Head of Vertical Sales - US in Bayern bei Tracxn Technologies

About Tracxn:

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  Tracxn is a Bangalore based product company providing a research and deal sourcing platform for Venture Capital, Private Equity, Corp Devs & professionals working around the startup ecosystem.

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  We are a team of 750+ working professionals serving customers across the globe. Our clients include Funds like Andreessen Horowitz, Sequoia Capital, Accel Partners, NEA; and Large Corporates such as ING, Societe Generale, LG and Royal Bank of Canada.

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  We are funded by SAIF Partners, Accel, Sequoia. Angel investors like Ratan Tata, Nandan Nilekani, Sachin Bansal and Binny Bansal have also invested in Tracxn.

Position:

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  We are looking for a seasoned sales professional with a proven track record to join us as Vertical Sales Head for the EMEA Market. This role focuses on leading and managing sales for a specific vertical within Tracxn's diverse client base.

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  This is a front end sales role. You will be responsible for driving end-to-end sales of our SaaS product, from prospecting to closure, within the assigned vertical (e.g., Venture Capital funds, Fortune 1000 Corporates, Investment Banks, Accelerators, Incubators, etc.).

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  The position is based out of Bangalore, where you will work closely with your team and reach out to prospects remotely, over calls, emails and video conferences. Please note the role does not involve traveling to clients location.

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  B2B Sales / SaaS Sales experience is mandatory

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  The timings for this position are 12:.00 pm to 10.00 pm for the EMEA market.

Key Responsibilities:

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  Develop a 360 understanding of Tracxn’s product ,customer categories and competitors

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  Develop a thorough understanding of Tracxns products and offerings

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  Understand the different categories of customers we cater to. Understand how companies in these categories are driving innovation, investment decisions.

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  Understand how Tracxn creates value for these companies. Understand how they use Tracxns platform and keep identifying newer use cases

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  Monitor competitors' activity globally. Stay updated about price points, new products/offerings launched

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  Stay updated on market developments that may have a direct impact on the business

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  Initiatives by existing and/or target customers. For ex. A corporate client whose Corp Dev team is working with us launches a startup incubator

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  New initiatives that may impact the market as a whole. For ex. a large corporate in a traditional industry sets up an external innovation team. This may lead to other corporates in this industry setting up similar teams

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  Regulatory changes which may lead to innovation

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  Understand and implement the Sales Playbook

Thoroughly understand and implement the Sales Playbook - A sales guide created by the Central Business Team. This includes whom to reach out to, the sales pitch, and the mailers among other things. Notify the Central Business Team if anything is missing/not working out and needs to be updated. Sales playbook includes following:

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  Allocate accounts to your team members

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  Prioritize customers on the basis of relevance of their use case, sales conversion ratios, potential market size , engagement with Tracxns marketing initiatives etc

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  Re-allocate accounts to the team members maximizing the chances of conversion by leveraging individual traits like subject matter expertise, exposure to the geo, and past track record of your team

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  Ensure inbound leads are serviced in a timely fashion

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  Ensure all leads are reached out in a timely fashion. Plan for contingencies such as Lead owner on leave, more leads assigned to a person than he can handle, multiple owners of a lead etc

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  Ensure the team is using the Sales Playbook to reach out to leads in the most optimal way. Train and assist the team to customize the sales pitch according to the prospects and the situation

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  Ensure healthy sales pipeline through outbound