Sr. Manager, Inside Sales

Gigamon Santa Clara , CA 95051

Posted 11 months ago

Gigamon is looking for an experienced leader to build and grow our newly formed Inside Sales team.

Our growing customer base and product portfolio require us to build a thoughtful approach to selling in the Enterprise and expanding reach to G5000 organizations. As part of this approach we are building a second team of closers (Inside sales reps) to support our Enterprise sales teams. The Inside Sales reps are focused on landing new accounts, customer upsells, and selling new starter deals in subsidiaries/ business divisions, and tag teaming with the field reps on the execution of their territory plans.

As a Senior manager, you will hire, train and lead Inside Sales reps across AMER. You will closely collaborate with Senior Sales Directors and Regional VPs of Sales, as well as Business development, Channel and Renewals teams on the strategy and execution of the territory plan. Your team's revenue may come from a number of sources: new business, existing customers, and partners. Your team will be responsible for an aggressive pipeline and revenue quota and will gradually grow quarter over quarter.

Reporting to the VP of Worldwide Inside Sales and Business Development, this pivotal role will operate within the Inside Sales Management team to ensure the delivery of the AMER Inside Sales revenue and new account acquisition goals. The ideal candidate will possess a unique blend of business, technical, and leadership skills. S/he will establish plans and strategies to expand existing customers and grow new account acquisition. This role will lead a team of 14 reps based in territories across AMER.

Primary Duties and Responsibilities:

  • Deliver results to meet and exceed assigned monthly, quarterly and annual revenue quota and assigned productivity targets.

  • Manage an operating cadence with your team that includes weekly forecast and pipeline reviews, 1:1s and customer calls; monthly reporting, and quarterly territory planning and QBRs.

  • Coach your ISRs to develop their selling skills (discovery calls, deal execution, negotiations, etc.) and improve behavioral skills needed for the role (effective communication, problem-solving, partnering with field and channel sales, and time management)

  • Develop metrics and use data to continually assess both sales performance and talent performance.

  • Responsible for the development of talent with focused responsibility on creating the next generation of Gigamon field sales professionals across diverse sales teams.

  • Build both an onboarding program as well as continuous training and enablement to help ISRs build on their existing sales skills and career development.

  • Partner with cross-functional teams to improve results (Field sales, Business Development, Marketing, Channels, Renewals and Customer Success).

  • Collaborate and interface with various groups to help improve the overall sales process as well as drive the strategic initiatives (Sales Ops, Marketing, Marketing Ops, Sales Enablement and IT).

  • Ensure the team is proactively using and optimized with Gigamon's sales 'tech stack' for prospecting and managing their pipeline/forecasts.

  • Responsible for the achievement and reporting of the team's key performance indicators in Salesforce, Clari and validation of commissions.

  • Remain knowledgeable and up-to-date on Gigamon's product roadmap, industry changes, and competitive landscape.

Skills and Experience:

  • Proven track record of consistent performance, motivating inside sales teams, and a demonstrated capability of selling complex IT solutions to large enterprise, government and key verticals.

  • 8 + years of inside sales experience in high tech B2B sales.

  • 4+ years of managing a revenue generating inside sales team.

  • Great presence and excellent leadership, interpersonal, communication and presentations skills.

  • Known for integrity and business ethics, ability to build trust, and strong relationships across all levels.

  • Empathetic with strong listening and conflict resolution skills.

  • Builder mentality, self-starter, and go-getter; able to work in fast-paced environments and comfortable working through unknowns.

  • Career champion with a proven ability in mentorship or coaching.

  • Ability to build a strong culture that is in line with "One Gigamon" and our company values.

  • Strong knowledge of Salesforce.com, building reports, and other tools to drive productivity.

  • BA/BS degree required.

  • Willing to travel 15-20%.

  • Networking or security experience a plus!

Gigamon is an equal-opportunity employer.


icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon
lc_ad

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Senior Director Sales Finance & Commercial Operations Inside Organization

Servicenow

Posted 3 days ago

VIEW JOBS 2/22/2020 12:00:00 AM 2020-05-22T00:00 Senior Director, Sales Finance & Commercial Operations – Inside Organization Location: Santa Clara, CA ServiceNow is changing the way people work. With a service-orientation toward the activities, tasks and processes that make up day-to-day work life, we help the modern enterprise operate faster and be more scalable than ever before. We're disruptive. We work hard but try not to take ourselves too seriously. We are highly adaptable and constantly evolving. We are passionate about our product, and we live for our customers. We have high expectations and a career at ServiceNow means challenging yourself to always be better. The Role We are looking for a Senior Director, Sales Finance & Commercial Operations to support the Inside Sales Organization. The ideal candidate will have deep experience working with sales; understanding sales planning and operations, and have experience working in a fast-paced environment undergoing rapid expansion and change. A strong understanding of enterprise software selling processes is preferred. The ideal candidate must be able to manage and scale the team to support the business while partnering effectively with sales leadership to develop and manage key processes in support of the customer sales cycles. This role is responsible for partnering with the VP, Inside Organization to provide financial and operational guidance in support of renewals sales, Commercial Inside sales, and the Enterprise Sales Associates. This Inside Organization is a support organization to the subscription Account Executives. The Sales Finance & Commercial Operations leader will focus on the development of key KPI's and operational processes to help drive the business, while also growing and developing a team of talented individuals. What you get to do in this role: * Trusted business partner to the VP, Inside Organization and the senior leadership team * Provide business partners with actionable insights into business drivers, financial performance and risks in the form of regular and ad-hoc reporting * Develop and evolve key performance metrics to help optimize sales productivity and influence executive decision-making * Operationalize various programs and initiatives to help Sales sell better/more. Programs include but not limited to sales forecast, deal review and pipeline management, target accounts and product use case documentations. * Lead annual planning activities which includes but not limited to financial modeling, coverage alignment, quota setting and influencing sales compensation plan design * Identify and drive cross-functional initiatives to improve process, systems and automation to help the business scale * Manage and develop a global team, while scaling to meet the demands of the business in a hyper growth environment * Collaborate cross-functionally (eg: Sales, Customer Success, SOPS, Revenue, Legal, Compliance) to enable or drive projects and initiatives as the business representative for the Inside Organization In order to be successful in this role, we need someone who has * 12+ years of Sales Finance/Sales Operations experience * Bachelor's degree in Finance/Operations, MBA or advanced degree preferred * Minimum 5+ years of experience managing, developing and building teams * Proven ability to collaborate and build relationships at all levels of the organization * Ability to lead and influence stakeholders * A "can do" attitude and "roll up your sleeves" player-coach mentality * Ability adapt to change quickly and is comfortable working in a face-paced environment * Strong analytical and problem-solving ability * Advanced Microsoft Excel and PowerPoint skills required. Proficiency with PowerBI, Anaplan, and/or Tableau/SQL a plus. We provide competitive compensation, generous benefits and a professional atmosphere. This is a very collaborative and inclusive work environment where individuals strong on aptitude and attitude will have an opportunity to grow their professional careers through working with some of the most advanced technology and talented developers in the business. ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, or veteran status. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at (408) 501-8550, or talent.acquisition@servicenow.com for assistance. Servicenow Santa Clara CA

Sr. Manager, Inside Sales

Gigamon