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Senior Director, Inside Sales
Veritas
Heathrow, FL, United States
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JOB SUMMARY:
The Sr. Director of Inside Sales will be responsible for driving sales efforts throughout the Americas Sales geography with a focus on improving productivity within Veritas Mid-Market segment, promoting industry best practices, driving new business bookings growth, and managing a growing team of Inside Sales Reps. This role will report to the SVP, Americas Sales. Focus areas include: sales execution, sales model productivity, training of inside sales professionals and sales performance analysis. The Sr. Director of Inside Sales will be hands-on providing mentorship and development to the Inside Sales team; both individual contributors and people managers.
DUTIES AND RESPONSIBILITIES:
◦ Directly supervises employees in the Inside Sales team to drive quarterly bookings targets. This role manages several people managers and overall a team upwards of 50 Inside Sales Representatives.
◦ Implement a rigorous and effective sales rep training program that establishes rules of engagement, scripts, communication protocols, and closing tools.
◦ Work with Demand Creation and Enablement organization to leverage lead generation and sales conversion tools
◦ Own the sales funnel across the entire sales process – from sales lead to close. Own all sales conversion metrics and monthly goals.
◦ Effectively guide sales team in use of Oracle system while creating metrics to improve sales and operational performance.
◦ Set, meet and exceed sales conversion goals and bookings objectives for each key vertical and partner channels
◦ Develop programs that drive creative and motivating productivity drivers; create an atmosphere that stimulates learning; development and challenge. Ability to create a sense of team and a winning culture.
KEY SUCCESS FACTORS:
◦ Manages well through major change within the organization and sales partners. Works with key influencers to ensure high levels of employee, partner, and customer satisfaction through the organizational changes within Veritas
◦ Track record and ability to keep a pulse on employee morale, provide development opportunities and retain key performers
◦ Incumbent must bring experience and success in leading an Inside Sales Portfolio illustrating strategic initiatives to adopt and expand methodologies that delivered results in their business portfolio.
◦ Experience in best practice, customer lifecycle and Customer Service functions would be a definite plus
◦ Candidate should illustrate the ability to work well in highly matrixed and complex go-to-market and route-to-market environments
◦ Ability to take conceptual ideas and translate them into a forward-thinking objective as we define the goals for Veritas, this includes enabling architectural alignment as we lead our customers in support of their business models
SKILLS AND REQUIREMENTS:
◦ Proven leader in managing highly dynamic, developing inside sales management staff and their teams; ideally managed a ramping organization that has demonstrated sustained performance and growth.
◦ Must have exceeded quota expectations, closing over 100% of quota consistently.
◦ Must possess the leadership qualities of being: (1) a great Recruiter (2) a great Sales Trainer and (3) an Inspiring & Motivating Leader.
◦ Should be self-aware, direct and value the active engagement requirements of being “on the floor” with the sales reps, and fully invested in the success of the team; their engagement and productivity goals.
◦ Experience should include 10+ years of management insides sales experience with an enterprise software and/or SaaS company at the Director and above level
◦ Must have experience running a sales funnel – from marketing to lead to close
◦ The most successful candidate will be a self-starter who is confident in an entrepreneurial environment and has a track record of using analytic skills to proactively develop new insights that drive operational strategy and revenue growth
◦ Excellent leadership, energy, judgment, communication, interpersonal, management and analytical skills required; approachable and able to resolve conflict
◦ Passionate about growing and building a business to its full potential
◦ A successful track record of milestone achievement, operational excellence and strong cross-functional skills. Recognized as a high achiever who is willing to work broadly to resolve issues in an inclusive way, and significant experience with inside sales process improvement. (from opportunity creation through deal completion)
• Would be great if they had direct experience building a team from scratch – even though not the case, there will most likely be significant change at the Rep level.
• Deep understanding of effective Inside Sales metrics (call metrics, demand hours, leveraging social media, etc.)
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EDUCATION/EXPERIENCE:
◦ Bachelor Degree required, MBA is highly preferred
◦ 15 years related experience in sales/strategic planning and execution (preferably in the technical industry)
◦ 10 years of inside sales people management experience as a Director or above
◦ Track record of managing large diverse cross functional projects and teams without direct organizational control
◦ Experience in managing a major cost center in large development organization
◦ Requires professional written and verbal communication and interpersonal skills