Dell Inside Sales Manager - Dell Boomi in Sydney, Australia
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Dell Boomi is the first and only integration solution built in the cloud, to fully exploit the value of the cloud. Organizations of all sizes—from small businesses to the largest global enterprises—trust Dell Boomi to quickly connect any combination of cloud and on premise applications. Leading SaaS players and enterprise customers such as Salesforce.com, NetSuite, Taleo, Chevron, General Electric, Cardinal Health and Allstate rely on Dell Boomi to accelerate time to market, increase sales, and eliminate the headaches associated with integration. Dell Boomi is the #1 integration cloud solutions in the world. For more information about Boomi, visit www.boomi.com at http://www.boomi.com/ .
We are expanding our business in APJ and are currently seeking to create an Inside Sales Team made up of Business Development Reps (BDRs) and Inside Sales Reps (ISRs). The Inside Sales Manager for Sydney will initially be responsible for hiring, onboarding and training 4-5 BDRs primarily covering the ANZ, Singapore and Japan regions. The role of the BDR is to provide lead generation, business development and qualification activities for the field sales organization by creating and setting qualified-opportunities/meetings with prospective new logo customers. The BDRs will accomplish these goals through a combination of prospecting/cold calling, following up on marketing events and leads and using email and social selling.
The Inside Sales Manager will be responsible for creating a high-energy outbound calling culture with a strong “phone first” emphasis as they drive this team to generate new pipeline for the Field Sales organizations and position Dell Boomi products and services. The field sales team is primarily located in Sydney and you will be working hand in hand with the sales executives and sales leaders to strategically drive inbound/outbound call campaigns. This role will report directly to the Global Inside Sales Leader located in San Francisco, CA, USA and dotted line to the APJ Sales Leadership Team located in Sydney, Australia. NOTE: As the Commercial market matures for Dell Boomi, the ISR role will be added.
Build and manage a distributed team of 5-6 Business Development Reps for a FY19 Q1 launch across multiple APJ locations. Some limited travel will be expected.
Work with Global Inside Sales Director and Marketing to implement and carry out a sales plan and strategy to generate net-new pipeline and revenue in both the Enterprise and Small Business segments
Become an instrumental part of recruiting, hiring, on-boarding and training of new employees
Provide clear metrics around productivity, acquisition, and conversion, and achieve quota on number of monthly qualified meetings and pipeline opportunity value
Drive the BDR Team to consistently attack the Inbound lead queues to create fast pipeline
Drive the BDR Team to create net-new pipeline for Field Sales Teams by working w/ Marketing to develop tailored outbound campaigns to IT/LOBs/C-Suite within our Ideal Customer Profile
Lead bi-weekly team meetings to review sales/pipeline generation results, discuss sales strategies and lead sales and product training sessions
Conduct weekly goal-oriented rep coaching sessions to assess the capabilities, motivators, and aspirations of each team member and partner with them to fully develop their potential and future careers
Create and maintain a high-energy culture built on empowerment, creativity and fun
3+ years of management experience preferably across regional teams and locations.
5+ years or related sales experience in a quota driven sales capacity
Track record in building outbound-focused organizations and hiring and training top talent
Proven ability coach and mentor sales reps
Goal oriented, team player, and a self-starter who is highly motivated to succeed
Excellent writing and oral communication skills in English
Proficient with Microsoft Office Suite: Word, Power Point, Excel
Proficient with CRM tools – Salesforce.com preferably
Working knowledge of ASEAN languages a plus
Technology sales preferred
Knowledge of solution and value-based selling techniques
Knowledge of Sandler Selling skills is a plus
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