The Sales Manager – Digital Transformation is responsible for driving revenue growth by managing enterprise solution sales within the Digital Transformation portfolio. This role focuses on acquiring new customers, expanding existing accounts, and managing sales pipelines while supporting the Head of Sales in executing the overall go-to-market strategy for the company's digital solutions. Initially, this will be an individual contributor role with a self-target to achieve.
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Responsibilities
- Deliver assigned revenue, margin, and pipeline targets aligned with the Digital Transformation sales plan.
- Manage the end-to-end sales cycle from opportunity identification to deal closure.
- Maintain a healthy and predictable pipeline to support quarterly and annual targets.
- Track sales performance and ensure timely closure of deals.
- Identify and develop opportunities within enterprise and government customers for Digital Transformation solutions.
- Lead consultative sales engagements for EIM, ECM, BPM, OCR, RPA, Digital Workflow, Archiving, and Compliance solutions.
- Develop strong relationships with CIOs, IT leaders, and digital transformation stakeholders.
- Expand business within existing accounts through cross-selling and solution-based engagement.
- Act as a trusted advisor to customers by understanding their digital transformation roadmap and challenges.
- Conduct customer meetings, presentations, and solution demonstrations with presales teams.
- Manage customer expectations and ensure strong satisfaction.
- Support the Head of Sales in executing the sales strategy and GTM initiatives.
- Mentor junior sales executives where applicable.
- Collaborate with presales, delivery, and product teams to build winning proposals.
- Support relationships with strategic technology partners.
- Identify partner-led opportunities and drive joint customer engagements.
- Stay updated on partner solutions and certifications.
- Monitor market trends and competitor activities in the digital transformation space.
- Provide insights to refine sales positioning and offerings.
- Contribute to marketing initiatives such as events and industry engagements.
Qualifications
- Proven 12+ years of work experience in EIM / Digital Transformation / Enterprise Software sales.
- Sales experience with a proven track record of selling to large enterprise and government customers.
- Strong understanding of EIM, ECM, BPM, OCR, RPA, and digital workflow solutions.
- Ability to articulate business value and ROI to senior stakeholders.
- Strong negotiation, presentation, and proposal-writing skills; understanding of sales performance metrics.
KPIs & Success Metrics
- Revenue and Gross Profit achievement vs target
- Pipeline coverage and conversion ratio
- New enterprise customer acquisition
- Account expansion and retention
- Forecast accuracy and deal closure timelines
