Account Sales Manager - HR & Payroll at Sage

Job Description    
The purpose of this position is to focus on Sales Account Management within Sage, focused on the South Africa region, ensuring not only exceptional service to these customers and partner, but also maximise Sage’s market share. Responsible for defining and driving revenue within the Sage HR & Payroll regional domain. Achieve the prescribed sales quota for the Sage HR & Payroll suite of products.

This will be achieved through diligent and disciplined compliance to the regional sales strategy, NCA strategy, customer for life management strategy and supported by the regional marketing strategy. Proactively develop your sales pipeline to support achievement of the quota by effectively developing, maintaining, and managing your individual sales pipeline.
Key Responsibilities    

• Meet Sage HR & Payroll sales quota on a monthly, quarterly, and annual basis by executing the prescribed sales and marketing business development strategy.
•  New Customer Acquisition (NCA) – Identify and maintain accounts to be targeted by working with the Sales director to execute a focused Sage HR & Payroll NCA sales strategy towards ACV revenue contribution
•  Manage partner opportunities from inception to completion in line with the NCA accounts strategy. Support the Business Partners as requested in executing sales and marketing activities relative to revenue generating activities.
•  Arrange and attend site visits to meet with existing and new potential customers in line with the sales strategy Ensure that leads are converted into QSO’s by adhering to the enterprise  sales methodology and applying product/process knowledge to meet customer needs.
•  Ensure that a comprehensive cost-benefit and needs analysis of the prospect is completed and professionally presented, utilizing the available toolsets and Sage collateral.
•  Ensure that all relevant information on the business requirement and cost analysis is translated into a customer specific demonstration of the solution that is consistently communicated through to the proposal/business case
•  Manage the delivery of the demo by either demonstrating the solution or using the pre-sales demo team to ensure all pre-defined business
•  Advising on changes and trends in the marketplace and competitor activities.
•  Consistent reaching out to existing customers and ensure long-term relationships with Sage.
•  Proactively and effectively manage each qualified sales opportunity in
• Salesforce by ensuring that all strategic documents, information, key people, and close plans are succinctly articulated and made transparent throughout the sales life cycle until completed.
•  Ensure that forecasts are accurate and reflective of the current status.
• Updates are required on a weekly, monthly, and quarterly basis with daily evisions to key information
•  Demonstrate time management maturity be managing your diary to organise and prioritise daily and weekly goals.
•  Frequent representation at events, road shows, trade fares, end user events, partner events and sales calls etc. are required
•  Support and promote Sage through active participation on social media – LinkedIn, Twitter, Chatter etc.
•  Proactively upward manage risks and concerns to the Regional Sales Director

Skills, know-how and experience:
Must have:

•  Skill in building relationships and collaborating across functional areas and with management to ensure objectives are met.
•  Previous Sales experience in HR and Payroll or ERP with Senior management or CXO engagement
•  Self-starter and independent thinker with the aptitude to work while having the clear understanding of driving results.
•  Proven track record in developing or contributing to short, medium, and long-term plans to achieve strategic objectives, monitoring those plans and adjusting as needed.
•  Continues interaction and relationship building with Business Partners.
• A team player with ability to share knowledge.
•  Able to influence thinking and gain acceptance and negotiate difficult matters to influence policy.
•  Excellent listening, communication, and presentation skills with the ability to creatively sell to all decision-making levels.
•  Continuously abreast of current trends, economic conditions as well as customer specific data and the ability to articulate this to a Senior customer audience

Technical / professional qualifications:

•  Bachelor’s Degree would be an added benefit
•  Suitable Tertiary qualification
•  5+ years of B2B sales or business development experience, preferably in
• the Payroll and Accounting industry