer relationships

• Key Stake holder management and building relationships across various business functions to drive collaboration

• Collaborate with Account based Marketing to build campaigns that ensure accounts’ outcome and value proposition deliverable

• Develop and leverage relationships with channel partners to improve all segments performance to exceed customers’ expectations

• Regularly report on team and individual results: 5QR pipeline, linearity, and value attainment

• Collaborate with internal sales operations stakeholders on reporting and analysis

• Identify and make recommendations for improvement in sales productivity

• Chart and deliver timely and accurate Strategic account sales team’s forecasting and pipeline management

• Ensure SFDC tools and Autodesk methodologies are leveraged to process and track business

• Direct team with corporate goals and use SMART goals to deliver results

• Encourage innovation by exchanging new ideas to improve operation and efficiency within sales and the supporting organizations

Minimum Qualifications

• Masters or bachelor’s degree in business or related disciplines

• 10 + years of sales leadership experience with a demonstrable track record of achieving or exceeding sales goals

• 3 - 5 years of account sales management experience and driving the net new business sales for the respective industry assigned

• Proven team leadership skills, managing large teams through multiple management layers with creativity and a proactive approach to conflict resolution, mentoring, coaching, recognition and performance management

• Demonstrated success in working with the Channel, Marketing, Customer Success and other key internal stakeholders to achieve sales goals

• Superior communication and interpersonal skills; the ability to build relationships at multiple levels and to work cross-organizationally towards solutions

• Strong influencing skills and ability to deliver results in a matrixed organization

• Effective Project Management leadership experience

• Excellent Problem-Solving Skills

• Demonstrated ability to grasp the technical aspects of the business (i.e. deeply understanding the products and services in order to achieve and maximize sales results)

• Able to adapt and evolve with changing priorities and business initiatives.

• A highly motivated, results-oriented, self-start

• Must be able to provide both strategic & operational directions / guidance to the team

• Experience in running Quarterly / monthly forecast with senior leaders of the organization is required

• Prefer experience in handling China region as part of the scope

• Excellent communication skills in English

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