Sales Manager

• EXCO
• All Internal Departments

• Customers
• Partners

CipherWave sells through three main customer segments:

• Direct business customers, ranging from SME to enterprise
• Reseller and MSP partners
• Wholesale Telco and ISP partners

The Sales Manager will be responsible for ensuring that the Sales team consistently sells across CipherWave’s full product portfolio, which includes:

• Connectivity
• Cloud
• Voice
• Cybersecurity

CipherWave operates an annuity-based business model, with revenue generated through both Monthly Recurring Revenue (MRR) and Non-Recurring Revenue (NRC). The Sales Manager is therefore accountable for ensuring that the Sales team achieves it’s monthly targets across both recurring and once-off revenue.

A key focus of the role is to actively manage sales activity, pipeline development, opportunity progression and sales conversion.

Operations:

• Managing and coaching the Sales team
• Ensuring individual Sales representatives achieve their allocated monthly sales targets.
• Driving customer meetings, sales calls and product discussions
• Ensuring sufficient qualified pipeline is continuously developed
• Managing opportunities through the sales stages of Proposal, Best Case, Commit and Closed Won
• Driving strong conversion of pipeline into signed customer orders
• Ensuring Sales representatives maintain accurate and realistic sales forecasts
• Driving sales across Connectivity, Cloud, Voice and Cybersecurity
• Developing sales performance across Direct, MSP/Reseller and Wholesale channels
• Identifying Sales team underperformance early and implementing appropriate coaching and corrective action
• Supporting the Sales team on strategic customer opportunities, proposals and negotiations

• Team MRR target achievement
• Team NRC target achievement
• Individual Sales representative performance
• Pipeline development and coverage
• Pipeline conversion
• Customer meeting and sales activity levels
• Product sales performance
• Forecast accuracy
• Customer Renewals

Ultimately, the Sales Manager is responsible for creating a disciplined, accountable and high-performing Sales team that consistently turns customer engagement into pipeline, pipeline into signed orders, and signed orders into sustainable revenue growth for CipherWave.