Job description for Sales Manager at PT Deneva (DomaiNesia)
Key Responsibilities :
Lead and Manage the Team
- Set work assignments, targets, and priorities for the three sales team members, and restructure roles when necessary to make the most of each individual's strengths.
- Provide regular coaching on customer discovery techniques, objection handling, and proposal writing.
- Serve as the first point of escalation so that sales-related questions are no longer directed straight to the CEO.
Bridge Customer Needs and the Technical Team
- Understand requests that fall outside standard products (server specifications, custom VPS, cloud, and basic architecture) and translate them into clear briefs for the engineering team.
- Develop a customer discovery question checklist to ensure the sales team accurately understands customer requirements.
- Coordinate proposals and quotations for custom deals with the technical team, while ensuring clarity on what can and cannot be offered.
Build Processes and Manage the Pipeline
- Implement a CRM system and enforce disciplined pipeline tracking (replacing manual tracking in Excel), including clear deal-stage definitions and follow-up standards).
- Segment the existing customer base to identify upselling and cross-selling opportunities, as well as business customers worth approaching.
- Develop SOPs for handling inquiries, preparing quotations, handing over to billing/support, and managing renewals.
Reporting and Performance Management
- Prepare weekly and monthly reports for the CEO covering the sales pipeline, conversion rates, renewal rates, and obstacles.
- Oversee sales service quality across the group companies (Deneva, RNA, and DAA) and ensure consistent customer communication practices across the team.
Customer Data Governance
- Maintain the confidentiality of customer data and comply with the company's data access policies. Access to the billing system will be granted gradually, based on the role and length of service.
Qualifications :
- At least 4–5 years of experience in B2B sales, including a minimum of 2 years leading or mentoring a sales team (in a formal management role or as a team lead).
- Experience selling technical or service-based products, such as hosting, cloud, IT infrastructure, SaaS, or software solutions.
- Understanding of basic infrastructure concepts, including VPS, load balancers, storage/object storage, backups, and the differences between proprietary and open-source licenses. You do not need to be an expert, but you must be able to discuss these topics with engineers and explain them in customer-friendly language.
- Experienced in using CRM systems and data-driven sales pipelines, with the ability to build processes from an unstructured starting point.
- Strong communication, presentation, and proposal-writing skills.
- Able to patiently coach a relatively junior team while remaining firm on targets and process discipline.
Preferred Qualifications :
- Experience working at a hosting company, data center, system integrator, or cloud provider.
- Experience managing enterprise or mid-market accounts with longer sales cycles.
- Experience managing renewals and customer retention across a large customer base.
- Cloud certifications or foundational knowledge (e.g., AWS/GCP/Azure fundamentals) or Linux knowledge.
