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Cyber Security Sales Team Lead

2 months ago

Melbourne, Victoria, Australia TESSERENT Full time
Job Title: Inside Sales Team Lead

At TESSERENT, we are seeking an experienced Inside Sales Team Lead to join our team. As a key member of our sales team, you will be responsible for leading and guiding our inside sales team to meet and exceed sales targets.

Key Responsibilities:
  • Lead, mentor, and motivate a team of inside sales specialists to achieve sales targets.
  • Conduct regular performance reviews and provide constructive feedback to team members.
  • Develop and implement sales strategies to drive revenue growth and meet sales targets.
  • Work with active customers and prospects to understand their needs and translate those needs into product requirements.
  • Cross-sell and up-sell services and solutions to existing accounts.
  • Identify and qualify new sales opportunities for current customers and new prospects.
  • Collaborate with Marketing to develop and launch outbound lead generation campaigns.
  • Manage leads generated by Marketing through events and digital activity.
  • Provide timely responses to customer inquiries and requests for service and product details.
  • Work with Client Executives to develop proposals, quotes, and respond to RFP/RFI documents.
  • Effectively communicate features and benefits of solutions to prospects and customers.
  • Manage the complexity of service proposals and managed security services contracts.
  • Maintain in-depth product knowledge of TESSERENT's service offerings.
  • Perform sales procedures through activities and opportunities in the CRM and remain compliant with defined policies and procedures.
Additional Duties & Responsibilities:
  • Lead weekly sales meetings, provide accurate reporting, and ensure sales opportunities are compliant with company policy.
  • Create and deliver training programs to enhance the skills of the sales team.
  • Develop in-depth knowledge of TESSERENT's service catalog and how it relates to customer needs.
  • Document internal processes and procedures related to duties and responsibilities.
  • Understand processes in the company CRM by completing assigned training materials.
  • Enter all work as activities in the company CRM and make all calls through the CRM calling function.
Requirements:
  • Proven experience as an Inside Sales Team Leader or in a similar role within the IT industry.
  • Outside sales experience with selling relevant services and products.
  • Possess a track record of managing the customer commitment, negotiation, and closing of the sales process.
  • Demonstrated level of success in developing client relationships.
  • Enjoy managing a team and working with customers.
  • High energy and drive with good negotiation skills.
  • Proficient with general office applications.
  • Strong organizational, presentation, and customer service skills.
  • Skill in preparing written communications and materials.
  • Interpersonal skills, such as telephony skills, communication skills, active listening, and customer care.
  • Ability to multi-task and adapt to changes quickly.
  • Typing skills to ensure quick and accurate data entry.
Leadership Skills:
  • Must be open-minded and forward-thinking in terms of vision for the business and team culture.
  • Must be able to manage different personalities to ensure everyone is performing to their highest potential.
  • Mentor and coach other members of the team.
  • Must be able to identify weaknesses and strengths of everyone within the team to assist with training paths and capability development.
Interpersonal & Intrapersonal Skills:
  • Ability to speak about security confidently and accurately and to recommend security controls to experienced security professionals and executives.
  • Ability to work as a team with decisions made to support moving toward common goals.
  • Flexibility and motivation to work across several types of engagements.
Educational/vocational/previous experience recommendations:
  • 3-5 years of Cyber Security/IT sales or customer relations experience.
  • 1-3 years' experience leading a team.
  • Solution selling experience in consulting services, software/technology, or managed services.