Inside Sales Manager (New York City)

Whiting Consulting is currently looking for an Inside Sales Manager to join our client’s Sales team. In this high impact, critical role, you will be responsible for driving qualified leads and building the pipeline for the sales organization through teleprospecting and other demand generation activities. As a key component of the sales process, you will have high-visibility with senior management.

Responsibilities

  • Driving, creating, and cultivating leads and building a sustainable pipeline for the U.S. sales organization.
  • Driving demand through focused telephone campaigns, seminars, Web casts, industry events, and other innovative demand generation activities.
  • Understanding, leveraging, and working in all aspects of the demand generation process, including extensive cold calling, lead qualifying, lead nurturing, and appointment setting.
  • Discovering, identifying, and uncovering potential prospects and their associated needs/drivers.
  • Understanding and effectively articulating the features, benefits, and business value, represented by our client.
  • Working closely with all members of the account teams.
  • Calling into new and assigned accounts within a designated geographic territory.
  • Cross-selling and up-selling to generate new business.
  • Meeting or exceeding revenue quota goals on a quarterly and annual basis.
  • Documenting the lead generation process to enable optimization of lead generation techniques.
  • Maintaining a positive, professional ”total customer service” attitude throughout the organization.
  • Requirements

  • 5+ years of Business-to-Business telesales/teleprospecting experience with proven results in a quota-oriented environment.
  • Experience with driving leads and building pipeline for sales in a technology environment.
  • An understanding of technology and technological innovations.
  • Account management experience and relevant experience in sales for the technology industry.
  • Excellent knowledge of demand generation strategies and conveying business value.
  • Strong judgment and initiative in determining sources of information and in selection of significant data.
  • Must have experience making high volume outbound calls per day.
  • A thorough understanding and experience necessary to solve day-to-day problems with exemplary problem resolution skills.
  • Effective time management practices to properly support organizational activities.
  • Outstanding communications skills both oral and written with all levels within an organization.
  • Clear and effective phone skills as well as courtesy and tact are essential.
  • Strong skills in the areas of interviewing, meeting facilitation and customer service.
  • Excellent teleprospecting and selling skills.
  • Teamwork and results oriented individual.
  • Detail-oriented, enthusiastic and a quick learner.
  • Bachelor’s Degree or equivalent experience in an IT, business sales related field.
  • Proficient in Microsoft Word and Excel.
  • Knowledge of SalesForce.com a plus.
  • Business travel of approximately 10% or less yearly is expected.
  • Experience in BSM, Performance Management, Application Management or Systems Management –an advantage.
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