Job Description
As an AVP Enterprise Sales at Conga, it will be your responsibility to lead, develop, manage and support a team of Enterprise Territory Managers. They will work closely with Customer Success, Marketing, Sales Operations and Product teams as well as other departments, to be accountable for delivering against budgeted revenue and KPI goals. They will be responsible for leading the efforts to drive productivity and efficiency improvement for your team through innovation, enablement, and process improvement. At Conga we measure our success by the success of our customers. As an effective Enterprise team, it is important that you have a customer-centric and inquisitive approach and that you provide a world-class experience that is in-line with our reputation.
RESPONSIBILITIES:
- Develop a strong understanding of key differentiators, internal/external systems, sales methodologies and processes in sales cycles.
- Support the close of complex deals involving multiple executive level stakeholders
- Drive revenue by helping the sales team navigate the customer buying process, engaging key stakeholders, and ultimately closing the deal
- Demonstrated experience managing complex sales cycles and negotiating win-win agreements based on value-based selling
- Work with our Solutions Engineer team to ensure they are understanding contracts requirements and positioning our solution to solve customer needs
- Work cross-functionally with our Sales Enablement, Product, and Product Marketing teams to help them provide product enhancements, collateral, and training to support our global sales teams selling of our solutions
- Ensure your team is keeping accurate notes in Salesforce.com to ensure we have accurate data to grow the business
- Help the team accurately forecast opportunities
- Help the teams achieve their quota month over month
- Work closely with Marketing, Partners, and the Sales Team to help them increase demand generation efforts to increase contracts opportunities
- Identify, structure, negotiate, close and help implement new relationships for Conga
- Capitalize and build on existing relationships, and collaborate with partners to develop new opportunities including extensions to the existing arrangement
- Understand and communicate the business value and ROI of products and solutions
- Analyze deal requirements, the potential for mutual gain and financials; evaluate all options and recommend the most viable solution and business arrangement
- Lead quarterly business review meetings
- Other duties as assigned