The Territory Sales Lead is a player coach role and will manage a team of 2 Digital Sales Reps as well as act as an individual contributor.

As a Team Lead:

• Train, develop and oversee day to day work of 2 Digital Sales reps

• Deliver strategy and monitor success
• Act as a point of contact for questions and escalations
• Ensure ongoing development

As an individual contributor:

Work closely with the sales and marketing teams to identify new opportunities to upsell/crosell existing accounts within the Enterprises vertical. Partner with field sales personnel to help drive and attain sales targets. Primary responsibilities are:

Lead Generation and Prospecting

• Develop and nurture a list of assigned Tier III accounts in order to derive potential opportunities. Undertake research into target companies in order to identify potential pain points and engagement strategies.
• Access company website, identify services offered, identify partner base (vendor + technologies offered)
• Work closely with field sales personnel and channel partners to identify business opportunities.
• Engage contacts within target organizations so as to sense for opportunities and position Client's solution set.

• Understand their internal company power, what makes them look good to peers in order to accurately pitch Client's value add.
• Navigate main company phone menu: talk to tech support or sales line to gather intel on their customer base, services offered, vendor/technology partner.
• Identify, initiate and nurture relationships both over the phone and via email.
• Promote activities and events to stimulate interest in existing accounts.
• Attain monthly targets for meeting, opportunities, pipeline and Closed/Won Opportunities

Client Retention

• Secure and schedule quarterly health check with existing customers
• Identify possible risk for churn
• Collaborate with Customer success team, Renewals, Field sales to retain customers and uncover new opportunities to grow Radware footprint into the account.

• Ensure 100% account coverage

 

Lead Lifecycle Management

• Monitor for, manage and qualify in-bound leads that are stimulated via a variety of marketing campaigns and techniques (e.g. email campaigns, SEO, SEM, social media, reseller referrals, event promotion, etc).
• Process territory leads generated through trade shows, regional events, and other marketing campaigns.

• Respond to and process all leads in a timely manner - providing clear product and solution guidance where requested.
• Monitor and track all leads from creation, through qualification to conversion/rejection to ensure that leads are appropriate handling by sales and/or Client's channel community.
• Ensure that leads are being appropriately handled and the return-on-investment in Inside Sales function is maximized.
• Ability to create a Bill of Materials, Quote, DAR, etc with the help of SE support + client feedback.
• Understand CapEx vs. OpEx expenditures, buying cycles/styles, tech costs per month/per year

 

CRM Database Management

• Track all account engagement activities in Oracle CRM.
• Ensure the integrity of data relating to leads, opportunities and accounts in your assigned territory is maintained. Rectify incomplete or redundant information where necessary.
• Provide activity reports to field sales personnel and team manager.

Skill Requirements

• Experience working in a customer-facing role
• At least 3 years of lead generation, Inside Sales experience or customer success role - ideally in the Information Technology space
• Success in this position requires a passion for talking with people, solving problems, persistence, identifying opportunities and winning. This role necessitates the generation of heavy call volumes and emails in order to fully cover the assigned accounts.

• Leverage internal Client resources (employees, portal resources, price matrix) to drive opportunity.
• Convince Client architects/product management that meeting/opportunity is worth investing in.
• