Sales and Marketing Manager - Technology - Tekscape

Job Title:  Head of Sales

Location: Tekscape Office, NYC

Travel Required: As needed to client sites.

Compensation: $140k - $170,000k p.a. base plus bonus based on achievement

Term: Full Time

Reports to: CEO

Candidate to be considered for the position need to possess 5 years in doing this role at an MSP or VAR doing same function.

Who We Are:

Tekscape is a recognized managed IT services company since 2007, headquartered in New York City. We operate via two physical locations in the United States. Based on our engineers’ advanced technical knowledge and by leveraging our strategic relationships with the world’s leading cloud providers, Tekscape excels at supporting companies globally with information technology solutions. We work in a collaborative environment that fosters and rewards innovation. Tekscape services include managed IT, managed security services, cloud computing, compliance, and collaboration. 

Job Description:

The Head of Sales needs to lead and innovate Tekscape’s sales strategy, encompassing both Monthly Recurring Revenue (MRR) models in cloud services, Managed Service Agreements (MSA), Voice, SaaS, Microsoft licensing, and traditional hardware sales as a Value-Added Reseller (VAR). This role demands a comprehensive approach to sales, blending modern cloud-based solutions with traditional hardware sales, while also leading the financial planning component of the sales division.

Responsibilities:

• Sales Strategy Development: Strategize and implement comprehensive sales plans that balance monthly recurring revenue (MRR)-based services with traditional hardware sales. Ensure the portfolio meets evolving market demands, focusing on TekScape’s core offerings, including managed services, Cisco solutions, and Microsoft technologies.

• MRR and Hardware Sales Expertise: Leverage deep understanding of selling MRR-based products (cloud services, managed IT) and traditional hardware (Cisco, Microsoft) to drive consistent revenue growth. Guide the sales team in solution selling across both service and hardware product lines.

• Vendor & Distributor Relationships: Manage and expand relationships with key vendors and distributors, including Cisco and Microsoft, to enhance TekScape’s service and product offerings. Collaborate on deal registration, product registration, and securing competitive pricing.

• Team Leadership: Provide leadership to the sales, marketing, and sales engineering teams, ensuring a cohesive approach to solution selling. Foster collaboration between sales and other departments (e.g., procurement, technical teams) to deliver seamless and innovative solutions to clients.

• Sales Goals & Accountability: Set ambitious annual sales targets, including top-line goals by product and service category, as well as gross margin targets. Break down these goals into specific targets for individual business development managers. Partner with Finance and Operations to track performance and hold team members accountable for achieving their sales objectives.

• Financial Planning & Budgeting: Collaborate on financial planning for the sales and marketing departments, managing costs, investments, and staffing needs in alignment with company financial goals. Monitor and adjust plans as necessary to meet budgetary objectives.

• Forecasting & Market Analysis: Utilize sales forecasting tools to accurately predict market trends and sales performance. Continuously analyze market conditions to adjust strategies and identify new opportunities for growth.

• Client Relationship Management: Cultivate and maintain strategic, long-term client relationships, focusing on securing MRR-based contracts and large-scale sales opportunities. Serve as a trusted advisor to key accounts, driving TekScape’s value proposition in the market.

• Process Improvement: Drive continuous improvement initiatives in sales processes and strategies, leveraging market feedback and performance data to optimize sales efficiency and effectiveness.

Additional Information:

• Earning Potential: This position offers uncapped earning potential based on team performance and meeting sales targets.
• Travel & Flexibility: The role may require frequent travel to meet with key clients and partners. Flexibility in working hours is expected to accommodate client and team needs.

Skills and Experience:

• Proven experience in leading sales in both MRR-based and traditional hardware environments in the technology sector.
• Minimum 7 years of experience in a senior sales leadership role in MSP or VAR, with a proven track record in both cloud services and hardware sales.
• Strong competency in financial planning and forecasting, with the ability to lead budget creation and management.
• In-depth knowledge of sales forecasting tools and methodologies.
• Exceptional leadership skills with experience in building and managing diverse sales teams.
• Strategic mindset with an ability to make data-driven decisions.

Personal Attributes:

• Excellent communication, negotiation, and interpersonal skills.
• Strong analytical and problem-solving abilities.
• Adaptive to changing market trends and business needs.

Education:

• Bachelor’s degree in Business, Marketing, or a related field
• MBA preferred.

Tekscape employees enjoy the following benefits:

• Excellent Benefits (including medical, dental, vision, life insurance, HRA/HSA/FSA
• Paid Parental Leave (NYS Paid Family Leave)
• 401(k) plan with matching company contribution
• Vacation/ Paid Time Off / Sick Leave
• Professional Development Programs
• Employee Referral Programs
• Corporate-Branded Swag & MORE

We are an Equal Opportunity Employer that truly believes in the benefits of diversity! Tekscape engages all employees proactively in all aspects of the business to provide them with experience and exposure to a wide range of IT environments and technologies, allowing for a diverse, creative, and thoughtful development of their skills and knowledge.

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