Regional Sales Manager

Regional Sales Manager

Reports to: Senior Director of Sales Department: Sales

Job Summary

We are seeking an experienced and results-driven Regional Sales Manager to join our growing team. The Regional Sales Manager will be responsible for leading and managing the sales efforts within their assigned region. The ideal candidate will have a proven track record in sales, excellent leadership skills and a deep understanding of technology services. The role involves building and nurturing relationships with clients, achieving sales targets and driving the growth of the business in the region.

The Sales Manager is a key leadership position at ivision. This position is accountable for leading sales team members and achieving sales and growth targets. The Sales Manager works with leaders on the Sales team to drive sales across the ivision value chain (Consulting, Managed Services and Product Resale), ivision technology practices, partners and to promote a healthy balanced culture.

The Sales Manager will continue to work with their team to build and drive a high-performance sales process, growth and accountable culture. Additionally, this individual will drive a sense of urgency, preparation, excellence and consistency across the company and inspire confidence in our people and processes with clients and partners. The Sales Manager will manage and mentor Account Executives (AEs). In addition to mentoring AEs, the Sales Manager will collaborate with and provide mentoring to individuals and teams across the company around problem solving, sales and a strong culture of high accountability.

Outside of leading day-to-day with strong cultural alignment, this role's success will be measured on the following criteria:

1. Sales Results

a. Overall team sales results (gross margin)

b. Team MRR sales results (gross margin)

c. Ensuring sales translate into net margin

2. Leadership

a. Provide support in systematizing the sales organization, developing and reporting on metrics and management for scale (services and MRR focused)

b. Professional development of AEs

c. Proactive cross-team collaboration to address business challenges

Position Functions

Team Sales Results (LOB gross margin translate sales into net margin)

Responsible for leading, managing and directing subset of ivision's Account Executive team to achieve sales and growth targets

Works closely with the AEs to serve clients and drive increased sales

Continue to prioritize and to drive MRR sales and MRR contract retention and growth

Drive accountability in team for achieving weekly, monthly, quarterly and annual metrics and assignments

§ Client meetings (in-person and virtual), forecast, pipeline, health checks, roadmaps and budgeting

§ Sales attainment (across the LOB's and practices)

§ AE tasks/requirements (e.g. meeting reporting, pipeline acuity, etc.)

Working with the Sr. Director of Sales and Sales Operations to conduct weekly sales meetings and QBRs

Develop reporting requirements for reporting for the team to help drive insights to help sales and associated margin

Work with Sales Operations Manager and Renewals Manager to ensure cohesive strategy between net new sales and renewals

Work with Marketing to drive ivision client marketing quarterly events and to develop repeatable content to leverage in sales pursuits

Collaborate internally to promote cross team success/sales, while being vigilant on internal meeting time. This role is also an outbound role - ~70% of the time should be focused on driving team sales results and growth, and not being in internal ivision meetings.

Leadership

Help to drive an enjoyable, fun, up-beat culture on the sales team

Drive a sense of urgency, preparation, excellence and consistency across the company and inspire confidence with clients and partners

Provide mentoring support to employees by assisting them in the proper way to communicate and set expectations with clients

Recruit additional personnel for the ivision AE teams

Maintain up-to-date documented process for ivision sales process, as well as onboarding documents

Build a collaborative relationship with ivision's Delivery Leadership to address and resolve sales-delivery challenges

Work closely with Finance team and Sales Senior Directors to drive the annual forecast process to ensure growth in each LOB