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Manager, SMB Sales
Cornerstone On Demand
Salt Lake City, UT, United States
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This position offers an excellent opportunity in a leading edge, fast-growing, global software and services company that is expanding rapidly. As a Sales Manager leading the Small and Medium business team, you will be responsible for selling our suite of talent management solutions to small and medium-sized businesses (initially organizations with fewer than 250 employees, with the intention to scale the team to sell to larger organizations over time) across the N. America region.
You will be a hunter, have a strong track record and you will need business process and technical aptitudes. You will quickly become an expert on the talent management industry, the Cornerstone application and the business processes that it supports. Excellent solution selling skills are a must, as well as a positive and upbeat attitude to build a satisfied and loyal client base. Finally, you will need the professional maturity to manage and prioritize your time, work autonomously, and interact effectively with business and technical professionals internally and externally.
This position will report to the AVP of SMB Sales. Success in this role will provide additional opportunities for growth such as career progression and significant financial upside. We are committed not only to recruiting top talent, but also to retaining great people.
In this role you will...
• Be a Hunter: You are going after new logo business
• Contact prospects by phone, email and occasionally face to face in order to qualify needs and propose appropriate Cornerstone solutions
• Recruit, hire and develop individual contributors so they are competent, professional and exceed quota
• Conduct weekly one-on-one meetings with sales reps to review activity metrics, pipeline building, review calls, review target account lists, and discuss training and development
• Maintain comprehensive weekly reports on team results, activities, lead flow, pipeline building, competitive intelligence, sales contests, etc.
• Build and maintain an accurate and robust sales pipeline
• Schedule and perform product demos
• Build strong relationships with key departments including Solution Consultants, Marketing, Sales Operations, etc.
• Prioritize competing day to day activities to ensure that all sales quota and management objectives are met
• Maintain contact with prospects to develop long term, growing relationships
• ...and being the strong performer that you are, be willing to take on additional responsibilities as needed
You’ve got what it takes if you have...
• Have 2+ years leading successful sales teams to above-quota performance.
• A strong background, successful software sales background with a track record of exceeding company sales quotas
• Ability to be an effective “hands-on” manager continually participating in sales calls and providing feedback, coaching and training to improve the reps performance
• Strong analytical skills and are able to quickly assess key activity metrics, SFDC data, lead data, and turn this information into actionable initiatives for the sales team
• Creativity and business savvy in dealing with people, customers, and in solving problems
• Adaptable to change and comfortable in a start-up environment
Extra Dose of Awesomeness…
Expertise or experience with Salesforce.com (SFDC)