The Area Sales Manager (ASM) has the primary responsibility for creating, building, and extending the sales efforts to our customers. The ASM builds long term relationships with our customers and in turn creates predictable revenue.
Key Responsibilities:
Identify and quantify customer needs and develop a Responsys solution
To meet or exceed quarterly and annual revenue targets with an emphasis on annual bookings and pricing greater than your competition due to greater value for your customers.
Build a plan to provide integrated software and service solutions to meet the prospects’ long term needs as a strategic business partner.
Develop a pipeline of viable opportunities that exceeds quota, and keep abreast of every prospect in your territory.
Accurately forecast deals closing on a monthly basis using Salesforce.com.
Network and build relationships within the account in order to understand who are the key decision makers, and how you can help them solve their business issues.
Negotiate access to key decision makers and facilitate meetings with Responsys executives.
Develop cooperative closing strategy and tactics with sales management
Experience & Education Requirements:
Successful candidates will have a background in on-demand software sales with a significant services component, as well as experience leveraging strategic relationships with external partners. Individuals must have a demonstrated sales track record developing and managing regional accounts and a proven track record of forecasting and closing typical transactions in the $250K - $1M+ range.
Strong candidates must have 5+ years of high-value software sales experience and have a "consultative" value based approach to selling. Working in a fast-paced growing company environment is a plus. In addition, candidates should have:
Excellent sales skills, lead development and qualification skills
Ideally experience in the email marketing industry in the past 2-3 years.
Stable track record with 2+ years in each organization.
