Come join a winning team! Here at Imprivata, youll see a dedicated group of professionals who care about improving healthcare. Our team thrives on collaboration and sharing ideas, whether in a cross-functional meeting or at one of our virtual team-building events.
While we're diverse in our backgrounds and skills, we have much in common. A passion for our mission. A strong sense of integrity. A belief that we're making a positive impact and a commitment to having fun.
We are seeking a Senior Manager, Sales Development to join our team. This is a hybrid opportunity based out of our Waltham, MA office.
Job Summary
The Senior Manager of Sales Development will be responsible for leading Imprivatas Global Sales Development Department and resources. The role will be the key liaison between the SDR managers (3) and our marketing department. The candidate will be responsible for leading the SDR managers, as well as helping them track and measure the leads created and the conversion rate by our sales department. They must be able to align resources based on marketing program investment with the ability to measure ROI and overall financial impact. This resource will be critical in establishing the overall process that allows us to track progress towards company goals and measure the overall effectiveness of the campaigns and the sales team's ability to convert and track campaign contribution to pipeline created and booked revenue attributed to marketing investment. The Senior Manager will be responsible for managing, developing, and growing the individual team members and strengthening their overall sales skills. The focus will be on building effective teams (Healthcare and Commercial) with team leaders managing the individual contributors (SDRs). This is a leader of leaders that will be responsible for optimizing our systems and sales process and communicating results back to leadership. Must be process-driven, analytical, and results-focused. The role will be responsible for providing direct coaching of staff, managing KPIs, and developing their overall sales skills. The focus will be to introduce Imprivatas product offerings to target accounts, as well as qualify inbound leads received. The desire to overachieve against individual and team goals, strengthen relationships between sales and marketing, develop our people, and work collaboratively with sales resources and leadership is critical to the success of this role.
Duties and Responsibilities
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Lead, motivate, and drive the SDR team to meet or exceed performance objectives through effective management of team members, development of outbound sales campaigns, and coordination with other functions within the company.
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Help the SDR develop territory-specific lead generation strategies including but not limited to the following: cold calls into target accounts; organizing sales and marketing campaigns; inbound lead management; and maximizing the potential of existing relationships.
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Lead, motivate, and drive the development team members to be successful in identifying and developing SQLs on behalf of their assigned regions/ segments.
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Work in partnership with Marketing, Services, Product Management, Product Marketing, and Sales team to ensure appropriate resources are available to assist.
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Define and manage minimum expectations and KPIs and track performance against those.
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Regularly participate in sales calls to assist with objection handling and best practices in using automation and tools to increase effectiveness and success.
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Assist in creating phone scripts, email templates, and other customer interaction tools that will be used by the team.
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Evaluate and partner with marketing to design approaches to account prospecting, inbound lead qualification, and outbound campaign marketing.
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Develop and enforce consistent sales processes, metrics, and methodologies.
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Consistently meet or exceed assigned quarterly and annual SQL quotas.
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Ensure all appropriate customer and prospect interactions are recorded in Salesforce.com and reps are following the defined lead management process.
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Build a highly functioning team by leading the team in best practices for business development. Manage the department and team plans by establishing clear goals and holding the staff accountable.
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Provide regular feedback to staff members and manage corrective action as appropriate.
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Lead efforts in leveraging technology such as ZoomInfo, & SalesLoft, and Highspot to ensure the team is working efficiently. Align message and activity to achieve expected results.
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Manage minimum expectations on call activity and monitor for quality and compliance.
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Manage company expectations of rebuilding a hybrid sales environment with SDR resources being in the Waltham office a minimum of 3 days a week. The Leader will be expected to be in the Waltham office a minimum of 3 days as well.
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Other duties as assigned and required.
Required Qualifications
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Bachelors degree.
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5+ years experience selling as an SDR or ISR selling solutions, preferably in the software/computer industry. Experience in the healthcare industry is a plus.
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5+ years of experience directly managing sales development resources who have a history of overachieving sales objectives.
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Ability to communicate value proposition to IT and senior executives of both mid-size companies and enterprise companies.
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Prior experience working in a high-growth company.
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Strong written and verbal communication skills.
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Strong negotiation skills.
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Ability to work in a team environment.
This position offers a total compensation range of $205,000.00 to $215,000.00 (inclusive of base salary and variable compensation, such as bonuses and incentives). In addition, more information about Imprivatas benefit offerings can be found here. This range represents the high and low end of Imprivatas compensation range for this position. Actual compensation will vary and may be above or below the range based on various factors, such as a candidates location, skills, experience, and qualifications.
At Imprivata, we have a top-notch work environment, developmental opportunities, a competitive total rewards package, and the desire to have fun. If you have the skills and qualifications as we have described above, we want to hear from you!
Imprivata provides equal employment opportunities, regardless of race, religion, age, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
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