Senior Manager, Mid-Market Sales

The Manager, Mid-Market Sales leads and motivates a team of Mid-Market Sales Representatives to meet sales targets. This role will be responsible for providing strong leadership, achieving sales targets and managing sales rep productivity with a growing Mid-Market Sales Team. Located in Folsom, CA

Essential duties and responsibilities include the following. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Lead, manage, mentor a team of Mid-Market Sales Representatives
• Hold weekly 1:1’s with each Mid-Market Sales Representative, which includes reviewing progress towards quota, pipeline growth, forecast & forecasting accuracy, deal status, quarterly performance, GAP plans, and any performance-management tools (coaching plans or performance improvement plans)
• Understand deals for territory, coach the Mid-Market Sales Representatives on successful deal strategy, and drive Mid-Market Sales Representatives to successful discovery, objection-handling, deal timeline management,
• Mentor the Mid-Market Sales Representative on how to identify best opportunities to be competitive in the territory – competitive pricing, strategic products, partnerships, references, lobbyists, etc.
• Regularly identify areas of needed training/improvement and engage sales enablement,
• Other duties as assigned

• Bachelor’s degree
• Three to five years’ experience Inside Sales and leadership experience
• Proven track record of sales skills; Educational Technology sales skills are a plus
• Ability to ascertain opportunity and risk in pipeline
• Strong leadership and goal setting ability
• Ability to drive sales results in a demanding, fast paced environment with high level of energy, motivation, and flexibility
• Strong verbal and written communications skills Environmental Factors This area is standard, adjust where needed
• Constant indoor collaborative work environment in close contact with co-workers
• Frequent social interactions and interruptions
• Frequent work under time restraints
• Rare travel

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  Driving Results and Execution - Ability to build excellence by setting clear goals with exceptional follow-through to ensure execution and goal achievement. Makes and acts on tough decisions with a sense of urgency. Systematically gathers information, sorts through issues, and seeks input from others to develop a multi-faceted perspective. Considers short-term and long-term consequences. Accountable for own actions and performance and for team actions and performance. Monitors decision quality and adjusts as necessary.
• Business Acumen – Understands PowerSchool, the market, the industry and the competition. Create and adjusts strategy that balances short and long-term goals. Keeps teams’ work aligned with overall goals which lead to individual and department success. Maintains and develops advanced system and technical skills for any relevant/applicable systems and platforms based on role.
• Communication (Verbal & Written) – Communicates well both verbally and in writing. Shares important information and ideas with key stakeholders using effective methods and channels in a timely manner. Identifies other functions and groups that would benefit from information sharing. Cascades company and departmental information appropriately and shares information that is actionable and meaningful.
• Collaboration – Fosters cooperation, communication and commitment among groups and teams. Anticipates and resolves conflicts and removes barriers to success. Turns team diversity into an advantage. Encourages collaboration within and across organizational boundaries.
• Emotional Intelligence – Engages easily and effectively with a variety of people. Successfully solicits needed effort and support from others. Negotiates effectively. Has good listening skills, builds strong relationships, demonstrates flexibility and handles cultural differences effectively. Defuse conflict before it starts. Resolve disagreements in a way that all individuals feel heard and respected, and that brings out the best thinking to find causes of and solutions to problems.
• Change Leadership – Acts as a key player in managing corporate change initiatives. Initiates and drives constructive corporate, organization and/or work group changes. Encourages continuous process improvement and avoids status quo. Deals with ambiguity effectively and achieves process during uncertain times. Serves as a role model for managing change effectively.
• Leadership Development – Inspires and motivates others throughout the organization. Able to cascade and be a champion for organization vision and purpose. Possess a general manager perspective, leads through change and adversity, makes the tough call when needed, builds consensus when appropriate, motivates and encourages others. Supports others’ growth and achievement. Provides coaching, challenges, and develops employees. Provides visibility and opportunity. Effectively represents the company to internal and external individuals and/or audience.