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Sunday, January 31, 2010

European/US Direct Sales Account Manager

Purpose & Objectives

• The primary purpose of the direct sales account manager (AM) is to manage the entire sales cycle. The AM generates leads and manages opportunities derived from his/her own leads and marketing leads, from qualification to successful completion of the overall revenue goal.
• The AM must create a complete territory business plan to achieve the goal of generating three times his/her quota of opportunities in the pipeline. The AM is responsible for identifying and qualifying opportunities and then developing, driving, and successfully executing the strategy. The AM must be adept at creating and nurturing executive relationships on his/her own while positioning the Panaya executive team to assist.
• Primary focus is on the identification and qualification of new opportunities and gaining new customers. The AM will also be responsible for managing key relationships with existing customers.

Expectations & Tasks

The AM is responsible for:

• Generating new business in an assigned geographic territory, with focus on enterprise accounts and direct sales to SAP end-user customers
• Developing the territory to ensure growth in all revenue streams by building and leveraging a network of executive relationships with key customers and partners
• Simultaneously managing a substantial number of accounts, supporting sales partners, and being responsible for all revenue quotas and forecasts
• Maintaining and documenting accurate, timely forecasts of opportunities, providing appropriate updates to executive management and providing timely CRM system updates with accurate customer and pipeline information
• Pursuing professional and personal development to ensure adequate knowledge of the markets and industries that SAP serves as well as the products and services that Panaya provides
• Directly interacting with customers and prospects to position the value of Panaya's solutions and services by developing ROI analysis, business cases, references, and supporting analyst data
• Becoming familiar with each territory's market segment and customer needs
• Having deep knowledge of the technical aspects and value propositions of products and services

Prerequisite Work Experience & Skills

• At least three years in sales in the high tech industry, with proven, successful track record of generating revenue and closing business
• At least three years in sales to the international market (Europe, US)
• Excellent skills in written and spoken English and interpersonal relations


• Knowledge of SAP and/or SAP's competitors
• Experience in sales to enterprise customers, with focus on large strategic accounts
• Experience in sales to the ERP market
• Fluency in European languages
• Relevant bachelor's degree
• Demonstrated breadth and depth of telemanagement sales skills

Key Success Factors

• Successful sales track record
• Ability to organize and prioritize assigned tasks
• Highly developed skills in sales, customer-oriented relations, forecasting, negotiating, and closing
• Ability to communicate and interact with players on IT director/C level
• Ability to penetrate accounts and create sturdy business relationships with account stakeholders
• Excellent skills in written and spoken English and interpersonal relations
• Demonstrated ability to solve problems and interface clearly and effectively with customers
• Positive and energetic attitude with ambitious, upbeat, highly creative, self-motivated personality
• Ability and willingness to function according to measurable objectives
• Responsiveness and ability to be a team player

Reporting in Europe to: Director of Direct Sales
Effective: Immediately
Travel abroad not required

CVs to

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