Manager, Sales Development

Description
Come join a winning team! Here at Imprivata, you'll see a dedicated group of professionals who care about improving healthcare. Our team thrives on collaboration and sharing ideas, whether in a cross-functional meeting or at one of our virtual team-building events.
While we're diverse in our backgrounds and skills, we have much in common. A passion for our mission. A strong sense of integrity. A belief that we're making a positive impact and a commitment to having fun.
We are seeking a Manager, Sales Development t o join our tea m . This is a hybrid opportunity based out of our Austin, TX office.
Job Summary
The manager of the cyber security Sales Development team (SDR) will be responsible for leading, managing, developing and growing the individual team members and strengthening the overall skills and performance of the cyber security department. The focus will be on building and leading these cyber focused (Enterprise Access, PAM, Customer Connect solutions) to meet and exceed their respective SQL targets, to drive Imprivata's cyber security revenue growth, and to introduce cyber security solutions to new accounts and market. This role will be responsible for providing direct coaching of all staff to develop their sales skills including introducing Imprivata's product offerings to target accounts and qualifying for inbound leads received. The desire to overachieve against individual and team goals, strengthen relationships between sales and marketing, develop people and work collaboratively with sales resources and sales leadership is critical to success in this role.
Duties and Responsibilities

• Lead, motivate and drive the cyber security SDR team to meet or exceed performance objectives through effective management of team members, development of outbound sales campaigns, and coordination with other functions within the company.
• Help the SDR develop territory specific lead generation strategies including but, not limited to the following: cold calls into target accounts; organizing sales and marketing campaigns; inbound lead management; and maximizing potential of existing relationships.
• Lead, motivate and drive the development team members to be successful in identifying and developing SQL's on behalf of their assigned regions/ segments.
• Work in partnership with Marketing, Services, Product Management, Product Marketing, and Sales teams to teams to coordinate efforts and ensure appropriate resources are available to assist .
• Deliver new and innovative cyber security solutions to the healthcare and commercial markets.
• Define and manage minimum expectation and KPI's and track performance.
• Regularly participate on sales calls to assist with objection handling and best practices in using automation and tools to increase effectiveness and success.
• Assist in creating phone scripts, emails, and other customer interaction tools that are leveraged by the team.
• Evaluate and partner with marketing to design approach to account prospecting, inbound lead qualification and outbound campaign marketing
• Develop and enforce consistent sales processes, metrics, and methodologies.
• Consistently meet or exceed assigned quarterly and annual SQL quota.
• Ensure all appropriate customers and prospects interactions are recorded in Salesforce.com and reps are following defined lead management process.
• Build a highly functioning team by leading the team in best practices for business development.
• Manage the department and team plans by establishing clear goals and hold staff accountable, and participate regular feedback dialog with staff members. Manage corrective action as appropriate .
• Lead efforts in leveraging technology such as ZoomInfo, & SalesLoft, Highspot to ensure message and activity are aligned with expected results.
• Manage call activity minimum expectations and monitor for quality and compliance.
• Manage company expectation of rebuilding hybrid sales environment with SDR resources being effective in the office (minimum of 3 days a week) and while working remote.

Required Qualifications

• Bachelor's Degree in Business or in a related discipline.
• 3+ years' experience selling as an SDR or ISR selling solutions in the software/computer industry.
• 3+ years of experience directly managing sales development resources who have a track record of overachieve of defined sales objectives .
• Ability to communicate value proposition to IT and senior executives of both mid-size companies and enterprise companies.
• Prior experience working in a high-growth software company.
• Very strong written and verbal communication skills.
• Strong negotiation skills.
• Ability to work in a team environment.

This position offers a s alary range of $ 1 40 ,000.00 to $170,000.00 (inclusive of variable compensation such as bonuses and incentives). In addition, more information about Impri vata's benefi t offerings can be found here . This salary rang e rep resen t s the high and lo w end of Imprivata's salary range for this position. Actual salaries will vary and may be above or below the range ba sed o n various facto r s , such as a candidate's location, skills, experience, and qualifications.
At Imprivata, we have a top-notch work environment, developmental opportunities, a competitive total rewards package, and the desire to have fun. If you have the skills and qualifications as we have described above, we want to hear from you!
Imprivata provides equal employment opportunities, regardless of race, religion, age, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws .
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