Sales Manager

Job Summary:

Sales Manager is responsible for driving revenue growth by developing and managing strategic partnerships with Independent Software Vendors (ISVs). This role involves identifying, qualifying, and closing new business opportunities with ISVs, focusing on integrating their solutions with our data center and cloud infrastructure. The ideal candidate will have a strong understanding of the ISV ecosystem, cloud technologies, and data center solutions, with a proven track record of exceeding sales targets.

Responsibilities:

• ISV Partnership Development: 

  • Identify and target key ISVs that align with our strategic business objectives.

  • Develop and execute a comprehensive partnership strategy to drive revenue growth.

  • Build and maintain strong relationships with key decision-makers at target ISVs.

  • Negotiate and manage partnership agreements, ensuring mutually beneficial outcomes.

• Sales and Business Development: 

  • Generate and qualify leads through proactive outreach and networking.

  • Conduct in-depth needs analysis to understand ISV requirements and propose tailored solutions.

  • Develop and deliver compelling sales presentations and proposals.

  • Close new business deals and achieve or exceed sales targets.

  • Collaborate with internal teams (e.g., solutions architects, marketing) to ensure successful customer onboarding and ongoing support.

• Market Analysis and Competitive Intelligence: 

  • Stay abreast of industry trends, competitive landscape, and emerging technologies.

  • Provide regular reports on market trends, competitor activities, and sales performance.

  • Identify and recommend new product and service opportunities based on market insights.

• Relationship Management: 

  • Act as the primary point of contact for ISV partners, ensuring high levels of satisfaction.

  • Conduct regular business reviews with partners to track progress and identify areas for improvement.

  • Resolve partner issues and escalations in a timely and effective manner.

  • Maintain accurate records within the CRM.

Qualifications:

• Bachelor's degree in Business Administration, Computer Science, or a related field.

• Minimum 4-5 years of experience in sales or business development, preferably in the data center or cloud solutions industry.   

• Proven track record of success in developing and managing ISV partnerships.

• Strong understanding of cloud computing, data center infrastructure, and software development.

• Excellent communication, presentation, and negotiation skills.

• Ability to build and maintain strong relationships with key stakeholders.   

• Strong analytical and problem-solving skills.

• Ability to work independently and as part of a team.

• Proficiency in CRM software (e.g., Salesforce).   

• Understanding of SaaS business models.

Preferred Qualifications:

• Master's degree in Business Administration.

• Experience working with specific ISV market segments (Banking, Fintech, Hospitality, etc).

• Existing network of ISV contacts.

• Technical sales experience.