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Tanium // endpoint security & systems management
Marketing, Full Time    Reading    Posted: Wednesday, May 26, 2021
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The Basics:

The Tanium Marketing Development Representative Manager will be responsible for leading a team of Marketing Development Representatives (MDRs) reporting into the Regional Director of Account Development. This role will lead an MDR team who will be the first line of contact at Tanium responsible for managing & qualifying inbound leads, known as AQLs, within stringent SLAs. The MDR Manager will utilise Marketing Development best practices & as well as leverage the inspection around key indicators to drive excellence within the team. This role will provide leadership & planning as well as coaching & training to drive the very best results for the business, & will have an always hiring approach when it comes to team progression & growth. The MDR Manager will be closely aligned with regional sales leadership, the field marketing teams, & extended Demand Team to ensure constant & consistent alignment. The successful candidate for this role would thoroughly understand inbound lead sources & activities, have thorough knowledge of the Sirius Decisions demand waterfall, & would have a proven track record leading teams of MDRs, BDRs or SDR's in the Technology sector. Experience of very large enterprise B2B sales 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 & own the recruitment of the very best talent for the MDR team, ensuring we only hire A players that match with Taniums core values  
  • Manage inbound lead flow ensuring correct distribution & allocation, maintaining all inbound leads are worked in line with process, conversion rates benchmarks & SLAs
  • Using best practice disciplines to train, coach & develop the MDRs to be successful in their roles & beyond, increasing staff retention & providing career progression
  • Inspire & lead the MDR team to consistently maintain SLAs & benchmarks relating to contacting, & appropriately managing the Automated Qualified Leads (AQLs)
  • Take full ownership & responsibility of team performance whilst maintaining accurate forecasting and reporting
  • Leverage key leading indicators for team management purposes as well as skill improvement & fixing skill gaps
  • Collaborate with other key internal business partners on the development of Inbound programs to optimize results for the business
  • Contribute to identifying new business opportunities for the MDR team, developing playbooks & campaigns
  • Analyse performance of campaigns, reporting the results appropriately as well as recommending & implementing areas for improvement
  • Drive high levels of productivity by ensuring that the appropriate tools are being used, as well as 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 campaign

We are looking for someone with:

  • Education
    • BA or BS in Marketing, Communications, Business or Technology or equivalent work experience
  • Experience
    • At least 2 years leading SDR, MDR or BDR teams in the technology sector with proven success of goal achievement
    • Minimum 3 years of outbound prospecting and/or inbound lead response management 
    • Thorough knowledge of Inbound lead sources derived from Digital & Regional marketing campaigns
    • Strong coaching & people development skills with virtual leadership experience
    • Excellent communication & content writing skills
    • Proficient with, Zoominfo, LinkedIn Sales Navigator & other tools
    • Ability to learn quickly the cyber security market 
    • Familiar with Sandler sales methodology/ SPIN preferred
    • Experience selling into Federal/SLED market strongly preferred (US only)
  • Other
    • Advanced knowledge of demand generation & lead nurturing/scoring is preferred
    • Strong written & verbal communications skills required
    • Technical acumen required
    • High integrity, energy & dedication
    • Strong organization & time management skills
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