Sales Manager

Who we are:

At Syssero, our aim is to enhance companies’ Workday® solutions so they can empower their people. We maximize our clients’ Workday® investment and ensure it’s built to evolve with them. As the only employee-owned Workday® firm in the industry, and as such we have an unparalleled investment in our clients’ success. Our resource teams are made up of seasoned Workday® specialists dedicated exclusively to individual clients.

Our company culture is extremely important to us and we believe that our core values: Empowerment, Integrity, Protection, Diversity, and Balance, are what make our culture unique.

Purpose:

The Sales Manager at Syssero is responsible for driving significant revenue growth, and formulating innovative strategies to achieve and exceed annual sales quotas. This leadership role requires a deep understanding of the Workday service solutions sector and a keen ability to identify market opportunities that align with the company’s offerings. The Sales Manager will manage a diverse team of account executives and business development representatives, fostering a collaborative environment that emphasizes accountability and performance excellence. In addition to team management, this role involves overseeing the entire sales pipeline—from the initial identification of potential clients to the successful closure of service opportunities. This includes addressing a broad spectrum of client needs, ranging from pre-go-live support to comprehensive post-implementation services. The Sales Manager will also implement best practices to optimize sales processes, ensure high levels of client engagement, and enhance Syssero’s competitive position in the marketplace.

The Sales Manager will cultivate a high-performance culture by mentoring and training the sales team to achieve and exceed established targets. The individual will act as one of the main representatives of Syssero, embodying the company’s ethical standards and commitment to client satisfaction. Building and nurturing relationships with key clients and key contacts at Workday will be paramount.

The Sales Manager will analyze market trends and collaborate closely with the Marketing and Services department to design and implement effective sales strategies, new service offerings, and actively work to put Syssero in positions to win new business. This involves leveraging industry best practices to optimize sales processes and drive measurable results.

Essential Responsibilities:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Accountability
(Essential Functions)

● Connect, build, and develop a relationship with the clients of Workday across all industries, market sizes, and US regions.
● Prepare self-directed action plans for new client penetration, relationship advancement, and contract activation.
● Assess effectiveness of action plans and adapt to meet core objectives.
● Anticipate client database needs based on Workday releases, recurring yearly processes, and create sales strategy capitalize on those seasonal requests.
● Collaborate with Syssero departments/personnel when Opportunity requires their involvement to move through the sales funnel, specifically Services and Account Mgmt.
● Build proposals and presentations for clients.
● Gather feedback from prospective clients regarding consideration, required adaptation in pursuit of closed-won business.
● Work in conjunction with BDR and/or Account Executives on qualified listings to progress through the lifecycle and ultimately, close.

Documentation & Communication

● Maintain accurate records in the CRM system relating to client “Leads”, “Contacts”, “Accounts” and “Opportunities”.
● Display consistent and compelling written communication to prospective clients.
● Manage calendar invites and pipeline of prospective client’s follow ups to consistently present Syssero visibility/brand.
● Support ongoing initiatives related to Syssero marketing which may include social creation/distribution, branding, and events.
● Develop Sales strategies and sequences.
● As needed, research and develop additional training for BDRs.
● Create thorough Sales to Service transition presentations to prepare internal teams for impending client work.

Internal Projects and Communications

● Meet weekly and monthly goals, including regular check-ins with established talent.
● Maintain accurate records in the CRM system related to the opportunity stage ensuring all relevant contact types are accounted for.
● Assists in cleaning/refining database, and implementing any new or current sales systems.
● Maintain accurate records and activity reports, as requested by Management
● Partner with employees across departments, as needed, to fulfill open listings and complete projects.
● Assist the Talent Department with any additional projects related to Recruiting, Business Development or CRM organization.
● Develop training material and resources for Sales Department
● Act as a mentor in the Sales Department, as assigned.
● Report out key department information and data for both Company Scorecard and Monthly Board Meetings.

