The Senior Sales Manager is a key driver in achieving Devoteam's strategic goal of becoming the leading ServiceNow partner in the Swedish market. This role is responsible for generating revenue by selling ServiceNow Professional Services and Licenses where applicable, to new and existing strategic clients across Corporate, Enterprise, and Public Sector organizations in Sweden. The Senior Sales Manager will act as a trusted advisor to clients, understanding their business challenges and positioning Devoteam's expertise and the ServiceNow platform as the optimal solution. This role collaborates closely with Business Development, Marketing, and Delivery teams to ensure effective sales strategies and successful client outcomes. In addition, this role must develop strong relations and trust with our main partner ServiceNow.
There will be a few existing customers which this role will take over and manage. However, the main focus and priority for this role will be to acquire new customers and deliver incremental revenue to Devoteam.
Key Responsibilities
- Sales Strategy and Execution: Develop and execute comprehensive sales plans aligned with the overall Swedish market strategy to achieve and exceed assigned revenue targets and expand Devoteam's market share within the ServiceNow ecosystem.
- Client Acquisition and Development: Proactively identify, qualify, and cultivate strong relationships with key decision-makers and influencers within target organizations (Corporate, Enterprise, and Public Sector) to generate new business opportunities for ServiceNow licenses and consultancy services.
- Solution Selling and Value Proposition: Collaborate with Solution Architects and Delivery teams to understand client business requirements and develop tailored ServiceNow solutions and value propositions that address their specific needs and drive digital transformation.
- Sales Cycle Leadership: Own and manage all aspects of the sales cycle, including initial meetings, presentations, proposal development, negotiation, and contract closure, ensuring a seamless and positive client experience and adherence to Devoteam's internal sales processes.
- Sales Reporting and Forecasting: Maintain accurate and up-to-date records of all sales activities, opportunities, and client interactions within Salesforce, providing regular and accurate sales forecasts to the Head of Sales.
- Internal Collaboration: Work closely with the Devoteam Business Development team for lead generation and qualification, the Marketing team for campaign support and materials, and the Delivery team to ensure smooth project handover and client satisfaction.
- ServiceNow collaboration: Develop strong relations, trust and collaboration with key ServiceNow stakeholders.
- Best Practice Development: Contribute actively to the ongoing development and refinement of best-in-class sales practices, methodologies, and tools within the ServiceNow sales team in Sweden.
- Industry and Product Knowledge: Continuously stay informed about industry trends, competitor activities, and the evolving ServiceNow product offerings and roadmap to effectively position Devoteam's services and provide expert guidance to clients.
- Account Management: Nurturing and growing relationships with key existing strategic clients to identify upsell and cross-sell opportunities.
- Contribution to Team Success: Actively participate in team meetings, share best practices, and contribute to a positive and collaborative team environment.
Performance Metrics
- Achievement of quarterly and annual sales revenue targets for ServiceNow licenses and consultancy services.
- Number of new client acquisitions within the target sectors.
- Pipeline development and conversion rates.
- Accuracy of sales forecasting.
- Client satisfaction and retention (where applicable).
- Adherence to internal sales processes and CRM utilization.
- Proven and demonstrable track record of success in selling enterprise software solutions, with a strong preference for direct experience selling ServiceNow licenses and related services.
- Deep understanding and practical application of solution and value-based selling methodologies.
- Exceptional communication, presentation, and interpersonal skills, with the ability to build rapport and establish trust with C-level executives and other key stakeholders.
- Strong business acumen, analytical skills, and the ability to understand complex business challenges and translate them into compelling ServiceNow solutions.
- Demonstrated ability to work collaboratively and effectively within cross-functional teams.
- Fluency in both English and Swedish (verbal and written) is essential.
- Experience working with CRM systems, preferably Salesforce.
Competencies
- Results-Oriented: Driven to achieve and exceed sales targets.
- Customer-Focused: Dedicated to understanding and meeting client needs.
- Strategic Thinking: Ability to develop and execute effective sales strategies.
- Negotiation Skills: Proven ability to negotiate and close complex deals.
- Communication & Interpersonal Skills: Excellent verbal and written communication and the ability to build strong relationships.
- Teamwork & Collaboration: Ability to work effectively within a team.
- Problem-Solving: Ability to identify and resolve sales-related challenges.
- Learning Agility: Quickly adapt to new technologies and market trends.
Internal Relationships
- Reports to the Head of Sales (Sweden).
- Collaborates closely with Business Development Representatives.
- Works with Marketing on lead generation and campaign execution.
- Partners with Solution Architects and Consultants in the Delivery team.
- Interacts with Finance and Legal teams for contract management.
Benefits
- Encouragement and support for training and certifications.
- Challenging and rewarding assignments, many of which are end-to-end.
- Benefit from a hybrid work model, with flexible working hours and location to support your work-life balance.
- An international, diverse, and inclusive team.
- A human-centric and value-based company culture.
- Invest in your well-being with a wellness grant for sports activities (5,000 SEK/year).
- Modern offices in central locations in Stockholm, Gothenburg and Helsingborg.
- Full provision of work tools.
- A variety of social events.
Our culture is based on continuous learning and career development, supported by a genuine, inclusive, and collaborative team and company spirit.
Ready to join an elite team? Apply for our Senior Sales Manager and become part of something exceptional!
