Manager, Sales - Moveworks

ServiceNow

3d•Remote

About The Position

Moveworks’ Sales team works with a best-of-breed product that solves real problems for our customers. Sellers follow a well-defined methodology that helps them identify the customer's unique needs and clearly convey the value of the Moveworks platform. Whether you're looking to learn from the best or be the best, the Moveworks sales team is dedicated to furthering personal development and team success. We are searching for an experienced Manager of Sales to help grow our team. Reporting to the Sr Manager of Federal Sales, you'll be responsible for working with your team of 4+ Solution Sales Account Executives providing feedback, coaching and training to ensure quota attainment and overall account development. Your responsibilities include recruiting, team enablement, regional forecast management, customer engagement, territory balancing while contributing to new customer logo acquisition efforts. Prospect and sell into defined set of accounts within your respective region and vertical Consistently build strong pipeline quarter over quarter Ensure high forecasting accuracy and consistency Consistently achieve quarterly and annual numbers Develop a deep comprehension of customer's business across your account base Establish loyal champion relationships within account targets who can navigate, guide, and refer opportunities Negotiate favorable deals and business terms with large State, Local, and Public sector enterprises by selling value and ROI Partner with existing customers to drive adoption and expanded reach within your assigned territory.

Requirements

A sales leader with 3-5 years of 1st line management combined with 5+ years of hands-on closing complex software deals
Driven and have met/exceeded direct sales goals of $5-10M+ and leading teams consistently closing average deal sizes of $150-500K while continuing to close $MM deals
You are a constant Recruiter! Moveworks hires “company builders” and, in this role, you will be asked to be on the lookout for the best talent to bring onboard to help us continue to build one of the best companies in the world
Experienced in working for an innovative tech company (SaaS, IT infrastructure or similar preferred) selling ‘unbudgeted’ software without a big brand name.
Familiarity with the challenger sale or MEDDIC approach
President’s Club, top rep, top percentile performer, consistent YoY overachievement
Systematic approach to encouraging Pipeline Generation that ensures both consistent pipeline growth week over week and strong messaging contained in actual emails/calls.
NBM Prep & Execution - Ability to walk into NBMs with a perspective, position Moveworks and our differentiation, and schedule next steps
Building Champions / Navigating Personas - Developing champions effectively in each sales cycle and getting multi-threaded within accounts
Technical Validation - Leverages CDD & SDW to uncover their required capabilities and ties them back to business pain
Adherence to Deal Hygiene (Mutual Action Plans / SFDC)
Ability to demonstrate strong acumen around value selling methodology (MEDDPIC, Force Management, Challenger etc..)
President’s Club, top rep, top percentile performer, consistent YoY overachievement
Systematic approach to Pipeline Generation
Ability to drive C-level relationships
Well versed in developing strong Business Cases for justification of ‘net new’ spend
Deal Hygiene (Mutual Action Plans / SFDC)
A sales leader with 3-5 years of 1st line management combined with 5+ years of hands-on closing complex software deals (mix of field selling within mid-market and enterprise)

Responsibilities

Prospect and sell into defined set of accounts within your respective region and vertical
Consistently build strong pipeline quarter over quarter
Ensure high forecasting accuracy and consistency
Consistently achieve quarterly and annual numbers
Develop a deep comprehension of customer's business across your account base
Establish loyal champion relationships within account targets who can navigate, guide, and refer opportunities
Negotiate favorable deals and business terms with large State, Local, and Public sector enterprises by selling value and ROI
Partner with existing customers to drive adoption and expanded reach within your assigned territory.
Working with your team of 4+ Solution Sales Account Executives providing feedback, coaching and training to ensure quota attainment and overall account development
Recruiting
Team enablement
Regional forecast management
Customer engagement
Territory balancing
Contributing to new customer logo acquisition efforts