Crossover Sales Manager

The
Inside Sales Manager
is responsible for the development and business results of a global team quota-carrying Inside Sales Representatives. Each Inside Sales Representative is responsible for maintaining high activity standards, daily prospecting, pipeline growth, prospect qualification, adherence to Aurea sales methodology and delivering assigned monthly sales revenue targets. The right Sales Leader for this position must have the proven ability to increase the productivity of sales representatives through skill development, adherence to activity standards, providing inspiration, rapid conflict resolution and building a highly empowered, constructive Sales Culture.

Crossover is partnering with ESW (Enterprise Software) Capital to fill multiple Head of Product Strategy positions. Based in Austin, Texas, ESW Capital is a privately-held, family office that has been in enterprise software since 1988 and that has a finely-tuned methodology focused on buying, strengthening, and growing mature business software companies. By taking advantage of its unique operating and development platforms, ESW Capital revitalizes its acquisitions for sustainable growth while making customer success a top priority.

The ESW Capital family includes notable brands such as Aurea, Ignite Technologies, GFI and Trilogy. All ESW Capital companies benefit from a global workforce that is sourced and managed by Crossover, with a focus on productivity that is rivaled only by companies like Amazon.

• Results-Oriented
  :
  Meet and exceed assigned monthly, quarterly and annual sales revenue and productivity targets assigned.
• Customer Success
  :
  Ensure consistent delivery of hyper focus on our customers being successful. It starts with the initial contact with Aurea. Impart accurate information within team, ensure setting of realistic customer expectations and take responsibility for quick and effective hand-offs with other Aurea teams (Onboarding, Support and Professional Services).
• Staffing
  :
  Accepts responsibility for the monthly revenue production of the sales headcount assigned. In the event of turnover, managers understands that replacement personnel must already be hired, trained and ready to perform. (Always Be Hiring)
• Team Development
  :
  Monitor and track Sales Representatives individual performance, strengths and weaknesses, and be able to clearly communicate evaluations and execute developmental steps (Performance Improvement Plans). Coach, develop, and mentor Sales Representatives to drive continuous improvement in sales skills and product knowledge.
• Manage Activities
  :
  Ensure activity standards are being delivered per representative. Demonstrate clear ability to correlate activity standards with Business Results. Ensure use of  and accuracy of metrics.
• Role Model and Coach
  :
  Sales Leader must be the most effective and skilled sales resource on the team. Ability to teach sales skills and track record of exceeding annual sales objectives are fundamental requirements.
• Collaboration
  :
  Work with other Aurea business functions to improve ability to improve return on marketing spend, evaluate the effectiveness of the marketing spend, ensure effective customer hand-offs to Support function and improve the effectiveness of cross-functional processes.
• Training
  :
  Work with Aurea Director of Sales Operations to identify, prepare and execute incremental sales skills and Aurea Director of Product Training in order to improve close ratios, increase productivity, product knowledge, and quality conversations.
• Forecasting
  :
  Must be able to confidently predict monthly/quarterly/annual sales bookings utilizing pipeline management for each Sales Representative. Must commit and take responsibility for the accuracy and achievement of the sales forecast.
• Reporting
  :
  Verify daily results, productivity measures, and assist with commission tracking.
• Process Improvement
  :
  Interface with various groups with Aurea to help improve the overall sales process as well as drive the strategic initiatives of the Sales group.
• Communication
  :
  Meets with each sales representative individually for at least 1 hour month to review previous month’s results, lessons learned and areas for improvement. Uses this opportunity to coach sales representative to increase results for next 30 days. Executes team meeting weekly.
• Recognition & Reward
  :
  Candidate expected to understand the motivations and goals of each sales representative assigned. Manager demonstrates understanding of how to motivate employees for their reasons and understanding of how to manage a recognition and reward program for their team.
• Performance Management
  :
  Coach lowest performers for improvement and replace those that do not respond.
• Directly Involved
  :
  Spends majority of time on calls with Sales Representatives identifying areas of opportunity and coaching.
• Spirit of Intent
  :
  Understanding of the essential role of Management is to deliver business results through people. Candidates must understand that Sales…