Sales Manager, ANZ

Sales Manager, Agilysys ANZ – July 2024

Agilysys has been a leader in hospitality software for more than 40 years, delivering innovative cloud-native SaaS and on-premises guest-centric technology solutions for gaming, hotels, resorts and cruise, corporate food service management, restaurants, universities, healthcare, and sports and entertainment. Agilysys offers the most comprehensive software solutions in the industry, including point-of-sale (POS), property management (PMS), inventory and procurement, payments, and related applications, to manage the entire guest journey. Agilysys is known for its leadership in hospitality, its broad product offerings, and its customer-centric service. During recent years, Agilysys has made major investments in R&D and has successfully modernized virtually all its longstanding trusted software solutions. Some of the largest hospitality companies around the world use Agilysys solutions to help improve guest loyalty, drive revenue growth, and increase operational efficiencies. Agilysys operates across the Americas, Europe, the Middle East, Africa, Asia-Pacific, Oceana, and India with headquarters located in Alpharetta, GA.

The Role:

Located in Australia and reporting to the Regional Sales Director, ANZ, the Sales Manager, ANZ will be responsible for building lasting connections to help customers win the recruitment battle, enhance guest engagement, and increase guest spending. S/he will work closely with internal and external stakeholders to ensure the appropriate objectives are met and or exceeded. 

The ideal candidate has successfully sold commercial enterprise software on a global scale with experience in both traditional and SaaS delivery models.  The candidate will enjoy sharing our story and the opportunity to reveal how our technology can help optimize a customer’s guest experience. You back your ideas with industry insight, an in-depth knowledge of customer needs, and company strategy.  You are data-driven, using multiple sources to help inform your opinions and provide insight to your prospects.  You can recite competitors’ strengths and weaknesses in your sleep.  You will be super motivated and excited to find the next potential customer.  You’ve worked in an entrepreneurial environment and love building your business while working collaboratively with internal teams to help you be successful.  You must be a self-starter.

Key Responsibilities:

• Drives efforts to achieve sales targets and to grow customer base.
• Actively prospect in the region of responsibility in pursuit of new sales opportunities.
• Target potential leads to build a sales pipeline using appropriate sales strategies and approaches.
• Maintain knowledge of competitors and best practices to strategically position the value of Agilysys product and services offerings.
• Establish a professional working and consultative relationship with customers by developing a basic understanding of their unique business needs within their industry.
• Educates the customer on Agilysys technical capabilities leveraging industry and business knowledge underpinning the customers’ business needs to create demand and persuade through the creation and presentation of compelling purchasing rationales.
• Develop proposals, deliver customer presentations and close the business.
• Efficiently leverage leaders, sales teams and partners to seek out new opportunities and close business.
• Record all customer/prospect communications and maintain the Customer Relationship Manager (CRM) system.
• Provide accurate forecast and pipeline updates as required. Strives to maintain high levels of quality, accuracy, and process consistency. 
• Other duties as required by management.

Requirements for success:

• Bachelor’s degree preferred
• Minimum of 5 years successfully selling outside software technology (SaaS, etc.).
• Preferred 3 - 5 years sales experience in the Hospitality industry.
• Familiar with value-based and consultative selling strategies.
• A hunter with a proven record of bringing in new business revenue.
• Strong passion for selling technology to enhance a customer’s business.
• Demonstrated ability in problem solving, strong prioritization skills.
• Excellent communication skills.
• Collaborative team player with the confidence and integrity to earn people’s confidence, internally and externally, and put them at ease.
• Be persuasive, persistent, and patient.
• Exceptional at networking, initiating and building relationships.
• Ability to understand and articulate value propositions.
• Ability to analyze the impact of decisions before executing.
• Road warrior - this position requires extensive domestic travel, with some international travel.
• Computer proficient in email, internet, & Microsoft applications.

KEY GOALS AND PERFORMANCE MEASURES:

• Achievement of sales, revenue, and performance objectives within a defined vertical.
• Establishes professional working and trusted advisor consultative relationships with customers and all key decision makers at multiple levels.
• Maintain expenses within the guidelines provided.