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SaaS Inside Sales Manager

Job ID R1904691 Date posted 04/11/2019

Business Summary:

VMware, a global leader in cloud infrastructure and digital workspace technology.  Wavefront is the SaaS observability platform helping Cloud Native companies and Digital Enterprises get complete real-time visibility into their mission critical applications.  Wavefront is a marquee product line in the emergent SaaS product portfolio at Vmware.

Job Role and Responsibilities:

The Inside Sales Manager (ISM) will be responsible for building and managing a team of inside sellers (ISR) dedicated to helping drive Wavefront new customer acquisition. The team is responsible for meeting and exceeding sales pipeline expansion goals by excelling at key activities; outbound prospecting, immediate inbound lead and self-service trial follow-up, appointment setting for field sales teams, and mastery of high-level product messaging and opportunity identification.  You will report to a Senior Director within the Wavefront Sales Organization, and will generally split your time 50/50 between developing the team and customer interfacing calls.  The ISM is expected to be an excellent sales professional in these areas:

  • Strong leadership skills

  • Ability to execute on both short- and long-term initiatives

  • Build a positive, fun place to work in a dynamic, demanding startup-like environment.

  • Recruit, hire, develop, and lead a specialized team.  

  • Become an expert on messaging the Wavefront Value Proposition and helping others on the team achieve the same proficiency

  • Be responsible for hands-on training of the team (live training, role playing, call monitoring and joint selling).

  • Track daily, weekly and monthly activity metrics on his/her team and the wider field sales team to ensure effective execution of the sales pipeline

  • The Inside Sales Manager will understand VMware’s urgency and execution for success every 90 days.

Required Skills:

  • A Minimum of 5 years in an Inside Sales Leadership Role

  • Experience driving sales pipeline in a SaaS environment using an inside team

  • Ability to establish and nurture strong internal and customer focused relationships and work seamlessly within a matrix led environment

  • Excellent ability to set goals and objectives, and measure and improve activity

  • BA/BS degree

  • High level of competency with Salesforce, Reporting and Prospecting tools (Zoominfo, Outreach, Discover.org, LinkedIn Sales Navigator etc.)

Preferred Skills:

The strongest applicant for this role has a track record of success in accelerating sales pipeline creation, motivating change, and leading with passion within an Inside Sales organization. We are searching for a validated leader who has poise, dedication, thoughtfulness, and exceptional drive.

  • Experience in a SaaS/Cloud sales environment

  • Achieve goals by hiring, organizing and directing inside team

  • Collaborate with field management team on coverage of accounts

  • Identify and establish effective recruiting solutions

  • Conduct weekly 1:1s to monitor progress, provide feedback, and address non performance

  • Day-to-day management of the human resource aspects of the role that include: supervising, mentoring and counseling, performance appraisal, providing performance improvement/educational opportunities (including on-the-job-training); and, when needed, applying dynamic discipline and/or termination

  • Create and implement Inside Sales career development plans

  • Conduct quarterly self-assigned initiatives/projects that benefit the overall organization

  • Organize and conduct quarterly Inside Sales team events

  • Work in conjunction with the company designated training resources to insure appropriate tools and learning opportunities are provided to your team

  • Work in conjunction with the Marketing organization to develop lead generating, fulfillment and tracking mechanisms that drive new opportunity and understanding of the designated market

  • Create and direct effective reactive and dedicated programs for inside sales

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