SMB Sales Manager

Description

The SMB Sales Manager is responsible for leading, coaching, and developing a team of Account Executives to achieve revenue, gross profit, services, and customer growth objectives. The role is accountable for driving sales execution, talent development, pipeline generation, forecasting accuracy, customer retention, and the adoption of Multinational Software House' sales methodologies and digital platforms.

This leader will partner with Solution Architects, Licensing Specialists, Product Category Managers, OEM partners, Professional Services teams, and executive leadership to accelerate customer value and establish Multinational Software House as the First Choice for IT within the SMB market. The SMB Sales Manager is responsible for fostering a high-performance culture built on accountability, continuous learning, collaboration, and customer obsession

Responsibilities

What you’ll do as the Manager Sales SMB:

Employees employed in the role of Manager Sales SMB shall be required to apply their independent mind and demonstrate intellectual abilities in their decision-making. 

The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. This job description is not intended to be a comprehensive list of the duties and responsibilities of the position, and the duties and responsibilities may change without notice.

Responsibilities:

Sales Leadership:

• Lead, coach, mentor, and develop Account Executives to maximize performance and career growth. 
• Conduct regular one-on-one coaching sessions, pipeline reviews, deal inspections, and business planning sessions. 
• Drive accountability to sales activities, pipeline development, forecast accuracy, and customer engagement metrics. 
• Develop succession plans and identify future leaders within the team.

Revenue & Growth Leadership

• Own team attainment of revenue, gross profit, services revenue, recurring revenue, and customer acquisition targets. 
• Drive year-over-year growth across assigned territories and customer portfolios. 
• Ensure balanced achievement across product, software, cloud, services, and managed services business categories. 
• Lead strategies to increase wallet share within existing accounts.

Pipeline & Forecast Management

• Ensure healthy pipeline coverage and opportunity progression throughout the sales cycle. 
• Conduct weekly pipeline inspections and forecast reviews using Microsoft Dynamics 365 (D365). 
• Maintain forecast accuracy and proactively identify risks and opportunities to plan achievement. 
• Ensure CRM compliance and opportunity hygiene across the team.

Team-Sell Leadership

Drive collaboration between Account Executives and:

• Solution Architects
• Advanced Technology Executives
• Licensing Advisors
• Customer Success Teams
• Professional Services Teams
• OEM Partners

Ensure proper resource engagement throughout the sales cycle.

 Operational Excellence:

• Ensure D365 CRM compliance and opportunity management standards and CE hygiene.

• Conduct weekly business reviews and forecast meetings. 

• Monitor team KPIs and productivity metrics. 

• Manage territory assignments and account transitions. 

• Partner with Human Resources on employee engagement, hiring, onboarding, and performance management. 

• Ensure compliance with company policies and sales processes. 

• Facilitate cross-functional collaboration to resolve customer escalations and operational challenges.

• Holiday / Annual Leave Cover 

   

What You Will Bring to the Team:

Required Qualifications

• Bachelor’s degree in business, Marketing, Management, Information Technology, or related discipline.

• 3+ years of B2B sales experience with a proven record of quota attainment.

• 2+ years of sales leadership or people management experience preferred.

• Experience managing revenue, gross profit, and pipeline targets.

• Strong understanding of consultative and solution-selling methodologies.

• Experience with CRM platforms, preferably Microsoft Dynamics 365.

• Proven ability to lead, coach, and develop high-performing sales teams.

Preferred Qualifications

• Experience selling IT solutions, cloud services, cybersecurity, software licensing, managed services, or professional services.

• Knowledge of the SMB market and technology buying cycles.

• Experience working with major OEM partners including Microsoft, Cisco, HP, Dell, Lenovo, Apple, Adobe, and VMware.

• Experience leading distributed and global teams.

Experience

3 Years

Apply By

Dec 6, 2026

Required Skills

• Sales Leadership
• Customer retention
• Forecasting
• Business planning
• Account management
• Performance Management
• B2B Sales
• Team Development
• Team Coaching
• Microsoft Dynamics 365
• CRM
• Solution Selling
• Consultative Selling
• Pipeline management
• gross profit management
• Revenue Management
• Quota Attainment

Nice to Have Skills

• Cross-functional collaboration
• Succession Planning
• Distributed team leadership
• OEM partner experience
• technology buying cycles
• SMB market knowledge
• Professional Services
• Managed Services
• Software Licensing
• Cybersecurity
• Cloud Services
• IT Solutions Sales