Sales Manager - Altium 365

About the Opportunity:

The New Initiatives Sales Manager, A365 is a foundational role on the team that is ensuring A365 continued growth. In this role, you will drive strategic initiatives for Altium by effectively positioning new products on our Cloud Platform by targeting a set of prospective and existing accounts. Success in this role requires a consultative approach to deeply understanding our customers' challenges and goals. Ultimately you will be responsible for a team of sellers who are identifying and selling the solution packages that help our customers reach their business objectives and blaze new trails within their organizations. You play a critical part in our Cloud go-to-market strategy as a leader in the A365 Sales Organization.

A day in the life of our Sales Manager, A365

• The scope of this position is to manage, control and assure profitability of Sales for Altium 365.
• This includes the direct supervision, development and training of the direct account managers/business development representatives within A365, as well as responsibility for managing key accounts with our channel partners, problem account management, coordinated order bookings, expenses and customer satisfaction.
• Successful Candidates will display a strong people leadership track record, to include leading within a matrixed environment with the ability to inspire, influence, and lead others
• Ability to articulate sales strategy and influence stakeholders as an expert in order to gain buy-in and generate win-win solutions
• Drive the sales planning process: establish and administer sales targets and objectives, provide bookings forecasts and ensure the attainment of cost budgets
• Process oriented, develops data-based strategies, and uses metrics to drive performance improvement/accountability
• Support the sales team by visiting customers regularly to promote strategic relationships and to identify new business opportunities.
• Manage pricing within territory to control profitability, experience in negotiation
• Lead team to produce profitable sales at or above the commitments in the business plan
• Coach team to identify and prioritizes new client opportunities, develops and implements solutions and growth strategies
• Coach the team to independently close deals, bring expertise in at the right time, and share best practices
• Manage strategic direction for the territory; Develop sales strategies to meet plan and expand business within assigned territory; maintain pipeline of opportunities to meet or exceed sales objectives
• Aligns activities within territory to expand relationships with other business partners (i.e. channel partner, corporate accounts, regional marketing, key accounts, product, engineering teams)
• Maintain awareness of competitor and industry activity and keep informed of new products/services of interest to customers incorporating this data in the business plan; Introduce new products and services
• Assess the existing sales organization and determine the optimal organizational design, strategic direction and tactical implementation necessary to meet the revenue and growth goals
• Focus on team development, building a talent pipeline, and commercial skills training
• Always represent A365 positively throughout customer visits

Who you are and what you’ll need for this position:

• 5+ years of direct sales experience, preferably in new customer acquisition and enterprise/strategic sales
• 5+ years working with customers to support a technical product/service
• Bachelor’s Degree in business or communications or technical field
• Experience building long-term and successful customer relationships by demonstrating empathy, active listening, and resiliency skills
• Significant technical knowledge of design software or related technology
• Ability to synthesize multiple unique requirements and suggest smart solutions, products, or features
• Track record of demonstrating sound business judgment, evaluating alternatives, and making recommendations that were adopted and ultimately successful
• Ability to negotiate successfully
• Excellent written and verbal communication skills, including ability to craft and present professional presentations at all levels
• Strong interpersonal, oral, and written communication, and presentation skills
• Computer proficiency in MS Office and the internet, SalesForce
• Organizational agility, ability to manage multiple tasks and meet deadlines
• Proven commercial excellence working in matrix environment
• Ability to travel to customer locations up to 70% including overnight travel
• Demonstrates the Altium’s values
• Fluency in English and German

Benefits:

• 🌅 Pension Benefit
• 🧘 Calm App, mental health and wellbeing support
• 📚 Professional development support
• 🏖 Vacation days + paid sick days
• 🫂 Special Leave for urgent family matters
• 🖥 Home internet allowance
• 🏡 Flexible working arrangements available based on role and location
• 🚌 Low-cost public transportation
• 🥪 Free fruit, snacks and drinks
• 🚗 Free parking