Team lead, 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’ve delivered 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

With guidance from the Account Manager, this individual will supervise and manage the day-to-day activities of their specific client(s) team’s daily sales, administration and relationship development activities to promote team success.  Responsibilities will include precise sales forecasting based on a roll-up of rep activity, significant call coaching to develop reps into seasoned inside sales professionals, and active account planning and strategizing to ensure deals successfully close with upsells,  Other responsibilities include individual- and team-based project management, accurate activity reporting (both internal and external) as well as extensive data manipulation.  The Team Lead should be articulate, poised and comfortable in front of ServiceSource management team as well as client personnel. 

Responsibilities

Client Management:

• Work closely with the client contact and will determine, with the client contact, solutions to day to day operational and account issues


• Provide weekly and ad-hoc reports articulating findings in a clear manner


• Work in conjunction with Account Manager to create quarterly business review presentations, including determining content and objectives, and to effectively communicate quarterly objectives to client


• Work in conjunction with Account Manager to determine methods and goals in expanding client relationships to include more existing and/or new business


• Effectively scrub client data to determine, with clarity, the true renewal opportunity.  Also assign opportunity to reps

Team Management:

• Generate a variety of reports in order to monitor sales rep territory management and effectiveness


• Provide instruction, feedback, and goals (best practices) to sales reps in order to maximize their output


• Lead teams in weekly internal meetings: agendas, weekly objectives, account issues, etc.


• Assess areas of growth for team to determine team’s goals, objectives, and direction


• Responsible for delivering account specific training to new hires


• Develop reinforcement training practices for sales reps


• Write initial draft of bi-annual reps/senior reps review and deliver these appraisal interviews with the Account Manager


• Be a key member of the recruitment process and hiring decisions for reps and senior reps in the Inside Sales function


• Manage and supervise the day to day personnel activities of the team, participate in approving PTO, record performance issues and manage initial grievance complaints, etc

Data Management:

• Understand the nature of the raw data and using independent judgment will manipulate the data as required


• Import and export of data to Goldmine and Business Objects


• Use account and contract knowledge to generate and reconcile invoices


• Use their independent discretion will recommend territory opportunities for team

Upward Management:

• Determine and articulate sales strategies to management with clarity


• Work with Account Manager to generate and analyze performance forecasts


• Suggest areas for overall client growth opportunities


• Proactively provide suggestions for overall ServiceSource growth


• Able to work effectively across different functions within ServiceSource:  IT, HR, Client Dev, etc
  
  

Qualifications

• College degree, BA, BS preferred


• 2-4 yrs Sales Experience is a must


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


• Experience in Service, Renewal or Support Sales 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