Senior Sales Manager – Cloud ERP, AI Experienced

Stellenbeschreibung:

Lead Management & Qualification
Take ownership of and qualify Marketing Qualified Leads (MQLs) — evaluate using MEDDPICC criteria
Handle SDR-generated warm leads with high conversion potential
Document all qualification insights in the CRM to continuously improve lead quality
Active Lead Generation (Self-Sourcing)
Independently prospect within the consulting industry via LinkedIn, phone and direct outreach
Build and maintain a strategic prospect list
Use Lemlist or similar tools for email sequencing and lead automation
Participate in industry events and networking activities for direct lead generation
Sales Execution & Closing
Conduct discovery calls and product demos (with presales support for complex use cases)
Prepare tailored proposals and negotiate contracts
Manage the entire sales cycle from MQL/lead to contract signature
Consistently update the CRM with deal progress and customer feedback
Adhere to sales processes (stage gates, forecast accuracy, CRM discipline)
Pipeline & Forecast Accountability
Build and manage a robust pipeline with 4x coverage
Weekly pipeline reviews with the team and the segment lead
Provide realistic forecasts and categorize pipeline based on risk
Collaboration & Scaling
Provide feedback to SDRs and marketing on lead quality and topics for continuous improvement
Support presales on technical questions and product-demo refinement
Participate in team coaching and demo-excellence sessions

Requirements

Minimum 5 years of sales experience with B2B software (preferably commercial/financial software)
Experience in complex, large-scale customer negotiations
Knowledge of financial/commercial processes in consulting firms, IT service providers or software vendors
Traits of an ambitious team player
Enjoys continuous knowledge sharing in a dynamic environment
Degree in Business Administration, Business Informatics or a comparable vocational qualification

Core Competencies

Demonstrates expertise in lead management and qualification, utilizing MEDDPICC criteria to evaluate Marketing Qualified Leads. Proficient in sales execution, pipeline management, and CRM discipline, with a strong focus on B2B software sales and customer negotiations.