• Regional Sales Manager, Upstate NY

    Location US-NY-Buffalo | US-NY-Rochester
    Job ID
    1-39297
    Category
    Sales - All Openings
    Pos. Type
    Full Time
  • Company Overview

    Chez Nuance, nous donnons aux gens la possibilité d'interagir naturellement avec leurs divers appareils connectés et le monde numérique autour d'eux. Nous créons un monde où la technologie pense et agit de la façon dont les humains le font en concevant des modes d'interaction avec la technologie plus intuitifs.

     

    Notre technologie agile utilise des analyses et des algorithmes avancés pour transformer l'inanimé en animé et transformer des processus complexes en processus simples.

     

    Joignez-vous à notre équipe d'imagerie ...  parce que la flexibilité documentaire favorise une meilleure productivité personnelle. Nous sommes passionnés par la conception et la construction d'une technologie sécurisée qui permet aux entreprises de prendre le contrôle de leurs processus de gestion de documents tout en assurant la protection et l’exclusivité de l’information. 

     

     

    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

    In Montreal:

    What we offer !

    Unique environment for collaborative teamwork on cutting-edge technology:

    • Location is in the heart of downtown
    • Flexible hours
    • Transit reimbursement and parking

    Contributing to and collaborating with international teams that drive innovation

    • Competitive benefit package:
    • 4 weeks’ vacation
    • 10 paid sick days
    • Bonus Plan, Group RRSP, Deferred Profit Sharing Plan, Employee Stock Purchase Plan

    Award-winning Top Employer:

    • Canada's Top 100 Employers – 7 consecutive years
    • Montreal’s Top Employers – 6 consecutive years
    • Canada's Top Employers for Young People - 3 consecutive years

     

    Ce que nous offrons!

    Un environnement unique et collaboratif où vous travaillez avec les technologies de pointe :

    • Situé au cœur du centre-ville de Montréal
    • Horaire flexible
    • Allocation de transport en commun et de stationnement
    • Travail de concert avec des équipes à l’international afin de repousser les limites de l’innovation

    Programme d’avantages sociaux concurrentiel :

    • 4 semaines de vacances
    • 10 congés de maladies payés
    • Régime de bonus annuel, REER collectif, Régimes de participation différée aux bénéfices (RPDB), Régime de rachat d’action pour les employés

    Gagnant de prix à titre de meilleurs employeurs :

    • Canada's Top 100 Employers – pour 7 années consécutives
    • Canada's Top Employers for Young People - pour 3 années consécutives

     

    In Waterloo:

    What We Offer!

    Unique environment for collaborative teamwork on cutting-edge technology:

    • Convenient location
    • Free parking
    • Flexible hours
    • Contributing to and collaborating with international teams that drive innovation

    Competitive benefit package:

    • 4 weeks’ vacation
    • 10 paid sick days
    • 11 paid holidays
    • Bonus Plan, Group RRSP, Deferred Profit Sharing Plan, Employee Stock Purchase Plan

    Award-winning Top Employer:

    • Canada’s Top 100 Employers – 7 consecutive years
    • Canada’s Top Employers for Young People – 3 consecutive years

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