Position Summary

The Sales Manager will lead and manage Verosoft’s sales function and will be accountable for sales-team performance, revenue target attainment, pipeline quality, forecast accuracy, opportunity progression, administrative discipline, and consistent sales-process execution.

The successful candidate must bring significant experience selling Microsoft Dynamics 365, Business Central, ERP, CRM, or related enterprise business applications. This experience is essential to understand complex ERP sales cycles, partner-influenced opportunities, enterprise buying processes, and the commercial realities of selling within the Microsoft ecosystem.

The ideal candidate will also bring an established professional network of Microsoft professionals, ERP partners, customers, and industry decision-makers, along with a demonstrated ability to activate those relationships ethically to support qualified sales opportunities.

A key part of the mandate will be developing the capabilities of Verosoft’s sales experts through structured training, ongoing coaching, and access to the internal and external resources required to improve performance and increase sales success rates.

This role is focused on leading the sales function and driving strong commercial performance. The Sales Manager will work closely with the CEO, the Director of Marketing and Business Development, the Director of Partner Relationships, the product team, and consultants to align priorities, enable internal and partner sales teams, support opportunities throughout the sales cycle, and turn market demand into sustainable revenue growth.

Key Responsibilities

Sales Leadership and Team Management

• Lead, manage, coach, and develop Verosoft’s sales experts.

• Establish clear individual and team sales objectives.

• Build a culture of accountability, collaboration, continuous learning, and high performance.

• Conduct regular pipeline reviews, forecast meetings, coaching sessions, and performance evaluations.

• Monitor individual and team performance against established targets.

• Identify performance gaps and implement appropriate coaching and development plans.

• Support the recruitment, onboarding, and integration of new sales team members.

• Ensure sales resources are focused on opportunities with the strongest strategic and commercial potential.

Sales Training and Enablement

• Assess individual and team capabilities and develop training plans based on identified skill gaps.

• Create and coordinate ongoing training related to Microsoft Dynamics 365, Business Central, ERP sales, Verosoft solutions, target industries, competitors, discovery, demonstrations, negotiation, and closing.

• Identify and secure the internal and external resources required to support the professional development of the sales team.

• Coordinate training with product specialists, consultants, subject-matter experts, external trainers, and other relevant resources.

• Ensure sales experts understand Verosoft’s solutions and can clearly communicate their technical capabilities and business value.

• Develop and maintain sales playbooks, qualification frameworks, discovery guides, competitive resources, objection-handling materials, and best-practice templates.

• Review sales calls, demonstrations, proposals, lost opportunities, and customer feedback to identify coaching opportunities.

• Share successful practices across the team and establish consistent execution standards.

• Measure the effectiveness of training and coaching through improvements in conversion rates, win rates, sales-cycle duration, quota attainment, and overall sales performance.

Partner Sales Enablement

• Work with the Director of Partner Relationships to equip partner sales teams with the knowledge, messaging, tools, and support required to sell Verosoft solutions effectively.

• Build and nurture productive sales relationships with partner sales leaders and representatives, with a clear focus on qualified opportunities and revenue outcomes.

• Deliver or coordinate partner sales training on Verosoft solutions, target customers, qualification criteria, discovery, positioning, demonstrations, and objection handling.

• Help partner sales teams identify, qualify, position, and advance relevant customer opportunities.

• Establish a consistent sales cadence for active partner opportunities, including ownership, next steps, follow-up, and expected commercial outcomes.

• Participate in joint account planning, opportunity reviews, and customer meetings when sales leadership involvement can improve the likelihood of success.

• Ensure partner-sourced and partner-influenced opportunities are accurately recorded, attributed, followed up, and progressed in the CRM.

• Gather partner sales feedback and coordinate the internal resources required to improve partner confidence, engagement, and sales success rates.

Revenue and Sales Performance

• Ensure the sales team consistently works toward established revenue and ARR targets.

• Manage sales performance across new customer acquisition and expansion opportunities.

• Support sales experts with opportunity strategy, executive engagement, negotiation, and closing.

• Participate in strategic sales opportunities when leadership involvement is required.

• Improve win rates, conversion rates, sales-cycle duration, and revenue productivity.

• Identify revenue gaps and implement appropriate sales actions.

• Maintain a strong focus on measurable commercial results.

Pipeline and Forecast Management

• Build and maintain a healthy, qualified sales pipeline.

• Establish appropriate pipeline-coverage expectations based on revenue objectives.

• Ensure opportunities are accurately qualified, documented, and progressed through the sales process.

• Maintain accurate short-term and long-term revenue forecasts.

• Identify pipeline risks, stalled opportunities, and potential revenue shortfalls.

• Conduct structured opportunity reviews and ensure clear next steps are defined.

• Present sales results, forecasts, risks, and revenue projections to the CEO and executive team.

• Ensure consistent CRM usage, accurate opportunity information, and strong reporting discipline throughout the sales team.

Sales Administration and Discipline

• Establish and enforce clear standards for CRM usage, opportunity documentation, forecasting, activity tracking, and sales reporting.

• Ensure customer records, sales activities, opportunity stages, close dates, probabilities, next steps, quotes, and relevant documents are complete, accurate, and updated on time.

• Maintain disciplined follow-up on customer, partner, and internal commitments throughout the sales cycle.

• Ensure the sales team follows established pricing, discount, proposal, contract-approval, and commercial-review processes.

