Director of Inside Sales

Description

• 8+ years of experience OR equivalent combination of education and experience.
• Proven ability to communicate effectively in presentations via telephone and computer with executive level customers, direct reports, and the Varonis Leadership Team.
• Ability to teach ways to identify new and existing opportunities through basic consultative selling methodology.
• Proven self-starter with a motivated attitude to be able to manage multiple tasks, projects, and responsibilities simultaneously, 
• Goal driven with the ability to train salespeople to close sales effectively.
• Strong organizational and time management skills.
• History of successfully leading a team that drives target attainment.
• Knowledge of managing CRM and opportunity management systems.
• Experience with Microsoft Office.
• Familiar with a variety of sales support field concepts, practices, and procedures.
• Must be able to lead a team and meet monthly, quarterly, and annual quota requirements.
• Ability to work under pressure and meet deadlines, while maintaining a pleasant and professional attitude towards customers and co-workers.
• Business Planning: Has done an analysis of the assigned market with a developed business plan. This includes identifying specific resources, coverage, revenue goals, and action plans to achieve the forecast. Performs weekly status to provide visibility to their managers for planning purposes.
• Activity Management: Establishes a basic plan with sub-tasks and timelines, communicates the plan and tracks execution, and focuses on forecasted activities.
• Pipeline Management & Forecasting: Checks the general status of each Sales Representatives’ pipeline on a regular basis and provides coaching to address critical gaps. Based on familiarity and experience, applies judgement to their team members forecasting projections.
• Sales Process Execution: Actively involved in all critical deals and is consistently works with all Sales Representatives with a variety of accounts to understand the current selling environment.
• Consultative Selling: Understands customer and/or partner industry dynamics and quickly learns their specific strategies, priorities, and challenges. Starts with the customer/partner point of view and fits the Varonis solutions/advantage into that picture.
• Orchestrating Resources: Persistently leads, influences, and choreographs cross-functional and partner selling teams to ensure that customer deadlines, expectations, and agreements are met/exceeded.

• Lead the sales team in following sales methodology and best practices, as well as ensuring proper use of CRM system.
• Provides ongoing mentorship to Sales Representatives to teach appropriate prospecting techniques for securing new clients, key account management, and general account maintenance.
• Conducts periodic reviews of business, which includes sales call activity, lead follow up, and prospecting and performance for each individual Sales Representative, while helping with personal issues, competitive losses/wins, and personal/professional developmental opportunities.
• Assess skill sets and provide ongoing coaching and feedback to team members in order to meet objectives, reinforce sales methodologies, and provide guidance on career path direction.
• Identify areas where your team needs assistance/where your territory needs growth and participate in the recruiting/interviewing activities.
• Guide sales ream members on how to manage key relationships with principals and select Customers and Channel Partners.
• Implement processes that will keep the Sales Leadership Team current on the status of all sales activity on ongoing progress while acting as a point of escalation for Customers and Channel Partners.
• Ability to assess customer information, identify and address problem areas, formulate relevant solutions, and present solutions effectively.