Job SummarySHI is seeking an experienced and motivated Manager to lead our team of Public Sector Inside Account Executives. The Manager will be responsible for driving the success of the team in building books of business, achieving sales targets, and delivering exceptional customer experiences. This leader will provide coaching, mentorship, and strategic guidance while overseeing daily operations, sales activities, and professional development. The Manager will collaborate cross-functionally and play a key role in optimizing sales processes, growing customer relationships, and supporting SHI's growth in the Public Sector.
Role Description- Lead, coach, and mentor a team of Inside Account Executives to achieve and exceed sales targets and activity metrics.
- Oversee team efforts in cold calling, prospecting, and profiling accounts to build robust sales pipelines.
- Guide team members in developing and nurturing customer relationships via multiple channels (email, phone, in-person).
- Ensure consistent achievement of individual and team quotas, daily/weekly activity goals, and pipeline growth.
- Support team in managing the entire sales cycle, from initial outreach to project completion and renewal.
- Provide expert guidance on leveraging SHI's tools, resources, and technology to improve sales productivity and customer satisfaction.
- Assist team in resolving customer inquiries, identifying pain points, and providing effective IT solutions.
- Monitor and analyze team performance using CRM and internal reporting tools; provide feedback and action plans as needed.
- Stay current on industry trends, product knowledge, and best practices, ensuring the team remains informed and competitive.
- Facilitate ongoing training, knowledge sharing, and professional development for team members.
- Collaborate with sales leadership, marketing, and other internal departments to support account strategies and business objectives.
- Act as an escalation point for complex customer issues or sales challenges.
- Foster a positive, high-performance, and customer-focused team culture.
Behaviors and Competencies- Results Orientation: Can set strategic goals for the organization and lead multiple teams to achieve these goals, demonstrating a strong orientation towards results.
- Business Development: Can take ownership of significant business initiatives, collaborate with various stakeholders, and drive business results.
- Leadership: Can take ownership of complex team initiatives, collaborate with others in decision-making processes, and drive team performance.
- Performance Management: Can manage team performance, align team goals with organizational objectives, and use performance metrics to drive results.
- Communication: Can effectively communicate complex ideas and information to diverse audiences, facilitate effective communication between others, and mentor others in effective communication.
- Customer-Centric Mindset: Can take ownership of customer-centric initiatives, ensuring products and services align with customer needs. Collaborates with cross-functional teams to integrate customer feedback into product development.
- Analytical Thinking: Can use advanced analytical techniques to solve complex problems, draw insights, and communicate the solutions effectively.
- Negotiation: Can take ownership of complex negotiations, collaborate with others, and drive consensus.
- Collaboration: Can take ownership of team initiatives, foster a collaborative environment, and ensure that all team members feel valued and heard.
- Adaptability: Can lead others through change, help teams adapt to new directions, and create a culture open to change.
Skill Level Requirements- Excellent time management, planning, and organizational skills - Expert
- Ability to continuously learn and work independently to acquire job related knowledge and skills - Expert
- Strong problem solving - Expert
- Ability to motivate others - Expert
- Excellent presentation skills - Expert
- Ability to think ahead, plan long-term decisions, and anticipate outcomes - Expert
- Self-motivated with ability to work with limited direction and oversight - Expert
- Strong consultative sales skills - Expert
Other Requirements- Completed Bachelor's Degree or equivalent experience
- 3+ years experience in inside sales, account management, or sales leadership, preferably in the IT or Public Sector.
- 2+ years of sales leadership experience
- Proven track record in attaining sales goals and quotas
- Highly focused on customer solutions and satisfaction
- Experience working with C-Level executives
- Proficiency in Microsoft Office applications; Outlook, Work, Excel & PowerPoint
- Ability to travel to SHI, Partner, and Customer Events
The estimated annual pay range for this position is $150,000 - $300,000 which includes a base salary and commissions. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
