Area Sales Manager

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The Areas Sales Manager (ASM) will work out of the North East Region (Boston, MA – D.C.) and will report directly to the VP of Sales. The ASM will be responsible for contacting small and midsize businesses to identify, qualify and sell DirectPointe Services. The role of the ASM is very strategic & dynamic in nature – ultimately achieving quarterly & yearly revenue goals while building & maintaining a robust pipeline and forecast for DirectPointe. The ASM will work closely with their assigned Sales Associate (SA) to build and cultivate their assigned territory functioning as a team.

Essential Duties and Responsibilities

• Work with your assigned SA to achieve quota retirement in the assigned DirectPointe Sales Territory
• Outbound sales calls generating Sales Qualified Leads (SQL) - contacting small and midsize businesses to identify sales opportunities for DirectPointe
• Effective in articulating and selling the DirectPointe solution to the SMB (Small & Medium Business) market
• Ability to discuss the benefits of the DirectPointe solution to qualified prospects business and highlight the areas where DirectPointe can likely meets those identified requirements through DirectPointe’s Business Needs Assessment (BNA), Pain/Gain Analysis, Technical Assessment (TA) & Return On Investment (ROI)
• Work constantly with your assigned SA creating Sales Qualified Leads (SQL’s – outbound leads), setting meetings with key contacts, webinars, conference calls with qualified prospects by calling from targeted contact lists based on based on information from newspapers, Tradeshows, Partners & business directories among other sources
• Work with your assigned SA to identify and cultivate relationships with strategic partners, Value Added Resellers (VARs), System Integrators (SI’s), & Managed Service Providers (MSP’s) ultimately driving awareness & revenue in the assigned sales territory for DirectPointe
• Manage & move DirectPointe’s qualified leads ((Marketing Qualified Leads (MQL’s) – Inbound leads & the Sales Qualified Leads-SQL)) through the DirectPointe selling system & playbook
• Identify & facilitate DirectPointe’s involvement in local tradeshows & conferences to drive awareness and attendance to those events
• Develop and implement an effective territory management strategy while building a robust pipeline and forecast
• Identify and prioritize potential prospects based on needs, interests, timeframe and budget
• Coordinate with the Implementation Team to ensure prospects have a clear understanding of DirectPointe’s solutions
• Coordinate with Professional Services and your assigned SA to maximize the use of resources to generate new leads and Opportunities
• Update Salesforce.com daily capturing company & contact information, tracking opportunities to ensure efficiency and effectiveness in our selling efforts, prospecting call activities, conference calls, literature sent, newsletters, proposals and generating weekly activity reports promoting company-wide transparency & tracking
• Submit qualified leads with an overview of the prospects company size, contact information, type of business, current environment, existing pain, areas of interest, and other pertinent information captured in the Salesforce.com
• Keep an accurate log of sales activities & prospect/client contact information using SalesPointe (CRM)
• Constantly striving to achieve sales proficiency and effectiveness ultimately retiring quarterly and yearly quota
• Continue to be a team player while mentoring and managing your assigned SA.

Qualifications

• Experience in working in a high energy / vibrant sales environment doing whatever is necessary to achieve DirectPointe’s revenue goals ultimately retiring quarterly & annual quota
• Team oriented and highly organized with the abilitiy to initiate & undertake individual projects
• Excellent oral and written communication skills
• Highly organized and detailed oriented with excellent time management and prioritization skills
• Ability to thrive in fast-paced, start-up environment.
• Persistent/aggressive, but professional
• Ability and initiative to undertake individual projects as well as work in a team environment
• Internet savvy with good knowledge of Internet space a strong plus
• Good understanding of networking, PC's, servers, and Web infrastructure products

Education and/or Experience

Bachelor's degree in business or related field, or equivalent experience. Seven years high-tech industry experience with extensive successful experience in sales and business development.

Specialized Knowledge or Skills

Basic knowledge of PC operation. Must be able to efficiently use Microsoft Outlook, Microsoft Word, and Microsoft Excel. Must be persistent and professional on the phone and face-to-face with the ability to overcome objections. Professional appearance and presentation.

DirectPointe is an Equal Opportunity/Affirmative Action Employer.

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