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Job Description Summary:
The Senior Sales Manager is a seasoned sales professional who understands how to deal with distributors, resellers and services partners and what makes each unique. They have outstanding communication skills and focus on what makes a mutually beneficial partner/channel relationship. This individual will manage assigned accounts within your geographic territory. Primary focus is on license revenue growth.
Essential Duties and Responsibilities:
- Overachieve against a set of pre-agreed sales targets and KPI’s on a monthly, quarterly and annual basis
- Develop a cohesive business plan for partners and execute effectively against that plan
- Work with Rockets distributors, ISV’s and resellers to grow the existing revenue
- Recruit new partners to Rocket to grow the regional brand and revenue
- Drive partner marketing and support the execution of campaigns with the local and global marketing teams
- Build and maintain relationships with your partner community
- Coordinate and attend quarterly business reviews
- Delivers sales presentations to key clients in coordination with presales.
- Meets with key clients and maintaining relationships while negotiating and closing deals.
- Develops and implements strategic sales plans to accommodate corporate goals.
- Directs sales forecasting activities and sets performance goals accordingly.
- Reviews market data to determine customer needs, price schedules, and discount rates.
- Directs channel development activity and coordinates presales activity.
- Advises partners, distributors, and direct end users concerning sales and product strategy
- Represents Rocket at partner meetings to promote products.
- Analyzes and controls expenditures of division to conform to budgetary requirements.
- Prepares weekly forecast in salesforce.com showing sales volume, potential sales, and areas of proposed client base expansion.
Required Qualifications:
- 8+ years’ experience in an indirect role
- Demonstrate knowledge of your own channel network
- Experience in working with a range of partners – distributors, ISVs and resellers
- High energy yet polished and composed
- Outstanding communication skills
- Effective in a dynamic environment and willing to take calculated risks
- Ability to work with multiple demanding partners
- Good at influencing others both internally and externally in order to achieve goals
- Ambitious, commercially astute and self-motivated
- A demonstrated track record of achievement and being a top performer
- Highest level of sales ethics
Information Security:
Information security is everyone’s responsibility. A fundamental principle of information security at Rocket Software is that all individuals in the organization have a responsibility for the security and protection of company information and IT Resources over which they have control, according to their role.
Diversity, Inclusion & Equity:
At Rocket we are committed to an inclusive workplace environment, where every Rocketeer can thrive by bringing their full selves to work. Being a Rocketeer means you are part of our movement to continually drive inclusivity, diversity and equity in our workforce.
This position is eligible for commissions in accordance with the terms of the company’s plan
Rocket Software Inc. is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. Rocket Software Inc. is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
Rocket is committed to working with and providing reasonable accommodation to individuals with physical and mental disabilities. If you need special assistance or an accommodation while seeking employment, please call: 781-577-4321 or send an email to [email protected]. We will make a determination on your request for reasonable accommodation on a case-by-case basis.
If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!
