Lead Development Sales Manager

BeyondTrust is a cyber security company dedicated to proactively eliminating data breaches from insider privilege abuse and external hacking attacks. Over 4,000 customers worldwide trust ourrisk intelligence platformof unifiedPrivileged Account ManagementandVulnerability Managementsolutions to shrink attack surfaces, identify threats, and maintain compliance.

BeyondTrust is seeking a Lead Development Sales Manager at BeyondTrust’s Headquarters in Phoenix, AZ. Your role as Lead Development Sales Manager is to guide and coach a core team of Lead Development Representatives, developing and applying best practice principles in the areas of sales/lead management to provide the field teams with qualified sales-ready leads.

• Coach, manage and mentor a lead development team.
• Assesses team effectiveness and provide coaching, training and mentoring.
• Produce forecasts based on lead flow, trends and capacity.
• Develop monthly, quarterly and annual lead management goals and plan.
• Consistently achieve quarterly and annual lead development objectives.
• Develop and execute effective annual business plan to reach lead management goals, including incentive plans for reps and metrics.
• Manage individual incentive plans.
• Identify ways to define and refine Demand Generation & Lead Management processes.
• Evaluate Demand Generation targeting, campaigns and nurture plans in pre-launch, and provide continuous improvement feedback to peers in marketing.
• Be proactive in all aspects of lead development by monitoring leading indicators.
• Analyze and act on feedback from sales about the quality of sales ready leads.
• Closely monitor LDR performance.
• Create an environment of team work and continuous improvement.
• Demonstrate a commitment to excellence (i.e. best practices).
• Partner with sales to align goals and ensure ongoing refinement.

Qualifications

• Bachelor’s Degree or equivalent
• Proven management capability with experience managing direct reports.
• Experience with coaching, directing, and motivating staff.
• Ability to motivate goal-oriented Lead Development Reps.
• Strong time-management and organization skills.
• Proficiency in the use of a CRM (SalesForce.com and Marketing Automation a plus).
• Ability to multi-task and manage multiple projects simultaneously.
• Excellent written and verbal communication skills.
• Ability to effectively communicate with internal stakeholders.
• Analytical ability (analyzing and reporting skills).
• Ability to display strong self-initiative and support recommendations with sound thinking and fact-based evidence (data, research, best practices, etc.).
• Proven record of meeting/exceeding established goals.
• Ability to communicate with all levels within prospect’s organization.
• Ability to communicate and present to BT management as required.
• 2-5 years of previous experience in one or more of the following Business development areas:
  • Lead development
  • Inside sales
  • Cold calling
  • Outside sales experience for complex selling
  • B2B lead generation

What isn’t required but would be AWESOME?

• International business development experience a plus
• Security, IT, Finance, Healthcare, Media industry experience a plus

What makes a great Manager of Lead Development?

• You are a Leader: Must demonstrate leadership abilities to inspire, coach and develop the team.
• You are prepared to set the baseline and model expected performance.
• You are a great motivator...You evoke inspiration in those around you and encourage them to do their best work.
• You have the ability to retain, build, and share product knowledge
• You have tremendous tenacity to drive results while working in collaboration with other departments in marketing and sales.
• You are flexible! You define “good attitude.”
• You have a great sense of humor.
• You are passionate, optimistic, and energetic.
• You have an insatiable thirst for knowledge and improvement and the desire to grow in your role and in the company.
• You are up to speed in the latest Cyber Security and Software trends… you work relentlessly to be innovative and stay relevant for the benefits of our customers, partners, employees, and the company.
• You work for the best interest of the group at all times.
• You have unwavering personal integrity and work ethic.
• You are proactive.
• You graciously give and receive feedback.

Additional Information

We are an equal-opportunity employer, offering a competitive salary with excellent benefits. We welcome all candidate applications who meet the minimum qualifications listed above.