Regional Sales Manager
Software AG USA - San Francisco, CA

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  • Minimum 5 years selling and account relationship management experience with major account
  • History and track record of achievement of revenue objectives
  • Demonstrated ability to develop sales plan, execute through the sales process and close opportunities.
  • Demonstrated ability to work with accounts' senior management and across functions within customer organizations to gain commitment, obtain resources and achieve desired results
  • BS or BA degree
Qualifications/Necessary Skills
  • Experience & Passion - Successful track record in selling and customer account management for small, medium or large customer accounts; high, demonstrated energy levels, extremely motivated to succeed; accountable for results; able to be alert and adaptable in a very fast-paced environment;
  • Proven track record - Discipline and methodology of building pipeline necessary to achieve quota goals.
  • Attention to Detail - Ability to quickly to document and detail customer procedures, processes, and decision criteria.
  • Focus and Execution - Relentless self-directed focus and execution of the sales and buying process
  • Salesforce Automation - Organize and maintain the details of your sale prospects and pipeline through a system of record.
  • Business Acumen - Superior professional presence and business acumen
  • Communication - Ability to clearly present complex information and concepts through the spoken or written word; read and interpret complex information; talk with customers or clients; listens well.
  • Conflict Management - Ability to use a win-win approach to resolve controversy; stay objective and fair when dealing with sensitive situations; maintain constructive working relationships despite disagreement.
  • Decision Making & Problem Solving - Ability to take action in solving problems while exhibiting judgment and a realistic understanding of issues; able to use reason, even when dealing with emotional topics; review facts and weigh options.
  • Influence and Persuasion - Ability to convince others in both positive and negative circumstances; use tact when expressing ideas or options; present new ideas to authority figures; adapt presentations to suit a particular audience; respond to objections successfully.
  • Integrity - Ability to be tactful, maintain company and customer confidences, and foster an ethical work environment; practice corporate and personal integrity on the highest level
  • Teamwork - Ability to effectively work independently or in a team environment; display enthusiasm and promote a productive group working environment; work closely with other departments as necessary' support group decisions and solicit options from coworkers.
  • Negotiating - Ability to obtain agreement from multiple parties; earn trust while working out a deal; use good timing and carefully calculated strategies when bargaining; communicate high value of services; identify hidden agendas that might interfere with resolution of terms.
  • Planning, Prioritizing & Goal Setting - Ability to prepare for emerging customer needs / process; manage and prioritize multiple customer opportunities; determine priority in a meaningful and practical way; use detailed data to guide actions and create sales action plans; organize and schedule customers, prospects, teammates and tasks.
  • Relationship Management - Ability to develop rapport with others and recognize their concerns and feelings; build and maintain long-term associations based on trust; help others.
Job Description:
Software AG is seeking a Regional Sales Manager responsible for providing leadership to the sales and account management processes and growing Terracotta's revenues associated with the full breadth of Terracotta products / solutions for the Los Angeles or San Francisco, CA areas. The job represents a balanced customer relationship management effort involving sales/account management skills, product knowledge/problem-solving/solution skills, and direction of other Terracotta specialized resources assigned to the account(s).

Key Accountabilities
  • Maintain high activity and focus around prospecting, developing a territory and driving sales process
  • Find, manage, grow and close revenue opportunities; grow installed customer account share
  • Understand customer business and service requirements in order to develop "tailored" Terracotta solutions and offerings
  • Introduce client to new products that match business needs
  • Successfully establish the customer account as a positive Reference Account
Major Duties and Responsibilities
  • Develop business plan for territory / accounts to meet or exceed sales, marketing and customer satisfaction objectives
  • Directs tactical implementation of business plan to meet objectives
  • Interfaces and directs sales, product and operations strategies; ensures customer expectations are exceeded; develops business plan that fits continually changing customer needs
  • Manages interface between the customer account and Terracotta (including product specialists, channels and corporate functions) for effective implementation of the business plan
  • Interfaces with key customer executives in a professional, mutually beneficial partnership