Sales Team Lead - service source

Overview

ServiceSource is the global leader in Service Revenue Management delivered via the Cloud. We partner with technology-based companies to capitalize upon the recurring revenue potential that exists within their customer base. We deliver this via a purpose-built solution that includes a suite of cloud applications and managed services to better connect and automate clients' recurring revenue ecosystems. 

7 out of the top 8 Fortune 100 Technology Companies are taking advantage of our services because our solution delivers undeniable results through a pay-for-performance business model that enables a success-driven, shared-risk partnership.

ServiceSource was the #3 top performing IPO of 2011 and is enjoying an average revenue growth rate of 35% for the past six years. With goals of achieving similar growth in the coming years and being recognized as one of the "Best and Brightest" places to work (), we offer a fulfilling, dynamic and challenging environment to grow your career.

Come join a company with dominant market share and break-away leadership () in an untapped, global market. ServiceSource is headquartered in San Francisco and has regional offices in Malaysia, Singapore, Dublin, Ireland; Liverpool, England; Denver, CO and Nashville, TN that serve our customers in over 110 countries and 41 languages.

Role Description

With guidance from the Account Manager, this individual will supervise and manage the day to day activities of their specific client(s) team's daily sales, administration and relationship development activities to promote team success. Responsibilities will include but are not limited to: Owning day to day relationship and account issues; Selling and closing strategic end user and channel Service Renewals, weekly, monthly and quarterly forecasting, individual- and team-based project management, sales rep development, accurate reporting (both internal and external) as well as extensive data manipulation. The Team Lead should be articulate, poised and comfortable in front of ServiceSource management team as well as client personnel.

Responsibilities

Client Management:

• Work closely with the client contact and will determine, with the client contact, solutions to day to day operational and account issues
• Provide weekly and ad-hoc reports articulating findings in a clear manner
• Work in conjunction with Account Manager to create quarterly business review presentations, including determining content and objectives, and to effectively communicate quarterly objectives to client
• Work in conjunction with Account Manager to determine methods and goals in expanding client relationships to include more existing and/or new business
• Effectively scrub client data to determine, with clarity, the true renewal opportunity

Team Management:

• Generate a variety of reports in order to monitor sales rep territory management and effectiveness
• Provide instruction, feedback, and goals (best practices) to sales reps in order to maximize their output
• Lead teams in weekly internal meetings: agendas, weekly objectives, account issues, etc.
• Assess areas of growth for team to determine team's goals, objectives, and direction
• Responsible for delivering account specific training to new hires
• Develop reinforcement training practices for sales reps
• Performance Management: Is expected to write initial draft of bi-annual reps/senior reps review and deliver these appraisal interviews with the Account Manager
• Recruitment: Will be a key member of the recruitment process and hiring decisions for reps and senior reps in the Inside Sales function
• It will be expected that they will manage and supervise the day to day personnel activities of the team, participate in approving PTO, record performance issues and manage initial grievance complaints, etc

Data Management:

• Understand the nature of client raw data and using independent judgment, manipulation and interpretation of the data as required
• Import and export of data to Radar CRM and Business Objects
• Use account and contract knowledge to generate and reconcile invoices and booking reports
• Using independent discretion, will recommend territory management strategies for the team

Upward Management:

• Determine and articulate sales strategies to management with clarity
• Work with Account Manager to generate and analyze performance forecasts
• Suggest areas for overall client growth opportunities
• Proactively provide suggestions for overall ServiceSource growth
• Able to work effectively across different functions within ServiceSource: IT, HR, Client Dev, etc

Qualifications

• College degree, BA, BS preferred
• Successful applicants will have a proven track record with channel performance improvement strategy
• Proven relationship building experience essential. Order Management, CAM's, Partners
• Must be experienced in management of strategic, high-dollar, multi-party contracts and enterprise agreements
• Attention to detail, thoroughness and high level of accountability
• Good with process building and troubleshooting
• Candidate must have experience in Microsoft Office Suite with an emphasis on Excel, MS Access, and PowerPoint
• Strong excel, data management and reporting skills are a must
• You will have ideally been in a TL position within SSI for a minimum of 6 months, or previous mid-management position elsewhere
• Demonstrated sales success, coaching and mentoring skills
• Demonstrated ability to manage multiple responsibilities
• Strong technical aptitude for managing datasets
• Excellent communication skills
• Proven track record of achieving targets
• Be able to set priorities and drive deliverables to execution with minimal supervision
• Understanding of Oracle-based tools and pricing mechanisms are a distinct advantage
• Experience dealing with Software Licensing policies and practices also a plus

Compensation
ServiceSource offers an attractive competitive salary and benefits package.