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Tanium // endpoint security & systems management
Sales, Full Time    Austin, TX.    Posted: Tuesday, June 08, 2021
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The Basics:

The Sales Development Manager will be responsible for leading a team of Marketing Development Representatives (MDRs) & Sales Development Representatives (SDRs) reporting into the Regional Head of Sales Development. This position will lead a team who generate qualified meetings, identify & expand sales opportunities & ultimately contribute to the sales pipeline & closed business. This includes working closely with channel, sales & marketing systems as well as metrics & measurements that are essential to the success of the role. This position will provide leadership & planning as well as coaching & training to drive the very best results for the business. This position will be closely aligned with sales leadership, field sales, sales operations, field marketing, partners & alliances. The successful candidate for this role should thoroughly understand outbound activities, modern sales prospecting practices & sales opportunity qualification, & would have a proven track record leading teams of ISR's or SDR's in the Technology sector. Experience of very large enterprise B2B sales prospecting & opportunity qualification would be ideal. Demonstration of a passion for coaching, mentoring & developing others is essential, as well as thriving in a rapid change & growth environment.

What youll do:

  • Drive & participate in the recruitment of the very best talent for the MDR/SDR team, ensuring a match with Taniums core values
  • Inspire & lead the MDR/SDR team to achieve & exceed targets
  • Take full ownership & responsibility of team performance whilst maintaining accurate forecasting and reporting
  • Using best practice sales management disciplines to train, coach & develop the MDR/SDRs to be successful in their roles & beyond, increasing staff retention & providing career progression
  • Leverage key leading indicators for team management purposes as well as skill improvement/skill gaps
  • Analyze performance of campaigns reporting the results appropriately as well as recommending & implementing areas for improvement
  • Manage inbound lead flow & ensure correct allocation, ensuring all inbound leads are worked in line with process & SLAs
  • Drive high levels of productivity by ensuring that the appropriate MarTech & prospecting tools are being used as well suggesting alternatives & improvements where relevant
  • Optimize call scripts helping team members refine their delivery of the Tanium sales pitch to achieve the best results
  • Work closely with Sales & Marketing leadership to ensure success of online marketing campaigns
  • Work closely with Partner with Sales & Marketing teams to create & implement SDR programs to source both new business & existing customer opportunities

Were looking for someone with:

  • Education
    • BA or BS in Marketing, Communications, Business or Technology or equivalent work experience 
  • Experience
    • 1-2 years of people management experience within the technology space preferred
    • Experience in Sales Development is desired
    • Track record of goal/quota achievement desired
    • Experienced leading sales development teams in the technology sector with proven success of goal achievement
    • Proficient with CRM, Pardot, LinkedIn & prospecting tools
    • Ability to learn quickly the cyber security market
    • Experience selling into Federal/SLED market desirable  
    • Familiar with Sandler sales methodology/ SPIN preferred
  • Other
    • Advanced knowledge of demand generation & lead nurturing/scoring is preferred
    • Strong written & verbal communications skills required
    • Technical acumen required

About Tanium:

At Tanium, we offer a proven platform for endpoint visibility & control that transforms how the world's largest & most sophisticated organizations manage & secure their computing devices with unparalleled speed & agility. Theres a reason why more than half of the Fortune 100, top retailers & financial institutions, & four branches of the US Armed Forces rely on Tanium.

Our unstoppable spirit, drive to do the right thing & win as a team attitude has earned us the rank of 7th on the Forbes list of Top 100 Private Companies in Cloud Computing for 2019 & 10th on FORTUNEs list of the 100 Best Medium Workplaces.

At Tanium, we take care of our employees & their communities with things like 5 days of Volunteer Time Off.

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