Sales Leader – Italy

My client is a global leader in SaaS . We are currently seeking an Sales Leader to join our Italian team in order to contribute to our growth.  Become part of a dynamic, growing company with great benefits and opportunities for growth.

The Sales Leader is responsible for developing turnover with his team in the territory entrusted to him. He executes the strategy defined by the sales department in his territory and makes any adjustments. He/She oversees the management of major accounts and supervises the work of the collaborators who make up his team. He/She must achieve the turnover objective entrusted to him/her, ensure customer loyalty and ensure the prospecting of companies in the territory. It depends on a national management, and works in intelligence with the other teams of the company.

He/She must demonstrate managerial, technical and commercial skills, and must be able to sell directly and indirectly.

Specific Responsibilities

Strong leadership and potential for people management

Perform into a matrixial environment – Managers and Peers being abroad

Manage the Territory to achieve the turnover objective entrusted to him

Execute on established go-to-market strategies to meet/exceed sales quota

Plan and execute against weekly, quarterly, and annual objectives in coordination with manager

Set and follow the operational objectives of the team

Develop commercial activity

• Map the accounts making up the territory
• Ensure the prospecting of target accounts by his territory and team
• Collaborate with partners for prospecting and business management on its territory
• Propose new offers to prospects and clients of the territory
• Manage the upfront renew hosting and subscription contracts
• Ensure customer loyalty

Manage sales pipeline and forecast for accuracy in Salesforce

Prepare for sales forecasts, territory planning and demand generation initiatives

Ensure the profitability of contracts and limit risk taking

Manage the accounts of the territory largest clients

Settle customer disputes within its jurisdiction

Maintain the links between the territory and the partners

Align work efforts with ValueSelling sales methodology and  the sales process

Coordinate with marketing for demand generation

Negotiate sales to maximize bookings while exceeding customer expectations

Contribute to a positive, hard-working and results-oriented culture

Communicate professionally and effectively with peers and all teams

Comply with all company policies and procedures at all times

Collaborate with Sales management on goals and execution.

Qualifications

Commercial negotiations

Outstanding communication and interpersonal skills

Commitment to the highest ethical standards

Good English level spoken and written

B2B software technology experience (preferably SaaS)

Knowledge of the market, the different players and the state of the competition

Proven sales performance record in an inside sales capacity

Demonstrated selling strategy expertise and methodologies

Ability to sell using different channels (direct / indirect / business provider / lobbying)

Ability to listen, analyze and synthesize

Ability to pitch value by leveraging product, services, and/or company differentiation

Professional presence and demeanor with consultative relationship building sales skills

Ability to manage a team

Ability to perform in a fast-paced, result-focused, environment

Ability to work in a team and with other departments of the company

Preferred experience with Salesforce, HubSpot, ZoomInfo, LinkedIn, Loopio

Desirable Skills

• Sense of “customer service”
• Strong organizational skills with the ability to manage various tasks in parallel
• Interpersonal skills
• Excellent verbal and written presentation and communication skills
• Ability to present in front of an audience
• Stress resistance
• Diplomacy, dynamism, autonomy, rigor and pragmatism

Self-starter who can work both independently as well as within a team

Software industry experience, with 5 years minimum

Travel required – less than 20%