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Director of Inside Sales

To Apply: jobs@sonian.net

Date Posted: Thursday February 25, 2010

Company: Sonian, Inc.

Location: Needham, MA

The Director of Inside Sales will be responsible for building and managing an inside sales department to sell Sonian’s Cloud (SaaS) Based Email Archiving and e-Discovery Service to all verticals in the small to medium size businesses sector (500-5000 employees). This role will be a "player" as well as a coach, and will have direct quota responsibility, so someone who doesn't mind rolling up their sleeves is preferred.

 

Responsibilities
 
  • Sales Management
    - Hire, manage and mentor a top-performing, consultative inside sales team
    - Manage sales/revenue planning, forecasting and quota attainment
    - Define and report on metrics to measure performance of the inside sales activities
    - Develop and implement repeatable, predictable inside sales processes.
    - Work cross functionally with Marketing to develop and execute lead generation, pipeline development and sales support programs
 
  • Direct Sales
    - Build and manage a qualified pipeline through outbound calls as well as responding to inbound leads
    - Qualify direct sales opportunities and drive the full lifecycle sales process through closure
    - Become a product expert capable of demonstrating the Sonian service to prospective customers
    - Maintain strong knowledge of market drivers and competitive landscape
    - Provide web based demonstrations, articulating Sonian's value proposition to an executive level audience in order to close sales opportunities via the phone or web.

 

Required Skills and Experience

- 5+ years of solution/value-based selling experience (inside sales preferred) with proven track record of exceeding sales quota
- Prior experience with creating, managing and growing an inside sales staff that consistently met or exceeded sales quotas
- Ability to be an effective coach/player and inspire a highly collaborative, team-oriented sales culture
- Experience delivering live demonstrations through web presentation format and closing business over the phone
- Strong phone, interpersonal, communication and organizational skills
- Hands-on, self-directed executive who plans, prepares and executes professionally
- Ability to work well with limited supervision and with limited resources
- Experience with Salesforce.com a plus
- Experience in email/data archiving and/or Cloud/SaaS sales a plus
- College degree in business required, MBA desirable
- Candidates in the Greater Boston area only

 

About Sonian:

Based in Needham, MA, Sonian is a VC funded cloud computing start-up creating a web service that helps organizations world-wide manage their email, file and archival content. Sonian was a judges favorite at Under the Radar and a finalist in the Amazon Web Services 2008 Startup Challenge.

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