Job Description

Job Summary

The Inside Sales Manager will own a revenue target and be responsible for executing a business plan which has many elements of success including driving Inside Sales Reps responsible for filling the funnel with new pipeline, deal management and closure, and forecasting. Mgr is also responsible for Inside Rep training and development, leveraging key performance metrics to drive behavior, and partner engagement.

Combining solid selling and leadership skills with a solid operational foundation will establish the basis for achieving overall objectives and goals.

Drive ~~~~ Inside Sales Reps to objectives and quota achievement
Ensure implementation of corporate strategies/objectives/account plans
Hire and train Representatives, provide advice as to call strategy, script customization, effective probing and objection-handling techniques, etc.
Coach reps to improve sales productivity and performance.
Manage CRM implementation and usage
Hold weekly forecast and pipeline reviews
Produce accurate monthly forecasts
Meet or exceed revenue goals
Provide motivational leadership to all staff
Promote results of teams; provide highest visibility to Field and Marketing senior management and staff
Liaison with Senior Field and Executive Sales Management to define and/or understand strategic initiatives; ensure objectives are met
Overall responsibility for systems, reporting and usage of systems for the ISO
Ensure the inside model supports or complements the field sales model
Make adjustments to model as needed using test and refine methodology
Recommend new opportunities for better ways to grow revenue for the company through the use of inside sales
Grow staff to support farm team model
Ensure inside sales representatives are properly and continuously trained
Ensure the lowest performers are being coached for improvement

Job Requirements

5+ years of Inside Sales Experience, preferably in technology field
Previous Management or leadership experience preferred including:
Experience in/commitment to incentive and shirtsleeve management to drive change
Experience successfully managing or building a team that has consistently met goals
Demonstrated experience managing and developing a metric-based technical sales team (inside or outside)
Proven track record at establishing and driving achievement of measurable sales quota/goals in a highly automated (CRM/SFA tools) Tele-business environment
Ability to design and execute strategic sales plans and develop departmental direction
Energetic, upbeat, tenacious individual that knows how to create and maintain winning team dynamics
Technical aptitude and experience managing the implementation of sales tools
Excellent verbal and written communication skills
Ability to work with senior management team members and affect good working relationships among departments. Driving change when needed
Outstanding relationship building skills with a high degree of responsiveness and integrity
Experience working with US Government and/or SLED customers
Must be a US Citizen

Education

* BS/BA degree or equivalent related experience.