Senior Enterprise Sales Manager

Veracity is a consulting company that delivers digital workflows that matter. We are one of ServiceNow’s largest and fastest growing Elite services partners in the APAC region, and due to our rapid growth, we need a great sales leader to join us as an Senior Enterprise Sales Manager.

 As a Senior Enterprise Sales Manager, you will play a critical role in growing revenue for Veracity’s ServiceNow Business Unit through new business development, territory development, close relationships with internal client development professionals and referral partners, and by expanding client relationships. In keeping with our entrepreneurial culture, you wake up ready to win and have a knack for building strong, sustainable business relationships. You are an ambassador for our challenger brand, a self-starting hunter eager to create your path and innovate with your teammates to achieve key business objectives. A history of successfully selling services for SaaS platforms is essential, while a background in or understanding of ServiceNow will be a strong advantage, as a key part of your role is to be the trusted advisor for customers to gain the most business value from the ServiceNow platform. We deliver true enterprise value, you will need to be comfortable calling on a range of senior stakeholders, especially IT, Finance, Risk, HR and customer service. You have a solution selling or customer-centric selling background, with excellent written and verbal communication and influence skills, a history of exceeding sales targets, and a hunger to grow.

We deliver true enterprise value, so while you are probably most comfortable calling on IT, you will need to rapidly become comfortable calling on a range of senior stakeholders, especially finance, HR and customer service. You have a solution selling or customer-centric selling background, with excellent written and verbal communication and influence skills, a history or exceeding sales targets, and a hunger to grow. You will be given direction on where you are going, not micro-management so you need to be comfortable with being a self-starter.

We Hire for Culture First:
Our people are global go-getters, we look to the long term, we solve for the customer, and we value open, honest, early communication.   We believe we don’t exist without exceptional people, so we respect and value them. We pay fair base and at-risk components based on experience and the market.Other companies give you a job. We give you opportunity.
Veracity is focused on building a people-focused organization with a long-term culture of excellence. We work hard, we have fun, we innovate and grow talent.

Requirements

Your responsibilities will include: 

• Proactively and consistently build pipeline to meet or exceed your sales targets on a quarterly basis
  
• Strong preference for candidates with experience in Australian Federal Government sales (familiarity with government procurement cycles, tendering process, panels, and compliance).
  
• Demonstrated ability to build and manage C-level relationships within large organizations and federal accounts.
  
• Excellent track record of meeting or exceeding sales targets in a B2B or government environment
  
• Develop and maintain effective relationships and communicate effectively with RGP and Veracity reps and key referral partners, to drive account penetration and sales growth.
  
• Conduct account planning and proactively seeks to bring innovative ideas and approaches to the client strategy.
  
• Initiate and attend a high volume of Consulting-related new business meetings per month.
  
• Engage in prospecting activities including participation in networking groups and professional organizations, direct email and phone outreach, and cross-selling existing relationships to generate sufficient leads.
  
• Leverage Consultant and employee networks into new relationships.
  
• Partner with subject matter experts and Practice Leaders throughout the sales process to shorten the sales cycle and effectively increase new business wins.
  
• Partner with subject matter experts and Practice Leaders on pitch material, proposals, meeting agendas and follow-up.
  
• Assist with successful project launch including attending project kick-off meetings and keeping in touch with clients to ensure satisfactory product delivery.
  
• Utilize CRM (Salesforce) to track and report activities and pipeline.
  
• Participate in the team’s “Net New” initiatives, such as market visibility events and related internal projects.
  
• Develop and maintain in-depth knowledge of products and services the Practice offers, industry trends, and competition.
  
• Utilize existing sales and marketing collateral to prepare for new business presentations.
  
• Manage a pipeline, executes, and delivers against established KPIs and performance metrics.
  
• Attend regular sales and staff meetings
  

Your skills and competencies need to include: 

• Minimum 4 years field sales experience preferably in services for software or technology, focused on larger accounts (which depending on territory assignment may include well known brand name customers)
  
• A solid understanding of SaaS concepts
  
• Be comfortable discussing the business outcomes of technology with customers
  
• Demonstrate effectiveness through weekly reports to track leading indicators and results
  
• Be able to operate successfully in a rapidly changing and less defined environment.
  
• Outstanding time management and organizational skills.
  
• Demonstrated ability to be proactive and take the initiative to get things done
  
• Ability to manage multiple tasks at once (flexible and self-sufficient)
  
• Positive attitude, wiling to learn, self-motivated and persistent