Sales Quota

● Meet or exceed Sales Targets per quarter.
● Develop and implement strategies for identifying and closing business in all Syssero service offerings.
● Conduct market research to identify industry trends, customer needs, and competitive positioning to inform sales strategy and product offerings.
● Educate clients on the value of AMS solutions, including cost savings, operational efficiencies, and improved service delivery.
● Maintain a healthy sales pipeline, track opportunities, and report on progress to the Department Lead

Management

● Direct and oversee Sales staff to ensure that they are motivated and trained to carry out their responsibilities to the required standard.
● Drive staffing, training, goals, and performance evaluations.
● Delegate responsibilities to ensure staff members grow as capable participants.
● Develop internal staffing strategy for program expansion and career paths for exceptional Sales employees.
● Aligns work with strategic goals. Conducts cost-benefit analyses. Demonstrates knowledge of market and competition. Displays orientation to profitability. Understands business implications of decisions.
● Develops subordinates’ skills and encourages growth. Includes subordinates in planning. Makes self available to subordinates.
● Provides direction and gains compliance.
● Provides regular performance feedback. Takes responsibility for subordinates’ activities.
● Defines responsibilities and expectations. Encourages training and development. Gives performance feedback. Motivates for increased results. Recognizes contributions. Sets goals and objectives.

Interpersonal Skills

Empowerment – Syssero is committed to developing the individual talents and capabilities of each employee. We invest in our people, encouraging them to cultivate the best versions of themselves. We encourage leadership at all levels by providing opportunities for continued learning, and promoting internally whenever possible. We learn from one another, depend on one another and win as a team. Our culture of borderless empowerment is more than just a competitive advantage for us. It is the key to Syssero’s ability to grow, to evolve and to achieve lasting, long term success

1. • Ethics – Treats people with respect; keeps commitments; inspires the trust of others; works with integrity and principles; upholds organizational values.
   • Teamwork – Balances team and individual responsibilities. Contributes to building a positive team spirit. Exhibits objectivity and openness to others’ views. Gives and welcomes feedback. Puts the success of the team above own interests.
   • Initiative – Asks for help when needed. Looks for and takes advantage of opportunities. Seeks increased responsibilities. Takes independent actions and calculated risks. Undertakes self-development activities. Volunteers readily.

Integrity: Nothing is more important than our reputation. We demonstrate a strong commitment to sustainable, responsible business practices, and approach each interaction with honesty, transparency and care. We deliver on commitments, and expect the same in return from both clients and colleagues. We have no tolerance for hidden agendas or behavior that diminishes our people or the work they produce. We are committed to doing good, and will not compromise that mission for the sake of quick profit or quick results.

• • Communication – Has excellent communication and presentation skills; ability to present to senior stakeholders.
  • Critical thinking: Analyze facts and form a judgment. Perform problem-solving and decision-making more effectively
  • Independent Thinker – Works under general supervision with latitude for independent judgment.
  • Achievement Focus – Demonstrates persistence and overcomes obstacles. Measures self against standard of excellence. Recognizes and acts on opportunities. Sets and achieves challenging goals. Takes calculated risks to accomplish goals.
  • Adaptability – Accepts criticism and feedback. Adapts to changes in the work environment. Changes approach or method to best fit the situation. Manages competing demands.
  • Quality – Applies feedback to improve performance. Demonstrates accuracy and thoroughness. Displays commitment to excellence. Looks for ways to improve and promote quality. Monitors own work to ensure quality.

Protection: Syssero acts as a shield to our peers and our clients. As members of a demanding ecosystem, we protect our people/clients by cultivating a psychologically safe workplace. This means that mutual respect and consideration are non negotiable in each facet of our business. Our successes are celebrated and shared with our community, our peers and our clients. We face failure with humility, and encourage each other to find opportunity in each challenge for continued personal growth and professional development.

