Job Abstract

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