Senior Sales Manager

POSITION OVERVIEW

At PointCentral, we create innovative technology that makes life easier for residential rental property managers and the people living, working, and visiting their communities. We are enabling a world where property managers can spend their time focusing on the people that make their communities thrive rather than routine administrative, operational, and maintenance tasks while a providing residents and guests access to secure, convenient, and resource-conserving smart home solutions.

To help fuel our growth, we are seeking an experienced, ambitious Sr. Sales Manager to join our team to drive sales opportunities, further refine the sales strategy and optimize sales operations, and manage a lean but growing sales team.

As a venture business of Alarm.com, you will get the benefit of access to a range of services, while being able to chart an entrepreneurial path within a rapidly growing, small company. We offer a friendly, ego-free culture with smart and eager team members who are committed to delivering an outstanding customer experience.

Responsibilities 

• Lead a lean but growing sales team, including managing both inside and outside sales team members; maximize sales team success by motivating and developing sales team members.
• Optimize sales operations by refining sales process and tooling to create an organized, repeatable sales process; Plan and execute in all stages of the sales cycle -- from prospecting to closing.
• Drive sales opportunities and partnerships of all sizes, with ability to close on both small / mid-sized opportunities (higher volume, short sales cycles) as well as enterprise level sales (complex, long cycles with multiples sales touches).
• Willingness to jump into strategic sales opportunities and be effective in moving deals through the sales funnel.
• Achieve optimal margins by following disciplined pricing guidelines – but work creatively to structure deals with win-win economics with organizational value creation in mind.
• Utilize detailed KPIs and regular sales reporting to measure and optimize performance (including sales team, backlog, and pipeline metrics).
• Utilizes the Company's CRM system to ensure prospect and customer data is entered and maintained for up-to-date status of pipeline development and business development activities etc.
• Provide hands-on coaching to ensure high quality communications (e.g., timely, professional, and accurate), enhance solution knowledge, and improve objection handling to exceed growth targets.
• Capture and deliver high quality market feedback and voice of customer information that improves collaboration with product organization and prioritization of development needs in a quantifiable manner.
• Other duties as assigned. 

Requirements

· Leadership Capabilities:

• Willingness to “roll up your sleeves” – Hands on leader.
• Sales hunter mentality with a competitive spirit – ability to motivate others.
• Exceptionally strong written and verbal communication skills
• Relentless follow through, and assertive sales management
• Effective negotiator
• Extraordinary client focus, attention to detail and presentation skills

· Job Specific Capabilities:

• 5+ years of full cycle sales management experience, ideally having sold SaaS / technology solutions with complex sales cycles.
• Bachelor’s Degree Required – MBA Preferred
• Track record of reliably producing results, exceeding budgets, and driving sales growth in a B2B, or B2B2C business (specifically SaaS sales with both consumer and employee end users)
• Strongly preferred but not required: Background in IoT, smart home, property management, and /or real estate vertical.
• Proficiency in Excel, CRM tools (preferably Salesforce), and other sales productivity/engagement (e.g., Outreach, Chorus, etc.)
• High comfort and aptitude with data reporting and analysis
• Experience in hiring, training, and retaining sales team members.

 

Why Work for PointCentral?

• Collaborate with outstanding people: We hire only the best. Our standards are high and our employees enjoy working alongside other high achievers.
• Make an immediate impact: New employees can expect to be given real responsibility for bringing new technologies to the marketplace. You are empowered to perform as soon as you join the PointCentral team!
• Gain well rounded experience: PointCentral offers a diverse and dynamic environment where you will get the chance to work directly with executives and develop expertise across multiple areas of the business.
• Work with the latest technologies: You’ll gain exposure to a broad spectrum of IoT, SaaS and M2M technologies including wireless communication, video monitoring, smart home automat