iQuanti - Senior Manager/Director - Inside Sales - IIM/ISB/MDI/FMS

ABOUT ALPS :

ALPS is a powerful SAAS based Enterprise SEO platform for enterprises to manage strategic SEO planning, optimization, and reporting. ALPS is powered by a robust and proprietary algorithm that tracks multiple variables that impact search engine rankings. It provides a multi-dimensional approach to prioritization of themes and keywords. The platform can provide detailed analysis on the extent of gap with top ranking pages, a breakdown of factors contributing to the ranking gap and recommendations on what specific steps need to be taken. ALPS also provides real time simulation and can predict potential impact to a website/page based on planned changes.

ROLE :

This role will partner with sales and marketing teams in formulating outreach strategies and executing outbound sales initiatives. This role will build, lead and manage an inside sales team for ALPS. The role will use various outbound channels to identify potential prospects, nurture them, qualify them and set up meetings with qualified prospects. The success of this role will be measured based on the qualified opportunities generated from this channel.

RESPONSIBILITIES:

Leadership:

- Build an Inside Sales team to support our sales team and expand market access.

- Provide ongoing training, mentoring, and continuous development of reps through training workshops and call coaching on prospecting, countering objections, etc.

- Inspire and motivate team members by recognizing and rewarding accomplishments and contributions. Create culture of professional development and career advancement.

Strategy:

- Partner with senior sales management and marketing to develop successful GTM strategies and execute supporting programs.

- Lead pitch development process. Develop well targeted strategies and sales plans

- Partner with sales leadership to further define a successful and repeatable sales process

- Create strategic plans and customize customer engagement programs, develop necessary artifacts to meet pilot/engagement KPIs

- Organize, analyze, prioritize, and share customer feedback with Product Management and Support teams to ensure we always consider the voice of the customer

Sales Operations and Program Management:

- Manage inbound lead flow and track efficiency of sales and marketing programs.

- Provide daily, weekly, and monthly reporting on volume statistics, lead pipeline, conversation of sales accepted opportunities and playbook effectiveness.

- Partner with sales and marketing operations to ensure the team has the best tools to do their job. Identify and make recommendations for improvement in the areas of process, efficiency, and productivity.

- Plan, forecast, and understand capacity requirements to ensure the team is grown in tandem with the needs of our sales organization and the supply of inbound demand from marketing

- Ensure the consistent implementation of effective sales processes for optimum performance and success of the organization

- Maintain extensive account and opportunity detail in Salesforce CRM, including account win plans, customer touch points, sales inhibitors, etc.

DESIRED EXPERIENCE:

1. 10+ years of experience in Business Development/Inside Sales

2. 5+ years of direct experience managing an inside sales team, with a consistent track record of quota achievement and success at growing a team.

3. Direct personal experience in a hands-on ISR/SDR roles.

4. Success in continuous development of team members into more senior selling roles.

5. Demonstrated success leading teams that reach buyers with technical products and value propositions. Experience selling to search/digital marketing teams is a plus.

6. Experienced working in a dynamic, rapidly growing startup environment.

7. Disciplined and process oriented, with the ability to look objectively and analytically at what is working / not working in the sale process.

8. Track record of strong collaboration with both sales and marketing leaders that influences the work of both teams in support of your team.

9. Excellent project management, written and oral communications skills.

DESIRED QUALIFICATIONS:  MBA from a premier institute