Global Sales Manager

**Position Title**: Global Sales Manager

**Reporting Line**: Sales Manager Enterprise Solutions

**Position Purpose**: Achieve established individual sales targets and KPIs by identifying greenfield opportunities within the ANZ Enterprise market and executing the end-to-end sales process.

**Key Responsibilities**:

- Build awareness of ADP's Global Solutions and Enterprise value proposition through engagement with key stakeholders both within prospective accounts and within ADP's partner ecosystem.
- Expand the market share and sales revenue for ADP's Global Solutions suite within a defined list of key accounts in the Enterprise segment.
- Build and consistently maintain a qualified pipeline of net new opportunities within a defined list of key Enterprise accounts, equal to a minimum of 4x annual sales quota on a rolling basis.
- Ownership and management of the end-to-end sales process, including:

- Development and nurturing of relationships with key stakeholders within key accounts, from 'gaining access' to deal closure and through to post go-live.
- Partnering closely with key stakeholders in key accounts to support value and business case development
- Alignment of prospects' core business objectives and priorities with ADP's value proposition
- Overall responsibility for production and submission of sales proposals and formal responses to RFx and EOI processes.
- Commercial and contract negotiation
- Develop and maintain a thorough understanding of ADP's product and service offerings, including the ability to describe and align business benefits to prospective clients and ADP's positioning relative to key competitors.
- Research and analyse key business metrics of prospective accounts in order to qualify their alignment with ADP's Global Solutions and triage based on priority.
- Develop and maintain detailed account plans of all key accounts within portfolio.
- Build relationships and work collaboratively with key internal stakeholders across the business, including senior leadership, to support key sales initiatives and opportunities.
- Identify and harness new business opportunities, while promoting ADP's products and service offerings, through attendance at industry events and networking functions.
- Maintain accurate sales forecasts and keep detailed, up to date notes on the status of all opportunities within ADP's CRM tool.
- Develop and deliver presentations to senior decision makers, including C-Suite, demonstrating the value of ADP's Global Solutions offerings.

**Experience**:

- 7+ years' experience in new business B2B sales in the technology (services, software, hardware) or BPO industries
- Positive experience in sales in a similar ecosystem (long sales cycles, c-suite negotiations)
- Proven track record of consistently exceeding sales targets.
- Proven record of success with the entire sales process, from planning to closing
- Deep industry knowledge focused on bringing software to global level
- Excellent written and verbal communication skills, including the ability to confidently present to C-level stakeholders in enterprise organisations
- Excellent interpersonal and organizational skills
- Significant experience producing business documents such as sales proposals and formal responses to RFx and EOI processes.
- Demonstrated ability to articulate the value of complex technology and services to a non-technical audience
- Track record of having successfully executed solution selling methodologies such as Challenger, MEDPICC etc.
- Demonstrated ability to analyze information, prioritize, and take action

**Certifications / Qualifications**:
Tertiary Qualification or equivalent experience within Business / Management / Sales / Marketing discipline

**Skills**:

- Sales Prospecting
- Deal Execution
- Stakeholder Management
- Solution Selling
- Accountability & Ownership
- Presentation Skills
- Autonomous and Self Driven
- Contract Negotiation
- Risk Management
- Active Listening

**Key Stakeholders**:
DVP and VP Sales

Executive Leadership Team

Sales Managers and Associates

Sales Learning Consultant

Sales Operations and Business Consulting Teams

Implementation, Service and Relationship Management Teams

**Diversity, Equity, Inclusion & Equal Employment Opportunity at ADP**: ADP affirms that inequality is detrimental to our associates, our clients, and the communities we serve. Our goal is to impact lasting change through our actions. Together, we unite for equality and equity. ADP is committed to equal employment opportunities regardless of any protected characteristic, including race, color, genetic information, creed, national origin, religion, sex, affectional or sexual orientation, gender identity or expression, lawful alien status, ancestry, age, marital status, or protected veteran status and will not discriminate against anyone on the basis of a disability. We support an inclusive workplace where associates excel based on personal merit, qualifications, experience, ability, an