Team Leadership: Oversee a team of 10-15 iAEs, providing guidance, coaching, and support to develop individual team members and drive overall sales effectiveness. Sales Coverage: Develop targeted business plans and allocate resources to achieve sales and margin goals, using tools like heatmaps and whitespace analysis. Pipeline Management: Maintain and analyze opportunity identification, qualification, and management; develop strategies to hunt new logos within low or no SOW accounts. Business Acumen: Develop budget plans and manage inside sales resource allocation based on market trends and data-driven forecasts. Customer Retention & Growth: Retain existing customers while identifying and pursuing upsell and cross-sell opportunities for PC++ (including headsets, displays, carepacks). Channel Sales: Build solid relationships with channel teams to enable iAE and PBM alliance for successful implementation. Customer Experience: Coordinate with customer support teams to address issues and ensure a seamless experience. Recruitment & Training: Recruit, onboard, and train inside sales resources to ensure skill and knowledge development, including specialization in PC++. Performance Management: Evaluate and guide employee performance, supporting individuals through sales challenges and managing results for all performers. KPI Tracking: Define and track key performance indicators to measure team success. Sales Technology: Leverage CRM systems and other tools to streamline operations and enhance productivity. Compliance: Ensure the inside sales team adheres to legal and ethical standards in all sales activities, including pricing, contracts, and customer interactions. Sales Planning & Strategy: Ability to develop targeted business plans and allocate resources based on market trends and data-driven forecasts. Organization & Time Management: Prioritize tasks, set goals, and manage time effectively. Leadership: Lead effectively in complex environments, influence channel partners, balance competing priorities, and drive team performance. Problem Solving: Navigate market complexities and develop practical solutions. Collaboration & Communication: Work closely with internal teams, channel partners, and customers to achieve business objectives. Technical Proficiency: Leverage technology and CRM systems to enhance productivity. New Technology & AI: demonstrated curiosity and confidence in adopting emerging tools and technologies—especially AI—to enhance sales performance, customer engagement, and productivity. The ability to quickly learn, adapt, and apply digital solutions in daily workflows, and to use AI insights to drive smarter decisions and more personalized customer interactions. Experience: Typically 10+ years of job-related experience or 8-10 years of management experience in sales. Education: Bachelor's degree in Business, Marketing, or a related field is recommended (not explicitly stated, but typical for such roles). Proven experience in sales management, preferably in inside sales or telesales environments. Demonstrated ability to lead and develop high-performing sales teams. Familiarity with sales planning, pipeline management, and CRM systems.
