Career Opportunities – Director of Inside Sales (Marlborough, MA)

Career Opportunities – Director of Inside Sales (Marlborough, MA)

Position Summary:

Inside Sales Office in Marlborough, MA (corporate office)

ExaGrid is looking for an experienced Director of Inside Sales with proven inside sales management and leadership skills and successful sales track record to manage a team of Inside Sales Representatives responsible for identifying, calling and qualifying potential sales opportunities for ExaGrid’s sales organization. The team will grow to 20-24 ISRs.

Inside Sales

Inside Sales Representatives – ISRs cold call on a target list of prospects provides by marketing, nurture prospects over time and pass to the field when there is an opportunity

  • ISR do not follow up on leads, set up meetings (except when there is an opportunity), etc. This is a true senior level cold calling to find opportunity model.
  • Inside sales sets discovery calls and presentation meetings for the field sales force
  • ISRs do not sell. They find opportunities and hand to field sales to work
  • ISRs are paid when a deal that was passed to the field sales team closes and becomes a booking (purchase order)
  • A steering committee driven by the CEO, determines the inside sales model, metrics, systems and reporting. The Director role is the day-to-day management and execution of the inside sales team.

Director Responsibilities

  • Build and manage a team of 20-24 Inside Sales Representative focused primarily on identifying and qualifying new opportunities for the field sales organization. The team is a senior team with an average of 15 years each working the phone. The seniority is required as ExaGrid sells only against large brand players and the ISRs need to be market, technology, product and competitive experts and need to be able to dialogue (i.e. not a script job)
  • Ensure team meets the deal to forecast and resulting bookings goal
  • Ensure ISR does 80 dials per day and has 4 live conversations per day with the IT backup staff
  • Ensure that all SalesForce records are up to date
  • Indentify and improve process to provide more calling time to the ISRs
  • Train the ISRs on how to dialogue and hook
  • Listen in on ISR calls and mentor / coach
  • Analyze success data to determine calling campaigns, i.e. how often do you repeat touch.
  • Maintain and foster relationships with field sales organization. Communicate regularly with field territory managers and sales management.

Skill and Experience Requirements

  • Hard working, self driven, competitive, organized, strong mentor/coach.
  • Team player
  • 5+ years of managing an inside sales team in a high tech environment in the storage/backup industry
  • Have done the inside sales job, i.e. front line experience
  • A real plus if have sold end-to-end over the phone, even though this role is lead generation only.
  • Never satisfied and constantly
    • Coaching
    • Training
    • Advancing efficiency system
    • Improve dialing, profiling, call campaigns, etc.
  • Understanding of SalesForce

Contact Information:

For immediate consideration, please apply online: email resume.

Applications received by postal mail or fax will NOT be accepted
PLEASE…No Agencies, Contractors or Consultants

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