Manager Inside Sales

Atlanta, GA

Our business at SecureWorks is growing rapidly. We are looking for a Manager of Demand Generation to join our North America sales management team to lead the demand generation function that supports our small to medium business 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.

Role Responsibilities

Develop and lead the demand generation function for SecureWorks small business segments
Work with SecureWorks University to drive training programs to accelerate onboarding to achieve fully ramped status and max efficiency earlier
Must be in the Atlanta area and be willing to go into the office 3x per week
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 develop 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.

Role Requirements

BA in business, marketing, sales or related discipline
6+ years of relevant experience, ideally with 4 years of leadership experience in sales
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

Preferences

Knowledge of security technologies and trends a plus

Location

Atlanta, GA

Secureworks (A Dell Technologies Company) 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. Learn more about Diversity and Inclusion at Secureworks here.