Senior Sales Manager

Senior Sales Manager

About Insight: 

Insight is a leading solutions integrator and global supplier to businesses of sizes across the globe. We help companies implement innovation and improve business performance globally.

• 3,000+ employees in Europe with an EMEA turnover of €1.6 billion.
• Partner certifications with Microsoft, Google, AWS, Broadcom, HPE, Cisco, Adobe, RedHat, and more.
• Top Fortune 500 provider of intelligent technology solutions and IT services.
• Our 6 areas of expertise: Modern Workplace, Modern Infrastructure, Modern Apps, Intelligence Edge, Data & AI, Cybersecurity.

 Role Overview:

• Position: Senior Sales Manager
• Location: Kista (you’ll work 2–3 days a week in our vibrant office and the rest remotely, giving you the perfect blend of flexibility and collaboration!) 
• Type: Full-Time

Key Responsibilities:

Team Leadership

• Lead and coach a high performing team of experienced Sales Professionals through setting clear expectations, providing support, empowering decision-making, promoting collaboration, offering feedback, encouraging innovation, leading by example, developing skills, building trust, and celebrating team successes.

• Set, review and track performance against objectives that drive teammate growth and development, and ensures teammates are demonstrating the required behaviours a values.

• Drive key business objectives, contribute to the development of the divisional sales strategy through understanding client needs, leveraging industry and market knowledge.

• Lead motivational & engaging management meetings regularly to ensure all organisational strategy is understood at all levels in the organisation alongside driving key objectives and continuous improvement initiatives.

• Deputise for the functional Director when required.

Stakeholder Management

• Be immersed with key clients

• Manage and maintain relationships with teammates, key clients & vendors at an executive & senior level, to provide executive sponsorship and accountability for accounts and ensure the highest level of service delivery to enhance and drive opportunities.

• Proactively visit clients to build relationships, understand their business and identify opportunities for growth.

• Serve as the secondary escalation point, ensuring prompt resolution of any client issues with the highest level of service

• Through collaboration with Solutions Delivery, Partnerships, and other key stakeholders implement GTM strategies to enhance sales team knowledge of Insight's offerings.

Sales Excellence

• Negotiate high- level deals with c-suite clients to drive strategic business growth.

• Manage risk and make high level decisions regarding Tiered Qualification approvals/reviews, rebates, distribution approvals, framework qualification and Qorus.

• Drive growth and profitability through ensuring robust, accurate forecasting and account planning activity across the sales team, coaching the team to forecast within a 10% swing and to forward forecast 6 months in advance.

• Build and submit the Latest Estimate Report by collating information and reports to build the projected sales forecast.

• Lead end of quarter daily close calls and in quarter pipeline management meetings.

• Oversee and ensure the generation of quarterly, half-yearly and annual business plans based on accurate pipeline and forecasting data to deliver future revenue/GP targets for the assigned sales division.

Commercial Acumen & Thought Leadership

• Leverage market intelligence to drive strategic account planning across team, targeted events and campaigns with partners to drive innovation and competitive advantage sales strategies.

• Actively participate in industry networks, forums, and events to build connections and stay updated on industry trends.

• Share knowledge, insights, and thought leadership through speaking engagements, panel discussions, or channel events.

• Proficient in essential finance metrics, leveraging knowledge of terms like CapEx, OpEx, EBITDA, and SG&A to inform strategic commercial decisions and craft persuasive business cases.

• Instigate and support forward thinking continuous improvement initiatives that drive strategic growth and align to wider business goals and objectives.

Sales Methodology and CRM

• Utilize internal CRM systems to produce timely and accurate forecast and pipeline data

• Ensure all sales opportunities are executed in accordance to our sales methodology, proactively undertaking relevant training and coaching when knowledge gaps are identified.

This list is not exhaustive, and teammates will be required to undertake additional responsibilities reasonably requested by their manager.

Skills and Experience:

• business fluent Swedish and English speaker

• at least 10 years of experience as a Sales Manager within the IT Services and Technology industry

• Strategic Thinking: Capacity to envision and formulate long-term plans that align with overarching goals or objectives to deliver results.

• Financial Literacy: Understanding and knowledge of various financial concepts and tools including financial statements and basic economic principles.

• Presentation Skills: Ability to deliver information or messages effectively to an audience in a clear, engaging, and impactful way.

• Thought Leadership: Being an expert in your field with a deep understanding of trends, challenges and opportunities that you communicate effectively to internal or external clients.

• Change Management: Ability to plan, facilitate, and implement organizational changes effectively. It encompasses a structured approach to guiding individuals, teams, or an entire organization through transitions or transformations.

• Negotiation: Ability to communicate, persuade, and compromise effectively to reach mutually beneficial agreements. This involves active listening, problem solving, strategic thinking to find common ground and achieve the best outcome for all involved.