Sales Manager / Business Development Manager
Are you passionate about IT? Do you appreciate how technology can unlock a business's true potential? Do you love networking, discovering new business opportunities, and seeing them through to completion? Do you have experience building a growth engine and managing a sales team?
We are seeking a Sales Manager to lead our sales team. The ideal candidate will be a true hunter who enjoys making connections, participating in industry events, and leveraging innovative methods to build a book of business. You should have a robust understanding of IT trends, experience selling technology services, and a proven track record of exceeding sales goals. If you are an experienced sales manager looking for a hybrid role in management and technology services sales in the Houston area, and you are driven by a passion for achievement, you might be the perfect fit for this position.
Who We Are:
Uprite Services is an award-winning, trusted technology partner, providing managed IT, cybersecurity, cloud, and managed phone solutions to Texas SMB businesses. Our exceptional team thrives within a high-performance culture. These 28 principles describe the daily behaviors that define our culture - We call it The Uprite Way ... (https://www.uprite.com/uprite-way/).
To learn more about our company, visit https://www.uprite.com/.
Position Description:
The Sales Manager / Business Development Manager (SM/BDM) is a hybrid position with both sales management and individual contributor responsibilities.
As Sales Manager, they are responsible for the overall success of Uprite’s growth team, which comprises lead generation, prospect qualification and discovery, and monthly recurring revenue (MRR) from new clients. The Sales Manager will manage the day to day operations of lead identification, SDR lead generation, and BDM opportunity (deal) management.
As a BDM, they are responsible for new client acquisition of companies that do not have their own internal IT staff or seek a partner to co-manage their IT with internal IT staff, for their territory. The BDM guides prospects through Uprite’s business technology alignment process, our approach for qualifying, assessing, and proposing managed IT services. As BDM, they will generate leads through networking and cold outreach methods in addition to managing inbound leads generated by Uprite. The Business Development Manager is expected to meet or exceed targets for sales activity and monthly recurring revenue (MRR) from new clients.
The SM/BDM must represent Uprite with the level of professionalism and expertise we are known for in the industry and embrace the Uprite Way (https://www.uprite.com/uprite-way/).
Essential Functions / Responsibilities:
Sales Management
Lead the growth team to win new clients for Uprite.
- Build and manage process for lead identification and Target Client Profile (TCP) qualification for new clients
- Build and manage process for cold calling / opportunity qualification / first appointment setting
- Build and manage process for opportunity discovery through proposal and closed sales for new clients
- Coach and guide the growth team members toward individual and team success
- Set goals and metrics to monitor and forecast performance
- Report objectives and status to Uprite executive team
- Hire and on-board new growth team members
Opportunity Management
Successfully manage sales opportunities from first appointment through contract:
- Manage inbound leads from website, paid lead generation efforts, etc.
- Qualify opportunity using Qualification playbook
- Gather opportunity information using Discovery playbook
- Validate our understanding of needs, timeframes, budget, etc. with the prospect
- Coordinate the Business Technical Assessment (BTA) with vCIO team and prospect
- Gather requirements to prepare quote from business and technical assessment
- Introduce and leverage Uprite leadership and service team as appropriate
- Steward the development of the proposal to ensure it is complete, accurate, and timely
- Obtain executive sign-off prior to coordinating the prospect proposal meeting
- Present proposal to the prospect, address questions, and revision to decision phase
- After signed proposal, schedule a kick-off and onboarding meeting with the team to ensure a smooth transition
Lead Generation – Networking
Identify leads that fit within our Target Client Profile (TCP) by:
- Attend industry events and networking meetings including active engagement, i.e.: join a committee, be involved
- Find presentation and sponsorship opportunities for Uprite
- Establish a presence in both the local market and with LinkedIn connections by sharing content and positioning Uprite Services as a leading expert in Managed IT Services
Lead Generation - Cold Calling / Outreach
Identify leads that fit within TCP (target client profile) and contact via:
- LinkedIn outreach
- HubSpot sequences (email)
- Cold Calls
Relationship Nurturing – Prospects
Nurture prospects that are not yet a qualified opportunity – not ready to buy:
- Maintain relationship, contact with prospects through warm follow-up, extended collateral and thought pieces, engaging in LinkedIn posts, lunches, etc.
CRM Management
Maintain ALL sales activity in real-time using our HubSpot CRM. This is critical to the success of this role. If something is not documented, then it did not happen.
- Update all prospect and opportunity management activities in HubSpot
- Update all objectives (Rocks) in Small Improvements, our employee performance management system
- Update expenses weekly in JustWorks for reimbursement
Professional Development
To be successful in this role, you must become an expert explaining Uprite’s offerings and services. This communication skill is critical to the position and is required to best serve our clients.
- Master the sales playbook for Uprite: value proposition, calling scripts, client personas, workflow, sales support systems
- Attend internal and external (vendor) training in the platforms we use with our clients to be considered an expert by our prospects and clients
Meetings
To facilitate communication, support and build relationship:
- Lead weekly Sales Meetings
- 1:1 Meetings with staff (weekly)
- 1:1 Meeting with President (biweekly)
- Executive L10 meeting (biweekly)
What We Offer:
We understand that our people are the most critical factor to our success. As a result, we value and invest in our people through:
- Competitive Compensation Package
- Strong Team Support
- Growth Opportunity
- Generous Benefits Package That Includes:
- Medical, Dental, and Vision Insurance
- Short- & Long-Term Disability Insurance
- 401K Matching
- Paid Vacation & Holidays
Job Specifications / Qualifications:
Education and Training
- Bachelor’s Degree in Business, Sales, Technology or Operations
Experience
- 5+ years of outside sales experience required.
- 2+ years of sales management experience required.
- Experience selling to Small/Medium businesses in professional services, engineering, manufacturing, oil & gas preferred
- Direct experience selling IT services, technology, and/or hardware preferred.
Skills & Abilities
- Experience managing SDRs and BDMs in a wholistic lead generation and sales process.
- Ability to articulate key business objections, and basic technical information to facilitate translating technical solutions to non-technical clients in a way they can fully understand.
- Basic understanding of hardware and network systems.
- Inherent curiosity about client businesses, technology and best practices.
- Demonstrated ability to build and maintain leads and sales pipelines.
- Prospecting experience such as cold calling, social selling, networking and other activities to generate first meetings with new prospects
- Demonstrable ability to identify and work directly with the C-suite and key executive sponsors.
- Direct experience getting contracts signed against targeted metrics required.
- Proficiency using a Sales CRM to log all activities (preferably HubSpot) and follow sales processes.
- Strong presentation and closing skills.
- Excellent verbal and written communication skills.
- Team player, collaborative and willingness to learn with a positive attitude.
- A network of contacts with small to medium size businesses preferred.
Supervisory and Management Duties
- Manage team of SDRs and BDRs
Uprite Services is an equal-opportunity employer. All qualified applicants will receive consideration for employment regardless of race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.
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