Job Description
The Inside Sales Manager manages the team of digital sales executives, implementing strategic renewal & upsell initiatives and ensuring the timely and successful renewal and upsell of software contracts. This is a player/coach role where the you not only manage the team and process but also directly engages with customers during the sales process. You will work closely with the team and the COO-office to drive the company’s revenue growth and operational efficiency.
1. Execute the renewal and upsell strategy to maximize customer retention and revenue growth – reducing churn and increasing ACV.
2. Ensure the timely and successful renewal and upsell of software contracts
3. Mentor and manage the team, fostering a collaborative and high-performance work environment while building talent pool of sales talent and be part of career journeys.
4. Provide guidance, training and coaching to team members to enhance their negotiation and customer engagement skills.
5. Work closely with the global Renewal team to maximize productivity and efficiency.
6. Utilize data-driven insights to track and analyze renewal rates, identify trends and recommend improvement strategies.
7. Partner with cross-functional teams, including sales, customer success and finance to align renewal strategies with overall company goals.
8. Proactively engage with customers to address concerns, answer questions and identify upsell and cross-sell opportunities.
9. Oversee the negotiation of software contracts renewals, ensuring favorable terms for both customers and the company.
10. Partner with legal, deal-desk and finance teams to ensure compliance with contract terms and financial objectives.
11. Continuously evaluate and enhance the renewal process, streamline workflows and identify opportunities for automation.
12. Prepare regular reports and presentation for management on the renewal performance.
13. Manage channel and partner renewals, including ensuring timely pricing to ensure optimal renewals.
Qualifications
14. Experience as team lead in sales, preferably in a regional or multi-country capacity.
15. Understanding of partner ecosystems direct and indirect sales models.
16. Strong organizational skills
17. Excellent communication, coaching, and stakeholder management skills.
18. Ability to communicate, influence, present across all levels of the organization
19. Leadership skills to be leveraged to grow the talent pool in the DSE hub
20. Understanding of software such as ERP, EAM and/or FSM
21. Excellent negotiation and relationship-building skills.
22. Experience in planning and implementing sales strategies.
23. Experience of working in a fast-paced environment
24. Fluent in English (C1/C2)
25. Team player
26. Calm under pressure
27. Practical hands-on approach