Account Manager, Inside Sales

Nashville, TN

Company Overview

ServiceSource leads the Service Performance Management industry. We increase services revenue for leading high-tech companies such as Adobe, AT&T, GE Healthcare, Motorola, and Sun Microsystems through our exclusive focus on service share. We help our clients increase the number of customers they have service relationships with and grow the value of those relationships each year. Together, we deliver increased earnings, profits, and value to shareholders.

Headquartered in San Francisco, ServiceSource has five global service centers that serve technology customers in over 110 countries and 30+ languages. We deliver more than $5 billion in services revenue to the technology industry and manage more than 400,000 customer relationships annually. Founded in 1999, ServiceSource continues to grow at an unparalleled rate. We are private, profitable, and fully backed by a distinct group of individual and institutional investors led by General Atlantic and Benchmark Capital.

Role Description

This individual will have the unique opportunity to drive the success of the Service Performance Management portion of our blue chip list client base in the High Tech and Healthcare industry.  Responsibilities will include precise sales forecasting, pipeline management, active coaching of Team Leads and reps, client relationship management, client process & operations management, and project management.  In addition, this person will be accountable for employee development, reporting, and data manipulation.  This individual reports to the Director of Inside Sales and will work with other Sales personnel to achieve deliverables and key objectives.

Responsibilities

1 - Team Management:

• Build sales teams and staff according to specific business requirements


• Responsible for creation of rep reviews and executes delivery


• Assign quotas, incentives and spiffs


• Drive call coaching strategy and feedback for reps


• Develop reinforcement training practices for reps in conjunction with Director of training


• Work with team lead to effectively train reps


• Work in conjunction with team lead to analyze performance forecasts

2- Data Management:

• Import and export of data in our internal systems


• Effectively scrub client data to determine with clarity the true opportunity


• Develop clear view of client data to effectively drive opportunity


• Closely monitor data in our internal systems


• Manage carryover business


• Closely monitor unresolved business and implants strategy to resolve


• Create and implements territory opportunities for team

3- Client Management:

• Effectively scrub client data and reports to determine with clarity the true opportunity


• Has clear view on account and how to maximize revenue


• Effectively communicate quarterly objectives to client


• Create and deliver quarterly business review presentations


• Assist sales in expanding business


• Work closely with client contact on reporting and forecasting


• Suggest areas for client growth opportunities

4- Sales Management:

• Manage the sales pipeline to ensure opportunities are flowing at pace appropriate to achieve forecast


• Ensure that teams hit and exceed assigned targets each quarter


• Measure performance against quotas


• Monitor Inside Sales Reps quarterly target


• Build and monitor monthly benchmarks for meeting and exceeding targets

Other Responsibilities:

• Review reporting procedures and processes


• Responsibility for maintaining constant funnel for sales


• Overall resource management responsibility


• Maintain overall health of sales organization ensuring high morale and employee satisfaction levels


• Communicate and influence corporate business plan and execute against agreed upon objectives


• Proactively provide strategic insight to VP of Inside Sales on client opportunities

Qualifications

• College degree, BA, BS


• 2-4 yrs Inside Sales Management Experience


• Candidate must have experience in Microsoft Office Suite with an emphasis on Excel, MS Access, and PowerPoint.


• B2B Tech experience is a key advantage

Compensation
ServiceSource offers an attractive competitive salary and benefits package.

To apply
Please send your resume and cover letter to mlutz@servicesource.com