Overview:
SoftwareOne is a leading global software and cloud solutions provider that is redefining how organizations build, buy, and manage everything in the cloud. By helping clients to migrate and modernize their workloads and applications - and in parallel, to navigate and optimize the resulting software and cloud changes - SoftwareOne unlocks the value of technology. The company's 9,200 employees are driven to deliver a portfolio of 7,500 software brands with sales and delivery capabilities in ninety countries. Headquartered in Switzerland, SoftwareOne is listed on the SIX
Responsibilities:
* The Sales Development Representative (SDR) Manager Lead is a critical role responsible for leading and managing the SDR team to drive pipeline growth and support the overall sales efforts of the company. This role requires a strategic and hands-on approach to managing a team of Sales Development Representatives (SDRs), setting clear goals, and ensuring the team's success in identifying and qualifying potential leads.
* Key duties include crafting both outbound and inbound strategies, harnessing the capabilities of Outreach for prospecting, Sales Navigator, Cognism, ZoomInfo, Lusha. Orum Dialler and other sales tools. The role also requires providing strong, data-driven coaching to the SDR team to drive pipeline growth through outbound prospecting and nurturing leads.
Role & Responsibilities
* Coach and mentor our SDRs to master the art of cold calling, prospecting, and effective follow-up.
* Guide the SDRs through refining a SoftwareOne elevator pitch, making phone calls to potential clients, and scheduling meetings for the field sales teams with customers.
* Routinely monitor outbound prospecting calls, create formalised feedback, and provide continuous, real-time advice to improve performance.
* Lead, coach, and mentor the UK&I team to achieve and exceed sales targets.
* Provide guidance, support, and feedback to team members to optimise their performance and professional development.
* Develop and implement strategic outreach plans, including inbound and outbound strategies.
* Conduct strategic research and prospect into organisations using various tools and techniques.
* Work closely with sales and enablement in the refinement of strategic sales approaches.
* Use SalesCRM to maintain accurate activity, contact, and account information.
* Conduct training sessions to onboard new SDRs and provide ongoing coaching to enhance their prospecting and communication skills.
* Track team and individual performance metrics, including session time, call volume, email engagement, conversion rates, pipeline generated and other relevant KPIs.
* Provide regular reports to management, highlighting progress, challenges, and opportunities for improvement.
* Work closely with Marketing, Sales Operations, Demand Generation, and other relevant teams to optimise lead handoff processes and improve overall lead quality.
What Success in the position looks like?
* Consistently generate and ensure your team produces quality opportunities to feed the sales funnel.
* Drive net new prospects that have a direct impact on the revenue for UK&I.
* Collaborate with Marketing, sales leadership and the sales enablement team to enhance the SDR onboarding program.
* Conduct a needs assessment and gap analysis for the current SDR team and, working with Sales Enablement, create a plan to deliver trainings to the SDR org.
* Become an expert in our SDR tool stack, including but not limited to: Outreach, LinkedIn Sales Navigator, ZoomInfo, 6Sense, Drift, G2, Salesforce, Looker.
* Ensure you are a trusted advisor and leader of the team.
* Successfully manage and coach to a defined development path from SDR to Junior Account Manager to Account Manager over a defined period.
Qualifications:
* Proven skills in account development, opportunity qualification, pre-call planning, call structure/control, and time and territory management.
* Experience in technical sales required with a proven track record of quota attainment.
* Experience in building, growing and managing a high performing SDR team.
* Strong understanding of sales processes and lead generation strategies, with evidence of coaching to a specific methodology.
* Data-driven mindset with the ability to analyse metrics and develop insights
* High proficiency in using sales supporting tools such as Outreach,LinkedIn Sales, Sales Navigator, Cognism, ZoomInfo, Lusha. Orum Dialler etc.
* Knowledge of using Outreach connected to Dynamics is an advantage.
* Ability to adapt to changing priorities in a fast-paced environment.
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