About this position

The Sales Manager’s mission is to develop and execute a sales plan for ATR’s enterprise software solutions in the industrial sector. This high energy individual will maintain relationships with key customers, as well as look to build new relationships to drive the sales of ATR’s software solutions.

Reports To: Vice President of Sales

Location: Houston, Texas

Responsibilities

1. Business Development & Market Segmentation: Identify, segment, and pursue potential customers for ATR’s enterprise solutions in the Process Chemical, Refining, Power Generation and Oil & Gas production segments.
2. Customer Relationship Management: Develop and maintain existing customer relationships while continuously reevaluating the customers evolving needs.
3. Communication: Provide leadership in the development of the company value proposition, sales collateral, presentations, specific end user use cases and customer value added evaluation tools. Clearly articulate complex technical solutions in an understandable way to prospective clients in the industrial/high-risk space.
4. Sales Methodology and Process: Develop customer personas and a stage-gate sales process that effectively moves prospects through stages of the sales cycle. Track, forecast, and report on sales pipeline to company leadership and Board of Directors.
5. Sales Leadership: Help define quarterly and annual sales goals. Deliver on an annual sales plan to achieve desired sales growth. Select, support and lead ATR’s network of sales representatives and channel partners.
6. Pricing/Scoping: Scope ATR’s solutions and apply the enterprise software pricing model to individual customers, ensuring the pricing structure allows flexibility to close sales, while maintaining ATR’s profitability on each deal.
7. Legal Process Management: Negotiate, manage, and administer all sales contracts including software licensing agreements, master service agreements, and NDA’s with enterprise level customers.

Key Competencies

• Strong understanding of the software sales process and associated tools at an enterprise level in the industrial/high-risk Business to Business environment.
• Demonstrated ability to understand complex software solutions and articulate their value to prospective clients.
• Excellent communication and interpersonal skills including public speaking, presentation abilities, leading sales calls, in-person sales prospecting, and proposal writing.
• Self-starter with a demonstrated ability to learn new technologies and skills.
• Excellent leadership and management skills.
• Ability to lead cross-functional teams externally and internally.
• Ability to create highly effective sales collateral.

Qualifications

• Bachelor’s degree in an Engineering or Technical field, or equivalent experience.
• 5+ years of experience in software sales, selling value added solutions.
• Experience in the industry application of procedures and IOT.
• Experience using Microsoft Dynamics, or equivalent CRM systems.

ATR guarantees equal employment opportunity to all qualified applicants. All qualified applicants will receive consideration for employment, without regard to sex, age, race, color, national origin, religion or disability.

ATR offers competitive compensation packages, scaled to the experience level of the candidate, which will include variable sales compensation. Employee benefits include medical, dental and retirement programs.

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