• • Active listening: Acknowledge the speaker through nonverbal cues, such as eye contact and nodding. Then, ask clarifying questions and paraphrase what you’ve heard to ensure you’ve fully understood.
  • Empathy: Put yourself in someone else’s shoes and understand their feelings and emotions in a given situation

Diversity: Syssero’s inclusive culture means that the unique personality of each employee is accepted and valued. We leverage the innate differences in our talent, both in background and circumstance, to develop creative solutions for our clients. We believe these differences enhance the experience of our employees by offering collaboration opportunities that are nuanced, educational and profound. Each employee is invited to the table as their authentic self, with the promise of equitable treatment..

• • Analytical – Synthesizes complex or diverse information; collects and researches data; uses intuition and experience to complement data; designs workflows and procedures.
  • Problem Solving – Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions; works well in group problem solving situations; uses reason even when dealing with emotional topics.
  • Confidence: Demonstrate your belief in self, increasing your own self-awareness and presenting a confident, positive image.

Balance: Syssero is committed to ensuring employees have the resources and opportunity to find a lifestyle that is fulfilling both personally and professionally. We are committed to a standard of excellence in our work, and believe peak performance can best be achieved when employees are rested and given ample time to devote to the people, places and activities that spark joy and promote wellness. Proactive communication, careful planning and transparency are essential to make this balance possible for all.

• • Planning/Organizing – Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; organizes or schedules other people and their tasks; develops realistic action plans.
  • Time Management: Balance and prioritize competing work and clients.
  • Productivity: Perform efficiently and consistently, making the most of available resources

Requirements

Supervisory responsibilities
2-5 Direct Reports: Account Executives and BDR

Work environment
100% remote

Physical demands
Prolonged periods of sitting at a desk and working on a computer.

Travel required
50% travel. Regular travel consists of at minimum two, in-person, all staff events, one of which is required to attend in person. The location of these will vary depending on the agenda, number of staff, and the ultimate goal of the event. Travel will be overnight for multiple nights. In addition, there may be client-related travel or other Syssero related travel as needed. All arrangements are company paid.

Qualifications
● 5+ years of experience in a sales role within the Workday ecosystem preferably within AMS for ERP and/or HRIS.
● Familiarity with the challenges and opportunities for AMS within the SME segment, and knowledge of common business functions and challenges.
● Strong communication, negotiation, and relationship-building skills. Excellent problem-solving abilities and an aptitude for understanding complex business needs.
● Proven track record of achieving or exceeding sales targets in a competitive market.
● Ability to develop strategies to combat competitor encroachment and drive client loyalty.
● At least 2 years of direct sales management experience
● Experience with various Sales Technologies, including Salesforce, a plus.

Education and experience
Required – Bachelor’s degree from four-year College or university, minimum 4+ years related sales and/or customer service experience; or equivalent combination. Proven track record of exemplary customer service and/or delivering results in a quantifiable field, making/exceeding quota.
Preferred – 2+ years experience using CRM technology, sales methodology training, 5+ years experience as a BDR, SDR, AM and/or AE, experience in software/technology sales.

Additional eligibility requirements
– Excellent written and verbal communication skills
– Proven record of quantity/volume delivery
– Ability to work independently with minimal supervision
– Strong time management and organizational skills
– Ability to identify opportunities and develop/implement effective sales strategies

Affirmative Action/EEO statement

Syssero is an equal opportunity employer. At Syssero, we don’t just accept differences – we celebrate them, support them, and thrive on having them for the benefit of our employees, our services, and our community. Employment at Syssero is based solely on a person’s merit and qualifications directly related to professional competence. Syssero does not discriminate against any employee or applicant because of race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition (including breastfeeding), or any other basis protected by law.

It is Syssero’s policy to comply with all applicable national, state, and local laws pertaining to nondiscrimination and equal opportunity. The Company’s EEO policy, as well as its affirmative action obligations, includes the full & complete support of the Company, including its Chief Empowerment Officer. Because it’s just the right thing to do. We hope you think so, too.

Other duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

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