Apac Manager

Who are we and what do we do BrowserStack is the world s leading software testing platform powering over two million tests every day across 19 global data centers BrowserStack s products help developers build bug-free software for the 5 billion internet users accessing websites and mobile applications through millions of combinations of digital environments devices browsers operating systems and versions We help Tesco Shell NVIDIA Discovery Wells Fargo and over 50 000 customers deliver quality software at speed by moving testing to our Cloud With BrowserStack Dev and QA teams can move fast while delivering an amazing experience for every customer BrowserStack was founded by Ritesh Arora and Nakul Aggarwal in 2011 with the vision of becoming the testing infrastructure for the internet We recently secured 200 million in Series B funding at a 4 billion valuation in June 2021 At BrowserStack we solve real problems each day is a unique challenge and an opportunity to make a difference We strive to be open transparent and collaborative so no feat is too big to achieve BrowserStack is an extension of its people and a place where they can grow both professionally and personally To that effect we re humbled to be recognized by leading organizations around the world BrowserStack is Great Place to Work-Certified TM 2020-21 Named SaaS Startup of the Year in 2022 by SaaSBOOMi Ranked in Forbes Cloud 100 in 2021 - for the second time Featured in LinkedIn Top Startups India 2018 Location This is a remote opportunity But the base location of the role holder has to be either Bangalore Hyderabad Region The role holder will be responsible for the APAC market Role in nutshell As a people manager you will be responsible to lead mentor a team of 8-12 Account Executives You will be required to drive the career progression of your team The role encompasses territory and account planning to generate revenue while managing a hybrid portfolio hunting and farming Identifying and resolving issues at hand by cross-collaborating with different functions and teams is critical for the success of this role Desired experience 8 to 12 years of carrying quota closing deals for technology products with at least 2 years of people manager experience Experience with the full lifecycle of outbound strategic sales from lead identification and qualification cold calling emails LinkedIn solution definition to closing and account growth Understanding the cloud computing business model and enjoy selling to a technical audience End-to-end sales experience managing complex sales cycles requiring stakeholder mapping running technical proofs-of-concept in collaboration with a Solutions Engineer price negotiations Key Account Management skills Prior experience dealing with international markets and driving a portfolio of 6 million What will you do Sales and Pipeline Generation Own the relationship with a book of paying active Strategic accounts and land new logos The territory will be a mix of buying and non- buying accounts Responsibility to grow buying accounts and land new logos from named non-buying accounts Create and execute strategies to identify growth areas execute on growth and win new logos Partner with accounts to build growth strategies to deliver quarterly and annual incremental revenue Collaborate with customer champions to not only increase revenue from account but also renew retain business year-on-year Build account intelligence to map stakeholders and identify new teams business units to sell to Prospect via cold calling highly personalized emails and LinkedIn to generate leads and pipeline Employ a value-based solution-selling methodology to drive these leads through a pipeline Execute all phases of the pipeline and push deals through the sales cycle towards closure Maintain hygiene on CRM tools like Salesforce com to forecast with a high level of accuracy Drive team to consistently achieve the desired level of prospecting activity to maintain a healthy pipeline Team management Hire mentor and retain talent Motivate the team and manage conflicts to drive the team to achieve success Chart our career progression to help the team grow Understand the individual strengths and weaknesses of each team member Collaborate to fill gaps in knowledge culture and leadership Be the source of knowledge for industry know-how and best practices to ensure the overall skill set of the team improves continuously Benefits In addition to your total compensation you will be eligible for following benefits which will be governed by the Company policy Medical insurance for self spouse upto 2 dependent children and Parents or Parents-in-law up to INR 5 00 000 Gratuity as per payment of Gratuity Act 1972 Unlimited Time Off to ensure our people invest in their wellbeing to rest and rejuvenate spend quality time with family and friends Remote-First work environment that allows our people to work from anywhere in India Remote-First Benefit for home office setup connectivity accessories co-working spaces wellbeing to ensure an amazing remote work experience Benefits In addition to your total compensation you will be eligible for following benefits which will be governed by the Company policy Medical insurance for self spouse upto 2 dependent children and Parents or Parents-in-law up to INR 5 00 000 Gratuity as per payment of Gratuity Act 1972 Unlimited Time Off to ensure our people invest in their wellbeing to rest and rejuvenate spend quality time with family and friends Remote-First work environment that allows our people to work from anywhere in India Remote-First Benefit for home office setup connectivity accessories co-working spaces wellbeing to ensure an amazing remote work experience