Manager – Solution Sales
3 weeks ago
Designation: Manager – Solution Sales
Location: US/Canada/Mexico.
Travel: Need basis
Total Experience: 7 Years to 9 Years w/Freight Forwarding Experience
Reporting To: EVP Solutions Consulting.
About Newage:
NewAge is a leading technology company whose software and solutions power the demanding needs of the global supply chain, freight forwarding and logistics industries. We are, in the regions we operate, the ubiquitous choice for this industry, from small & medium businesses to large enterprises. NewAge mines its deep domain knowledge in logistics and freight forwarding to deliver seamless cloud-based ERP and WMS software through its flagship product NewageNXT. In addition, NewAge also offers outsourcing capabilities to support all the constituents of the freight forwarding and logistics industries.
Together, our software and services have 15+ years of domain specialization that supports 400+ global customers in over 30 countries including the USA, Canada, EU, UK, MEA, Asia and India. Newage is also expanding to new markets in the Americas and is looking for a qualified resource to expand our solution capabilities.
The Role:
NewAge has gained an expansive understanding of the domain and delivered several critical services and processes including customer operations, finance, and documentation through its global delivery centers.
The proposed solution sales role is to acquire new customers from the forwarding community within the Americas Region by promoting solutions that are best fit for each customer opportunity. As a solution sales manager, you will manage the end-to-end selling process from lead generation, customer discovery, solution demonstration, solution design/proposal, to sales closure. The role requires a technical sales capacity with deep understanding of the customer business processes and architecting how NewAge can be the preferred supplier of choice. You will engage with CXOs/Decisionmakers in target companies throughout the selling process.
Key Accountabilities:
- Own and drive revenue and sales quota for Product business in the Americas region through a very hands-on approach. Must be able to understand and demonstrate full Newage solution capabilities in order to effectively sell the various Newage solution offerings.
- Build a pipeline of select Americas customer opportunities, with assistance from other business development and marketing personnel. Work on deals to closure with support from other internal stakeholders (e.g. Product Leads, Engineering) wherever required.
- Own the Product sales pipeline for NewAge and build new client business accounts.
- Lead sales development messaging and campaigns with product marketing, sales strategy, and demand gen teams in new/emerging markets that Newage wants to pursue.
- Methodically build a robust pipeline, own the opportunities, and orchestrate all internal teams for deal closures.
- Present Sales Pipeline, Closure and Individual Sales Productivity Dashboards to Newage CRO and other executive team members.
- Work with different customer stakeholders to articulate and demonstrate the full value of leveraging the NewAge Product capabilities to ensure we can effectively align with the complex needs of their business and build confidence to expand the relationship in phases.
Ideal Profile:
- Must have at least seven years of software sales, consulting, and/or product management experience in freight forwarding or supply chain related domain.
- Role will initially be in an Individual Contributor but will have opportunities for growth and expanded role as Newage's expands product and service coverage in the Americas Region.
- Spanish speaking capabilities a major plus as Newage expands offerings to Central and South America.
- Proven track record in selling and/or implementing logistics software products to targeted customers who operate in highly complex and competitive businesses.
- You have an in-depth understanding of the freight forwarding and supply chain industry.
- You have a proven record of consistently delivering results and have often exceeded targets.
- You are vibrant, energetic, have a positive attitude with strong communication and presentation skills.
- Opportunity to work remotely and ability to travel internationally.
- Be part of a new and growing Americas organization within an already well established and profitable company.
- Be able to leverage multiple skillsets and contribute in multiple ways throughout the end-to-end solution selling process.
- International and diverse work atmosphere.
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