Senior Sales Manager

HeadSpin, Palo Alto, CA

Build mobile experiences that delight the world

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Company Description

“One of 44 enterprise tech startups to bet your career on in 2019” --Business Insider

“The Rising Stars of QA: Six New Vendors to Watch in 2019” --QA Financial

“Number 1 hottest Bay Area Startups in Fourth Quarter 2018 –SV Business Journal

“CNBC's 2018 UpStart100 list” --CNBC

HeadSpin is revolutionizing the way developers test, monitor and optimize their applications. We are building a first-of-its-kind, mobile device cloud platform that allows apps to instantaneously run on real devices across global mobile carrier networks. Our goal is to provide powerful, actionable data which pinpoints any problem in the app and enables developers to fix these issues before launch. HeadSpin integrates seamlessly with your development workflow and requires no changes to your app. The HeadSpin mobile platform is now in 80 countries and 140 cities worldwide, supporting over 2,000 cellular networks and over 22,000 device SKUs.

Position Summary

The HeadSpin team is looking for an ambitious Senior Sales Manager to join our team and accelerate HeadSpin growth. As our Senior Sales Manager, you will manage HeadSpin’s channel partners. You will be responsible for developing your partner relationship and account growth planning. You will identify, nurture, and close opportunities with both new and existing customers, manage forecasts on a quarterly basis, and track customer data.

You are autonomous, self-motivated, excited by working in a fast-growing environment helping companies to deliver great mobile user experiences to their users. You anticipate how decisions are made, persistently explore and uncover new ways of doing things and work collaboratively with internal and external stakeholders. You have demonstrated strong performance in your prior roles and passionate by how technology is changing the way companies are running their business; you demonstrate problem-solving leadership with limited oversight and can influence decision makers.

This is a great opportunity to work collaboratively with internal and external partners to improve business and create solutions that serve both HeadSpin and our customers.

This is a full-time position based in our Palo Alto, CA office.

Primary Responsibilities

Develop and maintain a solid understanding of HeadSpin’s products and services with the ability to present to both technical and non-technical audiences in an engaging manner.
Sell HeadSpin’s Mobile testing and performance monitoring products
Prospect and generate sales opportunities within HeadSpin B2B sales segment
Build and manage a sales pipeline while growing successful client relationships from initial contact to close
Track & help set ROI goals, KPIs, and sales data for sales ops optimization
Understand and engage prospects and clients in their use of HeadSpin B2B products to help influence product roadmaps
Meet assigned sales quotas
Collaborate with Operations, Sales, Product/Tech and Marketing teams to produce and deliver successful client outcomes
Manage large Channel Partner relationships
Identify and execute on cross-selling and up-selling opportunities among channel partners.
Serve at main point of contact for your partners both internally and externally.
Manage channel customer deployments, smooth on-boarding, training, and troubleshooting.
Understand partner’s unique requirements and incorporate into them into deployment plans and strategies
Manage multiple, simultaneous projects with proven success and cross departmental cooperation
Work closely with Sales Engineers and support team to ensure projects are completed on time and according to contract terms

Required Skills

5+ years of successful quota-carrying sales experience
5+ years demonstrated success in similar channel partner roles with a technology company, developing strong partner relationships which have led to sales success
5+ years of solutions sales experience in software or high-tech products and services
Execution focused but able to think strategically
Experience building multi-level trust relationship within a large account including management of senior executive relationships.
Demonstrable experience with managing technical product deployments
Aptitude for strategic planning, tactical execution, and experience driving complex projects
Knowledge of application server marketplaces and the mobile applications industry
Industry familiarity with open source principles is a plus

HeadSpin is proud to be an equal opportunity workplace. We review applications for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, or age.

About HeadSpin

HeadSpin is the first place to understand your mobile user experience clearly We started HeadSpin with one simple goal: Give developers the ability to experience their mobile app or website the way their users around the world do.