THE ROLE Responsible for setting and executing the company’s strategy for the Alpen Region. The Country/Sales Manager leads the sales team (AE’s and SAE’s) with regard to the sales objectives, sets and drives channels strategy with the PAM team, and overlooks all activities with SE, Marketing, services, PR, VAE, and other in country supporting teams.
Reporting to: Vice President DACHStakeholders: SAE’s, AE’s, VAE’s, SE’s, Strategic/Regional PAMs, DPAM, Service Sales and defined Channel Partners
ROLE RESPONSIBILITIES
- Execute the GTM plan coverage model in the Country/Subregion, aligned with the Region plans defined by the Region’s VP.
- Orchestration of business activities in the Country/Subregion and the fulfillment of the agreed sales target, as well as the implementation of quantitative goals and strategic objectives for the Country.
- Supporting the assigned SAE’s and AE’s, while making efficient use of the SE, PAM, support, marketing, PR, VAE, etc resources available
- Set up channel strategy together for the country/sub-region with the PAM team and drive execution.
- Guide and Support the local account teams in the Acquisition of new potential key accounts out of a assigned list of prospects. 90/10 effectivity between named Strategic Accounts and Identify / approach new potential strategic customers.
- Intensive support of customer relationships with the existing Account base and channel partners to expand (cross-sell) business over the whole Extreme portfolio
- Regular planning, documentation and coordination of activities to achieve personal qualitative and quantitative goals with the Sales Leadership
- Weekly checking of all sales opportunity lists for completeness and correctness, monitoring and ensuring the resulting weekly quarterly forecast figures, as well as regular participation in the forecast meetings. Daily update of the company's internal calendar and CRM tool and preparation of visit reports on the activities carried out with regard to customer visits, time spent with the customer, expected business potential, potential new customers.
- Monitor and report sales performance metrics on a weekly basis, separate Account Planning module should be added within SFDC for track and trace capabilities by Account Team and Management.
- Present in an effective way internal business cases related to Strategic Accounts with senior Management audience.
- Orchestrate the team of internal stakeholder (VAE, SE, Service Sales) with the development of Account strategy. Identify, validate and drive new opportunities, map client structure, processes and contacts, develop action plan, establish strong and long-term relationships, identify obstacles and /or advantages to allow strengthening of relationship and expansion into all overlapping service area