Product Sales Manager

Job Description

The Product Sales Manager will direct and oversee our organization’s sales policies, objectives, and initiatives set forth by the management team. They are responsible for planning and meeting revenue growth targets through new customer acquisitions, cross-selling, and upselling across all product lines. This position will be responsible for maximizing our sales team's potential, crafting sales plans, and justifying those plans to upper management. This role will take the lead on developing sales scripts and demos and will learn and utilize the Great Demo approach to selling.

This role will be responsible for managing and reporting on the success of targeted efforts. They will have a keen understanding of Full Sail Partners’ product offerings and be able to communicate our value to the professional services industry. This role should have past experience with gaining confidence from C-level to Administrative staff to reveal info about their firm and understand what motivates the prospect by tapping into those needs and desires.

As our Product Sales Manager, you will set a vision for the team, provide a process, and coach staff to use the process and achieve the vision. This role requires someone that can mentor and train staff across the company that may report to other supervisors.

This role will be responsible for formulating and leading presales technical/functional support activity to prospective clients and customers while ensuring discovery documentation is captured in our CRM system. This role will work with the consulting and the data migration team for services and migration quotes. This role will mentor less experienced team members on sales processes to handle add-on sales, cloud conversions, and ERP sales. This role will provide demonstrations for smaller deals and may pull in a Sales Engineer on the larger and more complex sales opportunities that need creative and complex solutions. The Product Sales Manager will lead kick-off meetings to introduce the prospect to the services team and feedback philosophy and confirm other sales staff include this in their hand-off process. This role will work with the VP of Marketing & Sales, General Manager, and outside finance partners on discounts and financing needs.

This position is responsible for managing the relationship with channel managers for the products we represent. The position will work with the VP of Marketing & Sales, Lead Generation, and the Marketing team to help support and ensure leads are generated to support the pipeline. The Product Sales Manager will be responsible for managing the pipeline to ensure sales are moving forward and closed and assigning sales deals, if applicable. 

Reports to VP of Marketing & Sales

Roles that report to the Product Sales Manager
- Sales Representative (as we grow)
- Account Managers (dependent on management experience)

Positions that support the Product Sales Manager
- VP of Marketing & Sales
- VP of Technology
- General Manager
- VP of Consulting
- Marketing Manager
- Account Managers
- Sales Representatives
- Channel Managers
- Outside Partners/Vendors

Primary Responsibilities

Client and Project Management

  • Establish sales objectives by forecasting and developing annual sales goals for all products

  • Achieve growth and hit sales targets by successfully managing the sales pipeline and support team

  • Accurately forecast on a weekly and monthly cadence to meet and exceed sales goals

  • Establish objective setting, coaching, and performance monitoring of sales force

  • Meet with team members to provide feedback, support, and training on a weekly basis

  • Track sales team metrics and report data to leadership on a regular basis

  • Develop and build a team to drive performance

  • Assess the strengths and weaknesses of the sales force and recommend training internally or externally to ensure a high professional standard is achieved

  • Ensure targets are delivered through people management, performance review, reward, and individual recognition

  • Monitor and potentially assign inbound sales inquiries

  • Sell to existing and potential accounts, as well as, provide sales support to internal sales force and partners

  • Maintain company and manufacturer’s system to provide visibility as outlined

  • Maintain data relative to partners, accounts, and activities and document client and prospect interactions

  • Keeps informed of changes that may affect sales, including pricing and procedure changes communicated from the manufacturer or management team

  • Analyze and determine client and prospect needs and recommend products that meet those needs

  • Work with consulting and data migration team to identify implementation costs focused on a successful implementation

  • Utilize Client Feedback Tool during sales cycle as needed and communicate company philosophy to prospects during the kick-off meeting

  • Identify emerging markets and market shifts while being fully aware of new products and competition status

  • Maintain professional and technical knowledge by attending educational workshops; establishing personal networks and participating in professional associations

  • Marketing (blogs, presentations for conferences, webinars, etc.)

  • Other duties as assigned

Required Experience / Qualifications

  • Ability to comprehend the Full Sail Partners product line and to communicate our value proposition to prospects.

  • Knowledge of commonly-used concepts, practices, policies, and procedures within the Professional Services industry.

  • Knowledge of basic college-level accounting or higher.

  • Experience in client nurturing and sales process

  • Needs analysis, positioning, business justification, and closing techniques

  • Strong Internet research skills required

  • Inquisitive nature

  • Ability to be assertive and persuasive without being aggressive

  • Excel at “hunting” new opportunities, finding opportunities, and developing the propensity for prospects to engage in a sales cycle

  • Ability to persuade others through presentations, demonstrations, and written communication

  • Excellent presentation skills, verbal and written communication skills, and interpersonal skills.

  • Exceptional customer service skills and personable phone skills.

  • Ability to work well under pressure and multi-task.

  • Solution-oriented and proactive.

  • Highly organized and attentive to detail.

  • Proactive with a positive/team-player attitude

  • Willingness to take ownership and work outside of one's comfort area.

  • High integrity, reputation for strong character, and impeccable business ethics.

  • An “athlete” mentality that thrives on positive competition, constant training and learning, and an ability to candidly assess personal performance and provide mentoring and coaching to peers to maximize the performance of the team.

  • Exceptional Microsoft Office skills: Outlook, Word, Excel

  • Knowledge of website development

  • Experience with working with CRM databases

  • 10+ years of experience in a similar role, with a sales track record

  • Bachelor degree or equivalent, preferably in a related field.

Position Details

  • This position works from home, as the entire company is a virtual environment. Candidates should be self-motivated, disciplined and able to report on key metrics related to performance.

  • 20% of travel should be expected with this position.

  • The position requires a quiet dedicated space for a home office.

  • Although the position works remotely, preferred locations include Atlanta, Charlotte, Denver, Los Angeles, San Francisco, and San Diego

  • Position is a full-time position. Benefits include health insurance, PTO and paid holidays.

  • Compensation is commensurate with experience and a portion of the salary is success based.

About Full Sail Partners

Full Sail Partners is a Deltek Premier Partner that provides client-focused technology services and solutions in a collaborative environment. All positions at our firm are 100% remote. During our last employee survey, employees stated our company is a fun, fast-paced, flexible, and collaborative environment.