UNIFYED - Vice President - Inside Sales

JOB SUMMARY:

The Vice President of Inside Sales will be responsible for driving sales efforts worldwide with a focus on: improving productivity, promoting industry best practices, driving sales bookings growth, and managing a growing team of Inside Sales Reps. Focus areas include: sales execution, sales model productivity, training of sales personnel and sales performance analysis. The VP of Inside Sales will be hands-on providing mentorship and development to the inside sales team.

DUTIES AND RESPONSIBILITIES:

- Directly supervises employees in the Inside Sales team. Will have 6 Direct Reports

- Works with sales Leadership to implement a rigorous sales rep training program that establishes rules of engagement, scripts, communication protocols, and closing tools

- Work with marketing to create lead generation and sales conversion tools

- Work qualified opportunities to close

- Train direct reports on full cycle selling, moving the team from lead qualification to full cycle sales

- Own the sales funnel from top to bottom - from sales lead to close. Own all sales conversion metrics and monthly goals. This includes RFP, RFI and RFQ- s

- Maintained a 4x forecasted pipeline.

- Effectively guide sales team in use of Salesforce (or other CRM) system while creating metrics to improve sales and operational performance

- Meet or exceed sales goals and revenue objectives for each key vertical

- Establish sales objectives by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing and new products

- Maintain sales volume, product mix and selling price by keeping current with changing trends, economic indicators and competitors

- Plan to ensure achievement of divisional and personal target, aligning with company sales policies and strategies

- Manage, develop, coach, control and motivate the sales force to develop their skill to ensure that a high professional standard is achieved and monthly sales targets and KPI target are met

- Ensure targets are delivered through people management, performance review, reward and individual recognition

- Assess the strengths and weaknesses of the sales team and manage the sales program accordingly

- Provide on-the-ground support for sales associates as they generate leads and close new deals

- Meet with customers to discuss their evolving needs and to assess the quality of our company's relationship with them

- Recommend, Develop and implement new sales initiatives, strategies and programs to capture key demographics

- Continually develop knowledge of the business climate, applications and competition for his/her defined geography and accounts

- Develop, maintain and execute a territory plan

- Maintain data relative to opportunities, accounts and activities and will document customer interactions

- Prepare to report as needed

Skills & Requirements

- Must have managed an inside sales team for a minimum of 5 years,

- Must have exceeded quota expectations, closing over 100% of quota, or over $2M in business/year

- Must possess the leadership qualities of being: (1) a great Recruiter (2) a great sales Trainer and (3) an Inspiring & Motivating Leader.

- Experience should include 7+ years of insides sales experience with an enterprise software and/or SaaS company.

- MUST HAVE experience running a sales funnel - from marketing to lead to close

- Excellent leadership, energy, judgment, communication, interpersonal, management and analytical skills required

- Passionate about growing and building a business to its full potential

- Should have market intelligence in the field of Higher-Ed

- Should have worked with cross functional teams to find reference accounts and ambassadors to champion sales to closure.

- A successful track record of milestone achievement, operational excellence and strong cross-functional skills. Recognized as a high achiever who is willing to work broadly to resolve issues in an inclusive way, and significant experience with inside sales process improvement (from opportunity creation through deal completion).

- Bachelor Degree required, MBA is highly preferred