Manager - B2B Sales - IT - IIM/ISB/MDI/FMS (8-12 yrs)

Technology Sales Manager (B2B Sales)

Job Description:

- The incumbent will be responsible to establish connects with decision makers and provide AI driven technology solutions to legal teams (law firms, legal tech companies, in-house counsels).

Role Overview:

- We are seeking a results-oriented Sales Manager to lead our efforts in selling AI based technology solutions to mid-market and enterprise-level legal clients. The ideal candidate will have a passion for AI technologies and possess a deep understanding of how to identify, research, and strategically approach potential clients.

- This role requires a blend of sales acumen, technical understanding, and research-driven insight to develop effective sales strategies and drive growth in new and existing accounts.

Targeted Sales Strategy Development:

- Conduct in-depth market research to identify high-value prospects and key decision-makers within target industries.

- Analyze industry trends, competitor activity, and client needs to develop tailored, data-driven sales strategies.

- Develop a robust sales pipeline by identifying and pursuing both inbound and outbound opportunities.

Lead Generation & Qualification:

- Leverage a variety of research tools (market intelligence, LinkedIn, industry reports, etc.) to qualify leads and identify sales opportunities.

- Utilize AI-driven insights to personalize outreach, ensuring high relevance and engagement with potential clients.

- Collaborate with marketing and lead generation teams to refine targeting and segmentation strategies.

Consultative Selling Approach:

- Engage with C-level executives, senior decision-makers, and technical stakeholders to understand their business challenges and how our AI based solutions can address their specific needs.

- Deliver compelling, consultative sales presentations, highlighting the value and ROI of our solutions.

- Create customized proposals and negotiate contracts based on the client's unique business requirements.

Sales Cycle Management:

- Manage the end-to-end sales cycle, from prospecting through to closing, ensuring a smooth and efficient process.

- Work closely with cross-functional teams to align offerings with client needs and expectations.

- Track, report, and optimize sales performance using CRM tools (e.g., Salesforce), ensuring accurate forecasting and pipeline management.

Client Relationship Building:

- Build and nurture long-term relationships with key stakeholders and decision-makers to ensure ongoing client satisfaction and opportunities for upsell or cross-sell.

- Act as a trusted advisor, keeping clients informed on the latest AI trends, use cases, and product enhancements.

Continuous Learning & Market Insights:

- Stay up to date with the latest advancements in generative AI technologies and industry developments.

- Share relevant insights and best practices with the sales team, contributing to a culture of continuous improvement.

Qualification/ Skills/Experience:

- MBA in Marketing from top-tier B-school with 8+ years of proven success in sales, preferably in the AI, tech, or SaaS industries.

- Strong experience with consultative, research-based sales approaches, and targeted lead generation.

- Track record of managing complex sales cycles, including negotiating high-value deals and engaging senior executives.

- Experience of having sold technology solutions to clients across US and Europe.

Skills:

- Excellent research and analytical skills to identify target markets, competitive landscapes, and client needs.

- Strong understanding of Gen AI technologies, including generative models, machine learning, and their applications in business solutions.

- Exceptional communication and presentation skills, with the ability to convey complex technical concepts to non-technical audiences.

- Proficiency with CRM tools (Salesforce, HubSpot, etc.) and sales engagement platforms.

Personality & Attributes:

- Self-motivated, driven, and comfortable with a fast-paced sales environment.

- Strong negotiation and closing skills, with a focus on value-based selling.

- Collaborative team player with the ability to work cross-functionally to drive results.

- A strategic thinker with a growth mindset, constantly seeking innovative ways to engage prospects and accelerate sales.