• Monitor data quality and administrative compliance, address recurring gaps, and hold sales team members accountable for corrective action.

• Ensure sales documentation and handoffs provide consultants, implementation teams, finance, and leadership with the information required to act efficiently.

• Maintain accurate dashboards and reporting that allow leadership to make timely, evidence-based decisions.

Sales Process and Execution

• Establish, document, and continuously improve structured sales processes and methodologies.

• Ensure consistent execution from lead qualification through discovery, demonstration, proposal, negotiation, and close.

• Define clear qualification standards and opportunity-stage requirements.

• Improve sales tools, templates, dashboards, reporting practices, and performance metrics.

• Ensure customer requirements, commercial expectations, and next steps are clearly documented.

• Coordinate effective handoffs between sales, consulting, implementation, and other customer-facing teams.

• Maintain high standards for customer communication and commercial professionalism.

Cross-Functional Collaboration

• Work closely with the CEO on revenue objectives, strategic opportunities, major negotiations, and sales planning.

• Collaborate with the Director of Marketing and Business Development to align sales priorities, improve lead follow-up, and maximize the conversion of campaigns and events into qualified opportunities.

• Coordinate with the Director of Partner Relationships to enable partner sales teams, nurture active partner sales relationships, and ensure partner-generated opportunities are assigned, qualified, followed up, and progressed effectively.

• Work with the product team to communicate customer requirements, competitive insights, recurring objections, and relevant market feedback.

• Engage consultants and solution specialists during discovery, demonstrations, technical validation, solution design, and scoping.

• Ensure all contributors involved in an opportunity are aligned on customer needs, sales strategy, responsibilities, and next steps.

• Provide structured feedback to improve messaging, sales materials, demonstrations, proposals, and the overall customer buying experience.

International Sales Support and Travel

• Travel internationally to support sales experts, customers, strategic opportunities, executive meetings, industry events, and company initiatives.

• Represent Verosoft professionally at customer meetings, conferences, trade shows, and Microsoft ecosystem events.

• Support sales activities across North America, Europe, Latin America, Asia-Pacific, the Middle East, and other regions where Verosoft operates or is expanding.

• Adapt sales leadership and execution to different markets, cultures, and enterprise buying environments.

• Be available for regular international travel, occasionally with limited advance notice.

Required Qualifications

• Ten or more years of B2B software, ERP, CRM, SaaS, or enterprise application sales experience.

• At least three to five years of experience leading and managing a sales team.

• Demonstrated experience selling within the Microsoft Dynamics 365 ecosystem.

• Strong experience with Microsoft Dynamics 365 Business Central, ERP solutions, CRM platforms, Power Platform, or related business applications.

• Strong understanding of complex ERP and enterprise software sales cycles.

• Proven track record of achieving or exceeding individual and team revenue targets.

• Experience managing sales pipelines, forecasts, opportunity qualification, and sales-performance reporting.

• Demonstrated ability to coach, train, and develop sales professionals.

• Experience identifying and coordinating internal or external sales-training resources.

• Demonstrated experience enabling partner sales teams and supporting partner-influenced sales opportunities.

• Strong administrative discipline, attention to detail, and demonstrated ability to enforce CRM, forecasting, documentation, and follow-up standards.

• Experience supporting complex negotiations and strategic enterprise opportunities.

• Established professional network within the Microsoft, Dynamics 365, Business Central, ERP, ISV, or enterprise technology ecosystem.

• Proven ability to generate or accelerate qualified opportunities through professional relationships.

• Strong CRM discipline and experience implementing structured sales methodologies.

• Excellent communication, presentation, leadership, coaching, and negotiation skills.

• Ability to work effectively in a remote and cross-functional environment.

• Valid passport and willingness and ability to travel internationally on a regular basis.

  Preferred Qualifications

• Experience working for a Microsoft ISV, Microsoft partner, ERP vendor, or enterprise software company.

• Experience managing sales professionals across multiple regions or countries.

• Experience selling through partner-influenced or partner-supported sales processes.

• Experience developing partner sales playbooks, delivering partner training, or improving partner sales productivity.

• Familiarity with Microsoft co-sell environments and Microsoft-supported opportunities.

• Experience selling asset management, maintenance management, field service, industrial software, AI, IoT, or operational technology solutions.

• Experience selling to manufacturing, energy, mining, transportation, facilities management, or other asset-intensive industries.

• Understanding of enterprise AI, Microsoft Azure AI services, Power Platform, and AI-enabled business applications.

• Experience building sales playbooks, training programs, qualification frameworks, and performance-management systems.

• Experience selling within international and culturally diverse markets.

Success Measures

• Team revenue and ARR attainment.

• New customer acquisition and expansion revenue.

• Individual and team quota attainment.

• Qualified pipeline growth and pipeline coverage.

• Forecast accuracy and consistency.

• Lead-to-opportunity conversion and opportunity win rate.

• Sales-cycle duration and revenue productivity per sales expert.

• CRM accuracy and sales-process compliance.

• Improvement in sales-team skills and performance.

• Effectiveness of sales training and coaching initiatives.

• Development and retention of sales team members.

• Conversion of marketing-, partner-, Microsoft-, and relationship-generated opportunities.

• Partner sales engagement, enablement effectiveness, and conversion of partner-sourced opportunities.

• CRM data quality, timely follow-up, documentation completeness, and adherence to sales-administration standards.

• Effective collaboration with internal teams supporting the sales process.