The primary focus is to plan, manage and develop a team of Sales Representatives. Develops and implements a comprehensive strategy that maximizes opportunities across a subset of products, product lines or services directly or via partners to small-and medium sized accounts. Participates as a team member in strategic and tactical planning for the division.
Develops working relationships with license, consulting, education, and/or support field managers to develop joint account plans. Develops and executes strategic plans utilizing resources from various marketing and sales functions to maximize revenue with frequent guidance from the area manager or director. Responsible for coaching, performance management, and career development of staff.
Handles escalations and participates directly in complex sales situations to negotiate and/or resolve disputes and ensure customer satisfaction. Conducts sales forecasts, territory planning, demand generation, deal strategy development and trend analysis.
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