• Regional Sales Manager, New York / New Jersey

    Location US-NY-New York | US-NJ-Remote | US-NY-Remote
    Job ID
    1-39296
    Category
    Sales - All Openings
    Pos. Type
    Full Time
  • Company Overview

    At Nuance, we empower people with the ability to seamlessly interact with their connected devices and the digital world around them.  We are creating a world where technology thinks and acts the way people do by designing the most human, natural, and intuitive ways of interacting with technology.

     

    Our nimble technology uses analytics and advanced algorithms to transform the inanimate into animate and reduce complicated processes into simple ones.

     

    Join our Imaging team…greater document flexibility for more personal productivity.  We are passionate about designing and building secure technology that empowers companies to gain control of their document management processes and ensure their proprietary and customer information is protected.

    Job Summary

    As the Regional Sales Manager (RSM), you will be responsible for maximizing the sales of Nuance imaging products, delivering on the objectives for revenue, bookings, and pipeline generation in your region.  The Regional Sales Manager will need to have hunter mentality to establish and maintain prominent level relationships with our partners and develop deep end customer relationships through systematic interaction directly with existing customers and prospects.

     

    Principal duties and responsibilities:

     

    - Meet or exceed annual, quarterly, and monthly sales objectives (revenue, bookings, pipeline generation) for the region
    - Work with vendors to drive end customers engagements to drive the sale of Nuance products and professional services
    - RSM will need to work with vendors to create strategies, train and lead vendors in sale of Nuance products.  Additionally, RSM’s will need to be able to change and implement strategies quickly. 
    - Drive engagements with end customers directly and through partners at a CXO level, as well as with Line of Business leaders
    - Manage the engagement of appropriate and timely internal and external (partner) resources such as Professional Services, Technical Consultants, Finance, and Support (Matrix Management)
    - Create and implement strategies for underperforming market segments or partners, and evaluate if and how to adjust sales tactics accordingly.
    - Create and implement a regional sales plan in conjunction with vendor sales leadership that is designed to promote Nuance product sales.
    - KPIs to include: Bookings, gross pipeline, QoQ pipeline growth, sales cycle length and number of end customer engagements.
    - Formulate business cases and solution scenarios, leading to adoption by end users and customers.
    - Create, own and maintain full sales opportunities and activities in Nuance’s forecasting/CRM system (Salesforce.com).

    - Perform tasks related to securing and keeping the products, tools, and processes that you are responsible for securing


    Education: Bachelor’s degree or higher

     

    Minimum years of work experience: 8+ years sales experience

     

    Required skills:
    - Proven track record of exceeding annual targets
    - Hunter mentality needed to deliver region revenue and pipeline targets
    - Track record of selling into enterprise accounts, managing vendor/ partners and complex account management, sales planning and exceeding quota
    - Ability to exercise influence without authority
    - Analytical skills for pipeline management and forecasting
    - Demonstrated ability to engage with key personnel within channel partners
    - Experience in leading 3rd party sales teams to sell your product
    - Ability to articulate complex concepts to cross-functional audiences
    - Ability to work effectively across internal and external organizations
    - Excellent written and verbal communications skills
    - Bachelor’s degree or higher
    - Ability to travel at least 75%

     

    Preferred skills:


    - Strong sales & technical ability to demonstrate and white board complex solutions with customers and partners
    - Strong presentation skills
    - Experience selling enterprise print management, capture solutions, ECM and/or BPM

    Additional Information

    Nuance offers a compelling and rewarding work environment. We offer market competitive salaries, bonus, equity, benefits, meaningful growth and development opportunities and a casual yet technically challenging work environment. Join our dynamic, entrepreneurial team and become part of our continuing success.  

     

    Nuance Communication Inc.  is an equal opportunity employer.  We evaluate qualified applicants without regard to race, age, color, religion, sex, national origin, disability, veteran status, gender identity, sexual orientation and other legally protected characteristics. The EEO is the Law poster and its supplement is available here. If you need a reasonable accommodation because of a disability for any part of the employment process, please call 781-565-5086 – Human Resources Department and let us know the nature of your request and your contact information.

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