Now Hiring - Senior Sales Manager in Monona, WI

POSITION: SENIOR SALES MANAGER

Position Summary:
The Sales Manager (SM) will lead the Adobe software sales and customer success teams to achieve financial and strategic goals, create great customer experiences, and further develop both theDSS/Douglas Stewart and Adobe brands and positive reputation with resellers and education customers. The SM reports to the VP of the DSS business unit and participates in leadership, goal‐setting, and building of DSS corporate culture as a member of the leadership team. The SM will lead a combined team of 10‐20 people including 2 distinct teams – 1) Education Success Managers primarily focused on existing customer success and retention; & 2) Business Development Managers focused on new business. Collaborating with Adobe management and supporting their goals and business requirements are critical aspect of the SM position.

Overview of Essential Duties / Functions:

Execution

• Lead the team to achieve quarterly and annual targets for gross margin, revenue, and active use
• Manage pipeline – track, forecast, identify gaps and mitigation, and communicate sales pipeline vs targets
• Deliver team performance on annual planned initiatives and strategic goals with the evaluation and report of progress
• Assist team to present to customers and win strategic sales opportunities
• Present business results and initiatives to sales team, DSS executive leadership as well as Adobe management
• Develop and communicate vision and expectation levels to team members relating them to DSS and Adobe strategic direction and values
• Assist team in building strategic sales plans for their focus accounts and review progress regularly
• Manage expenses vs budgets for team T&E and training

Planning & training

• Create and implement training plans for the sales team recognizing achievement towards knowledge and competency standards
• Create and deploy and continuously refine the business model for understanding and creating the appropriate customer and product segmentation to achieve business goals
• Determine the individuals in the roles, monitor and constantly improve team performance within the given team structure
• Utilize modern communication tools (web conference calls, online collaboration tools, etc.) regularly and efficiently to maintain strong flow of communication with local and remote team members
• Collaborate with leadership in the annual planning and budget process contributing to the creation of the revenue and gross margin forecast
• Work with leadership on compensation plan design and tracking for the sales team

Partnering

• Create great relationships with Adobe management, staff and strategic customers and reseller partners
• Travel to meet with partners estimated = 10% of total time spent traveling at industry trade shows, customer visits, and Adobe training or business meetings
• Other related duties as assigned.

Major Areas of Accountability:

• Drive pipeline process to achieve sales and revenue goals
• Consistently provide feedback and communication to team members related to individual, team performance.
• Participate in planning.
• Partner with other departments to achieve overall company business goals and objectives.
• Make operating decisions needed to achieve business results.
• Regularly interface with the “market” – customers and resellers to be the voice of the customer to DSS and Adobe.

Education / Experience:

• Sales leadership and senior selling experience within a B2B environment
• Experience with and deep understanding of IT channel partner business model and SAAS software
• Proven ability to motivate and lead teams
• Education industry/customer experience preferred but not required
• Track record of delivering successful business results in a similar role
• Proficiency with communication technology tools (live video web conferencing, online collaboration tools, instant messaging, etc.)
• CRM tools – Salesforce or others
• Ability to manage multiple tasks, set priorities and make informed decisions
• Bachelors degree preferred or equivalent experience
• Excellent verbal and written communication skills
• Demonstrated ability to identify and solve problems

Personal Characteristics:

• Quick learner
• Driven to succeed
• Adaptable
• Team player

Physical Requirements

• This position requires the ability to occasionally move throughout the office to access file cabinets, office equipment, etc.
• Consistently operates a computer and other office equipment
• Must be able to remain in a stationary position 50% of the work‐day
• Ability to travel to tradeshow or customer events

Compensation

• Compensation will be a combination of base salary plus commissions tied to sales targets/quotas.

Job Type: Full-time

Pay: $75,000.00 - $105,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Disability insurance
• Employee assistance program
• Employee discount
• Flexible schedule
• Flexible spending account
• Health insurance
• Life insurance
• Paid time off
• Vision insurance
• Work from home

Schedule:

• 8 hour shift
• Monday to Friday

Supplemental pay types:

• Commission pay

Ability to commute/relocate:

• Monona, WI 53713: Reliably commute or planning to relocate before starting work (Required)

Willingness to travel:

• 25% (Preferred)

Work Location: Hybrid remote in Monona, WI 53713