Team Lead, Sales Development

Role Overview

• This is a Player-Coach role. You will be hands-on, and while not 100% dedicated to pipeline creation, you will have pipeline and QSO targets to meet as your primary responsibility.
• Coach and manage a small team of SDRs to successfully grow, develop and achieve the targets outlined by APJ Sales Leadership.
• Work with the local Sales team and the APJ Sales Development Leader on an assigned territory to qualify, develop, and mature marketing-supplied leads and self-created leads, which will result in high-quality sales opportunities for Sophos Sales Reps and/or Sophos Partners.
• Ensure the team and you as a participant meet and/or exceed daily and monthly performance targets for the number of outbound calls, qualified leads passed and pipeline contribution at an individual and team level.
• Ensure all sales leads from marketing-driven campaigns are qualified and passed through Sophos’ CRM system as per the APAC lead management process as efficiently as possible.
• Build strong relationships with all sales teams, including Channel, Commercial, and Enterprise Sales. Ensure these relationships are nurtured and productive.
• You will be a key resource for new starters’ onboarding, ensuring appropriate training, mentoring and coaching is available for all India SDRs and tracking execution against the development plan.
• Provide weekly & monthly reporting to the APJ Sales Development Leader and others on individual and team performance against targets.
• Partner with ASEAN Marketing Managers to identify and execute strategic call downs and other direct campaign activities.
• Work with in-region sales & technical managers and in-country SDRs to ensure they are effectively trained on all products and understand and use APJ SDR best practices for operational efficiency and overall success.
• Work with Marketing Operations, Sales Operations and IT to enhance processes and systems (E.g. SFDC enhancements) to support smooth lead and opportunity handling processes for SDRs, Sales and Sophos Partners.
• Proactively obtain program feedback and initiate plans in response to opportunities for improvement.
• Participate in the review and enhancement of Sales Development processes and practices.
• Manage individual team member performance and team productivity. Regularly evaluate individual employee job performance through 1 on 1 meetings and call shadowing, providing constructive suggestions for improvement and rewarding accomplishments.

Requirements

• 4+ years‚ experience in a Sales Development Role.
• Working in a channel-based company, an understanding of the IT channel
• Experienced in high-volume outbound, telephone-based lead generation/sales.
• Experience with technical products in the hi-tech industry
• Process-oriented in lead management
• Ability to create a sense of urgency with prospects
• Ability to identify needs/pain
• Ability to present value-based messaging
• Solid Communication skills (written and verbal)
• Familiar with CRM system for managing leads
• Meeting deadlines and commitments
• Active Listening
• Influencing skills
• People Management
• Assertiveness
• Attention to Detail
• Creativity
• Driving for Quality
• Goal Oriented
• Inside sales experience in the Cybersecurity or related industries
• Experience being a Player/Coach in an SDR or Inside Sales organisation
• Demonstrated ability to work with Sales Leadership to ensure mutually beneficial outcomes
• At least 1 year of experience in managing people
• SFDC/CRM
• IT literate: Word, Excel, PowerPoint
• Capacity for rapid learning
• Familiar with LinkedIn Sales Navigator, Sales Prospecting tools such as Outreach or Groove, Cognism or Lusha
• Relevant degree or similar qualification

Tech Stack

• Cyber Security
• SFDC

Benefits

• Some travel will be required within this role. Approximately 3-5 trips per year across the SAARC & APAC region.