Description:

The Manager of Sales role, reporting to the President of CertNexus, is to develop and execute core business strategies in order to facilitate new business development, existing account management and overall sales performance for North America. In this role, you will be expected to:

• Develop sales strategy and engage in tactical implementation to drive revenue growth and customer satisfaction
• Manage team and directly develop new business, including management of accounts, to ensure the growth and progress of the company
• Oversee the process of training and retaining employees

Responsibilities

Strategy

• Develop and execute sales strategies
• Review and optimize sales tactics

Sales Leadership

• Managing the performance and activities of the North America sales team
• Seeking out and directing new customers and sales opportunities, initiating action plan to advance and procure new business for the company. Demonstrate a ‘hunter’ mentality.

• Develop and execute account strategies and plans to expand revenue opportunities within existing accounts
• Participate in regular customer reviews (in conjunction with others) to report customer successes and impact
• Conducting analysis in order to manage performance levels of sales against market developments and corporate objectives
• Integrating and aligning sales plans with available processes, IT systems, talent and other areas in order to increase the capability and success of sales force
• Creating training and development programs

• Develop and maintain a solid network of contacts within partners, sales teams, and clients

• Grow industry, market and customer knowledge to develop an in-depth understanding of business drivers, issues and opportunities
• Achieve annual revenue targets

Personnel Management

• Provide support for successful performance
• Facilitate training and career development

  Requirements/Qualifications:

General:

• Degree preferred or equivalent experience
• At least 5 years’ sales experience in training or technology industries
• Successes in leading new business development plus expansion of existing accounts
• Prior marketing experience is a plus

Knowledge:

• Broad knowledge of relevant industries
• Extensive knowledge of sales methodologies, engagement tactics, and use of CRM
• Good understanding of financial management principles
• Good understanding of key principles of contract management

Skills:

• Excellent communication, presentation and interpersonal skills
• Excellent negotiation and sales skills
• Excellent relationship building skills
• Advanced decision making and problem solving skills
• Leadership ability, entrepreneurial attitude and a good team player
• Able to work under pressure and autonomous

• Other Skills: Analytical, confident, flexible, goal oriented, and well organized
• Technical Skills: Power User PC skills including daily use of Internet, Word, Excel, PPT, CRM and other supporting technologies.
• Travel: Approximately one-third of time will be spent at customer sites or conferences

Salary & Compensation: Base + Commissions + Benefits

Experience Required: 5+ Years

Education Required: Degree Preferred

Job Type: Employee

Job Status: Full Time

Location: Rochester, NY

The Account Executive role is sales role, focused on developing new business within the defined territory. In this role, you will be expected to:

• Develop new business both through partner programs and direct sales
• Manage and expand current customer relationships
• Demonstrate a thorough understanding of business issues and industry trends facing prospect and customer organizations

Responsibilities

Business Development

• Develop new business opportunities within accounts by actively engaging in prospecting activities. Demonstrate a ‘hunter’ mentality
• Develop and execute account strategies and plans to expand revenue opportunities within existing accounts
• Engage prospects and customers using all methods of communication, including phone, face-to-face meetings, virtual and social selling platforms
• Conduct regular customer reviews (in conjunction with others) to report customer successes and impact
• Utilize your industry, market and customer knowledge to develop an in-depth understanding of the customer’s business drivers, issues and opportunities

• Develop and maintain a solid network of contacts within the account and territory
• Responsible for the overall satisfaction and profitability of each client account

• Prepare and submit accurate sales forecasts

• Meet and exceed revenue/quota goals

Develop your skills and knowledge-base

• Integrate new skills and knowledge into daily sales activities
• Stay up-to-date on industry trends/developments
• Become a credible resource for our partners and customers

• Demonstrate strong business acumen
• Communicate clearly and compellingly with customers and internal team members
• Adhere to internal reporting and company procedures
• Be an independent worker who takes initiative to make things happen

 Requirements/Qualifications:

• Degree preferred or equivalent experience
• At least 2 years’ experience selling IT or training services
• Successes in selling to new prospects as well as expansion of existing accounts
• Track record of consistent quota attainment/over-achievement

• Professional Skills: Time management, listening and interpersonal skills. Accountability. Independent, flexible, confident, well organized. Focused and works well under pressure. Demonstrates sound business judgment. Dialogues with senior leaders. Solutions oriented.
• Technical Skills: Accurate forecasting. Develops strong pipeline. Ability to present effectively. Strong professional presence. Strong PC skills (internet, Word, Excel, Salesforce.com or like CRM).

Salary & Compensation: Base + Commissions + Benefits

Experience Required: 2+ Years

Education Required: Degree Preferred

Job Type: Employee

Job Status: Full Time

Location: Rochester, NY