Manager, Inside Sales / Demand Generation Team (Large Enterprise) - SecureWorks
Cyber Security Services
SecureWorks is a global leader in providing intelligence-driven information security solutions. We play an important role, as no organization in the world is immune from cyberattacks and the nature of the attack is changing every day. Internet security is a problem that will never be solved. Unlike point products that address a specific technology issue, we attack the problem holistically by analyzing threat actor tactics, techniques and procedures, and develop solutions using best-of-breed technologies to protect our clients. We are one of the best in the world at understanding the threat.
In short, we give our clients an early warning capability. SecureWorks was founded in 1999 and headquartered in Atlanta, Ga., with offices in all the major security markets around the globe. We have more than 2,000 team members, and partner with more than 4,200 clients in 59 countries to keep the bad guys out of their networks. We’ve been consistently recognized by industry analysts, readers’ polls and as a leader in the Gartner Magic Quadrant for managed security services, worldwide.
Our business at SecureWorks is growing rapidly. We are looking for a Manager of Inside Sales / Demand Generation to join our North America sales management and lead the demand generation function that supports our large enterprise sales teams.
The ideal candidate will have demonstrable experience building and leading an inside sales type organization, as well as solid experience as both a sales person and sales leader.
The position will be evaluated for the teams’ ability to generate new sales opportunities into the pipeline as measured by new, qualified online conversations with prospects and the penetration of both new prospect and current client accounts. Overall, the sales organization is measured by its achievement toward monthly, quarterly and annual quota targets.
-Develop and lead the demand generation function for SecureWorks large enterprise/G500 segments
-Work with SecureWorks University to drive training programs to accelerate onboarding to achieve fully ramped status and max efficiency earlier
-Provide leadership and develop programs to Demand Generation Representatives (DGRs) who may be new to the industry and have high capability to develop into the next generation of Sales professionals at SecureWorks
-Formalize talent development programs to create progression and pipeline of talent for broader sales organization
-Develop processes and infrastructure to regularly measure team performance via KPIs
-Develop roadmap of strategic and tactical initiatives to increase effectiveness and efficiency of all assigned DGR teams. These initiatives may include process definition and standardization to formalize SecureWorks Demand Gen Model; implementation of new technologies; and people programs (ex: recruitment profiles)
-Develop working partnership with Sales Managers and Marketing teams to drive feedback on sales / demand enablement needs
-Provide guidance and leadership to the DGR team to become effective at managing opportunities to closure. There opportunities are normally smaller in nature and are agreed upon by the Sales Rep and the DGR. Develop programs and process to support demand generation team’s ability to drive deal development to closed sale for smaller sized opportunities
-Work in conjunction with marketing, product management and finance to develop regular cadence of programs such as SPIFFs and sales plays to drive focus towards specific corporate initiatives
-Work with sales leaders of each segment to develop strong working relationships between the teams and tailor processes to segment specific needs, while also driving cross-segment alignment and standardization.
-Work with sales operations and finance to establish and manage to operational budget
-Be current with latest trends and technologies in demand generation and sales process. Leader should also be committed to keeping up with the latest trends in the Security industry and have the ability to coach a DGR to success.
As a managed security provider, SecureWorks expects its employees to understand and apply commonly known security practices and possess a working knowledge of applicable industry controls such as NIST 800-53. Employees will be expected to acknowledge their security responsibilities in writing prior to gaining access to company systems. Employees will be required to maintain a working knowledge of local security policies and execute general controls as assigned.
BA in business, marketing, sales or related discipline, plus6 years of relevant experience ideally with 4 years of leadership experience in sales; Experience to include:
-Demonstrable experience building and managing an inside sales or demand generation organization
-Working knowledge / experience with marketing automation and current sales effectiveness trends
-Excellent customer service skills. Excellent, executive level written and verbal communications skills
-Work effectively across functional teams and collaborate at the BU level
-Ability to manage tactically and drive a strategy at the same time
-Knowledge of security technologies and trends a plus
-4 years of leadership experience in sales
SecureWorks is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: SecureWorks is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at SecureWorks are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. SecureWorks will not tolerate discrimination or harassment based on any of these characteristics. SecureWorks encourages applicants of all ages.
**Job:** **Inside Sales - Inside Sales Account Manager*
**Organization:** **Security Solutions*
**Title:** *Inside Sales Team Manager for Cyber Security Services - Atlanta, GA - SecureWorks*
**Requisition ID:** *160012AK*