Head - Inside Sales - IT Services Firm

Job Description:

The hands-on incumbent will deliver value through leading a Demand Generation team that is targeting global customers towards initiating prospective interest. He / She should be able to qualify enquiries (as is applicable) and make them sales ready. He / She will as well be responsible for supporting sales with various sales co-ordination activities and contributing towards organization's success.

Responsibilities - 

1. Manage a group of Inside Sales Team Leads and Executives

a. Design, Draft & Finalize Sales Pitch / Objection Handling Scripts

b. Guide Inside Sales Executives on effectiveness of GTM collaterals

2. Support sales in defining the market segment and responsible for designing, creation and maintenance of a strong and segmented contact database that is useful for sales and marketing teams for targeted outreach.

3. Support annual budgeting and sales planning and keep a track of sales progress towards achievement of goals through the year.

4. Qualify (Q0, Q1, Q2, Q3 & Q4) all geo/ vertical based enquiries / opportunities to make them sales ready. Provide sales with a clear potential and details of the opportunity before handing it over.

5. Should be able to support the assigned sales territory / sales representatives through the sales cycle.

6. Works closely with sales management to inspect sales pipeline quality, process bottlenecks and inconsistencies to prioritize opportunities for improvement.

7. Design and develop reports and analytics that result in improved efficiencies for the Sales team.

8. Design and develop reports and analytics that needs to be presented to Executive Management (especially, Managing Director, President, Senior Vice-President etc.) in person as well as in virtual environment

9. Tracking - Marketing Generated- Deals: ROI, channels, Inquiry SLAs

10. Track outreach: Last contact tracking, Potential/contract tracking, and Lead Scores from digital / email campaigns

Desired Skills and Experience:

1. Strong leadership and persuasive presentation skills.

2. Proven analytical skills to track performance of Inside Sales Team (Demonstrated proficiency in Excel and PowerPoint)

3. Collaboration: Able to establish and maintain excellent relationships with stakeholders

4. Ability to conduct analyses on Sales Activity data to generate - recommendations for business growth, efficiencies and process improvement

5. Strong problem solving, written and verbal communication skills with the ability to articulate complex analyses

6. Experience with CRM systems (MIS and Analytics)

7. Strong interpersonal and communication skills to effectively interface with field and corporate departments

8. Ability to conduct sophisticated and creative analysis, and translate those results to easily digestible messages, communications, and presentations

Qualifications:

1. Bachelor's degree is required. MBA is preferred.

2. 12+ years of work experience in a Sales & Business Operations (viz., Inside Sales or Demand Generation) environment

3. Superior skills in analytical and presentation tools such as Excel and PowerPoint

4. Exposure to CRM and other marketing / campaign management tools

5. Flexibility and ability to adjust on the fly to new demands; sense of urgency

Personal Attributes:

1. Self-motivated with a highly collaborative style

2. Aggressive, proactive and energetic self-starter

3. An analytical and strategic mindset, with the passion and drive to take real ownership

4. Strategic and Creative thinker

5. Able to move quickly to produce deliverables and results

6. Goal and results driven, competitive

7. Independent worker