Account Team Unit Sales Leader

## About the role - Guides teams to leverage storytelling strategies and create and/or identify opportunities to drive sales. - Manages the development and the delivery of value-proposition presentations and specialized business plans. - Manages and provides direction to their team on how to efficiently orchestrate resources between different sales and specialized roles. - Ensures teams excel in key business processes such as territory management, account management, pipeline generation, pipeline management and overall business disciplines. ## People Management - Respected leader with the ability to attract, retain, and develop the best resources in the field. - Inspire and foster a culture of customer-centricity, sales and consumption, adoption and use through collaboration with peers and extended teams. - Managers deliver success through empowerment and accountability by modeling, coaching, and caring. - Ensures high standards across teams for customer relationships. - Coordinates resources across teams to execute territory plans. - Ensures future-focused orientation for pipeline coverage. - Ensures clarity of roles and responsibilities and held accountable accordingly. - Ensures voice of team is heard so right partners are available. - Ensures team has had AI and cloud conversations and aligns deal execution accordingly. - Ensures teams are abiding by compliance requirements. - Provides guidance to team on how to have hard conversations, navigate employment law, support diversity and inclusion initiatives, and how to motivate/coach someone's behavioral changes. - Shares best practices across teams. - Develops and implements plan to build and maintain product and solution expertise. - Ensures team has time to dedicate to training and development. - Holds self and team accountable for creating and executing personal development plan. - Completes required and recommended training and certifications in a timely manner. - Creates an environment where best practices are shared by the team in self-sustaining fashion. - Drives Technical Skills Initiative (TSI) for the team. - Develops and maintains own skillset to enhance self and team performance. - Leads from the front. - Ability to develop sales and business strategy options, while also being able to successfully execute plans and build strong relationships. - Ability to overcome and work around problems that are inevitable in rapidly growing businesses - positive approach to problem solving, learning, and development. ## Requirements - Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 8+ years sales and negotiation experience or related work experience OR 10+ years sales and negotiation experience OR equivalent experience. - 5+ years people management experience. - 15+ years software industry sales and negotiation experience with year-over-year growth OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 12+ years sales and negotiation experience or related work or internship experience with year-over-year growth OR Master's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 10+ years sales and negotiation experience or related work. - 7+ years people management experience. - Experience in complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Challenger, Holden, Krauthammer, etc.), extensive presentation skills, effective marketing tactics, negotiation, financial analysis. - Line of Business applications sales experience, business process consulting or automation, CRM, Employee Performance Management (systems and processes). ## Purposeful Planner & Executor - Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met. ## Disciplined Operator - Maintains excellence in pipeline generation, management, forecasting and driving integrated territory and budget achievement planning.