The Inside Sales Senior Manager position is a sales leadership role reporting directly to the Senior Director of Federal Sales Operations & Support. The Inside Sales Senior Manager is responsible for the success of the Inside Sales Organization, contributing to organizational sales growth by applying experience and judgement in the interpretation and application of senior management directives. The Inside Sales Senior Manager will collaborate with multiple departments to identify opportunities to streamline operations, and to create and execute sales strategies to accelerate revenue generation.How you'll make an impact
Collaborate with other business units within Optiv + ClearShark to develop new and exciting go-to-market strategies to generate demand, and increase sales funnel
Ensure a high level of collaboration within multiple departments AND the Optiv + ClearShark Sales Group, to generate sales plays the team can leverage to qualify and convert raw leads from the Marketing organization
Maintain the quality of lead opportunities through the sales lifecycle, and ensure opportunities are being updated appropriately
Coordinate with OEM resources to schedule vendor training, and outbound calling activities with the Sales Team, to foster new relationships and drive collaborative opportunity generation
Build and maintain relationships with inside sales leadership with strategic vendors and distribution partners
Collaborate with OEM marketing resources to capture new OEM incentives which can be leveraged for sales challenges to drive iterative new leads and opportunity
Advocate for ClearShark at Government and industry events
Ability to maintain a balance between company policy, and customer benefit in decision making
CRM Maintenance & HygienE e and deliver training plans and programs to enforce Opp and Qt management best-practices. Reinforcing training as-needed to ensure
Regularly review pipeline with ISR team, both as a group and individually, to ensure pipeline is healthy and being managed appropriately.
Course-correct as needed on an daily/weekly/monthly/yearly basis to ensure CRM hygiene is maintained
Develop expertise in CRM reporting, ensuring your ability to pull sales reports at a moments notice, and develop the skills needed to create custom reporting as-needed by Sales Leadership
Work with Account Management Team to understand their reporting needs, and ensure the ISR counterpart(s) are knowledgeable about the requirements, and trained to be able to deliver against them.
Responsible for working with sales leadership to drive enhancement to the ClearShark CRM system to improve productivity
SUPERVISORY RESPONSIBILITIES:
Team Management & Development
Recruit, evaluate, train, coach, mentor, and retain outstanding Inside Sales and Customer Service employees
Conduct performance evaluations, create employee developmental plans, and salary reviews to recommend compensation levels for subordinate personnel
Monitor and verify that all customer contact (Quotes, Orders, RMAs, Credits, ETC…) are handled in a timely, professional manner and to the satisfaction of the customer.
Formalize ISR training program(s) to develop the team KSAs required to be effective in their positions, ensuring that all programs are documented and stored for future use
Establish, develop, and execute product, policy, and computer training as required to ensure all ISRs are able to perform at a high-level.
Schedule and run regular 1:1 meetings with subordinate team
Apply experience and judgement in the interpretation and application of direction of senior management and flow management communications through to the Inside Sales Organization
Use experience to craft yearly ISR growth strategy, and develop any required support programs (Training/incentive/Enforcement) to execute. Course correcting as needed throughout the year to ensure delivery against goals and objectives
Support inside sales team to establish pricing strategies with Account Managers to improve win probability and enhance profitability
Establish, manage, and report on key performance indicators to drive inside sales success
Develop and manage an annual budget, including investments and expenditures with respective return on investment
What we’re looking for
Bachelor’s degree preferred, or an equivalent combination of education, training, and experience
Proven track record of leading inside sales teams and delivering annual growth
Experience with strategic sales skills with proven ability to develop and grow key accounts
Minimum 5+ years progressive experience with direct-sale to US Federal
3+ years of related experience of successful supervisory/management experience required to motivate and develop direct reports
Experience or equivalent experience in inside sales or related field
Demonstrated sales leadership (preferably Federal sector) and people management experience, with a proven track record of leading teams that meet or exceed revenue targets
Confidence in making decisions and recommendations using a data-driven mindset, and leveraging change management skills
Excellent interpersonal, written, and oral communication skills
High level presentations skills effectively, professionally and comfortably to customers/peers/management
What you can expect from Optiv
A company committed to championing Diversity, Equality, and Inclusion through our Employee Resource Groups (http://www.optiv.com/company/about-us#dei-group) .
Work/life balance
Professional training resources
Creative problem-solving and the ability to tackle unique, complex projects
Volunteer Opportunities. “Optiv Chips In” encourages employees to volunteer and engage with their teams and communities.
The ability and technology necessary to productively work remotely/from home (where applicable)
EEO StatementOptiv + ClearShark is an equal opportunity employer. All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, status as an individual with a disability, veteran status, or any other basis protected by federal, state, or local law.Optiv + ClearShark respects your privacy. By providing your information through this page or applying for a job at Optiv + ClearShark, you acknowledge that Optiv + ClearShark will collect, use, and process your information, which may include personal information and sensitive personal information, in connection with Optiv + ClearShark’s selection and recruitment activities. For additional details on how Optiv + ClearShark uses and protects your personal information in the application process, click here to view our Applicant Privacy Notice (http://www.optiv.com/job-applicant-privacy-notice) . If you sign up to receive notifications of job postings, you may unsubscribe at any time.