Regional Sales Manager, Account Management - Enterprise

As a Regional Sales Manager at Motive, your primary responsibilities include overseeing a team of Account Managers, achieving monthly and quarterly quota targets, and ensuring the efficient execution of the sales process. You'll interview and hire talent, coach team members, and forecast performance accurately. Identifying areas for improvement and collaborating with different teams will also be key aspects of your role.

Motive requires candidates for the Regional Sales Manager position to have a minimum of 5 years of frontline sales management experience, particularly in managing Account Executives or Account Managers within software or software/hardware sales. A deep understanding of sales cycles, experience with Salesforce or similar CRM tools for sales acceleration, and a proven track record in meeting sales targets are essential.

In the role of Regional Sales Manager at Motive, you will guide your Account Managers through a comprehensive sales process that often includes achieving technical wins, involving hardware and software evaluations with customers. You'll work closely with Sales Engineers to provide technical expertise, ensuring a smooth path to securing customer growth and managing renewals effectively.

An ideal Regional Sales Manager at Motive exhibits strong leadership skills, a competitive mindset, and a willingness to learn and embrace continuous improvement. You should be adept in identifying sales opportunities, have a keen understanding of business metrics, and focus your team’s efforts on achieving significant results while ensuring high customer engagement.

At Motive, the Enterprise sales organization is structured to promote collaboration and efficiency, with a typical ratio of five to six Account Managers reporting to each Regional Sales Manager. This provides a supportive environment where every manager can effectively manage customer relationships while promoting a high level of performance across the team.

Absolutely! I focus on providing consistent coaching and support, setting clear performance metrics, and creating a culture of accountability. I encourage open communication and regularly seek feedback to ensure that each team member feels empowered and has the resources they need to succeed.

To consistently meet sales quotas, I employ data-driven strategies, focusing on forecasting, analyzing past performance, and identifying trends. I also prioritize building strong customer relationships and ensuring that our offerings align closely with their needs, which helps secure additional business and renewals.

I believe in addressing conflicts head-on through open dialogue. I create an environment where team members feel safe to express their concerns, and we collaboratively find a resolution. Ensuring that all voices are heard helps maintain a positive team dynamic.

I prioritize by assessing which tasks will have the most significant impact on achieving our sales goals. I use a combination of strategic planning and daily check-ins with my Account Managers to ensure we remain on track, while also allowing flexibility for urgent tasks that may arise.

I have extensive experience using Salesforce and similar CRM tools for forecasting. I utilize these tools not only for tracking our pipeline and performance metrics but also for analyzing customer engagement and identifying opportunities for upselling.

Motivation comes from understanding individual team members’ strengths and aspirations. I set clear, achievable targets and celebrate both individual and team successes. I also provide professional development opportunities, creating a culture of growth and achievement.

Collaboration is crucial in my strategy. I encourage cross-functional teamwork by involving Sales Engineers, Marketing, and Customer Success teams in the sales process. This ensures we present a unified approach to our customers and can leverage various expertise throughout the sales cycle.

In my previous role, I navigated a complex sales process involving multiple stakeholders by keeping communication channels open and ensuring each party's needs were addressed. I led thorough workshops to educate stakeholders on our solution’s value, which ultimately advanced the sale.

I stay informed through regular networking, attending industry conferences, and engaging in professional groups. I also actively follow industry publications and market analysis to understand emerging trends and adopt best practices for our sales approach.

The most significant metrics for a Regional Sales Manager include quota attainment, customer retention rates, customer satisfaction scores, and team performance metrics. Tracking these helps gauge both individual contributions and overall team health.