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Sales management layer accountable for delivery of contracted results within a territory/geography.
Job Description
Build, motivate and mentor a high functioning inside sales team to lead and drive sales conversations; hire new Sales Agents; typical team size of 10+ employees
Lead team members through example. Lead and coach team members through strong call coaching of their customer sales calls, demos and experience sessions over Teams
Lead team to meet and exceed monthly, quarterly and annual team targets
Coach sellers and ensure every seller meets productivity targets monthly. Document coaching outcome and agreed next actions
Coach sellers and ensure every seller passes qualified Opportunities to the right channels at sufficient sales stage. Document coaching outcome and agreed next actions.
Accurately assess risk and identify exceptional performance plans in weekly reviews with senior management and with the agents
Drive operational excellence of key center metrics such as pulling leads, conversion rate, pipeline, velocity and accuracy
Have meaningful career development discussions and ensure all employees have a development plan in place focused on building capability for current and future roles.
Assess team capability & build talent pipelines where needed
Spend time weekly coaching and observing the team both on methods of improving operational metrics and on their overall approach in building deep customer trust
Empower your teams to spend more time with customers and partners by removing productivity blockers & unnecessary rhythms.
Spend time learning your team’s capabilities & actively build talent pipelines
Ability to design and set productivity and sales targets/quota in line with market trends and program requirements
Ability to work as part of a team – work in partnership with Quality coach and/or Readiness Managers to improve agent performance
Skills Needed
5+ years of technology related sales or business development experience
3+ years of team management experience, minimum 2+ years of sales management experience in IT industry with proven track record of successfully leading teams of 8 or more. Familiarity with modern sales techniques and tools preferred
Strong interpersonal skills, excellent written and verbal communications skills - ability to coach team to successfully drive sales over phone, email, video and modern demonstration tools
Superior leadership skills with the ability to enable high performers to deliver and motivate under-performers to improve
Experience, background and confidence to initiate and drive business strategy discussions with C-level executives and business decision makers around industry drivers and workloads
Ability to identify the key aspects of a potential opportunity, nurture the opportunity to close, engage channel partners as needed and manage the customer relationship through success
General knowledge of the IT industry, with the capacity to learn and retain knowledge about individual systems, processes, products and services quickly and accurately. Passion for cloud technologies and changing the world.
Works well in a diverse team and enjoys a dynamic and changing environment
Achievement and success-driven personality, motivated by performance rewards for exceeding annual sales goals through strategic sales leadership and strong cross business collaboration
Advanced user of Microsoft Office Suite applications, Windows OS, 4+ years of experience using a CRM tool (Dynamics, SalesForce or other) is required.
Language requirements (written + verbal): English and supported market language fluency is required.
Bachelor's Degree or Associate’s degree required
MS-900 Certification prefered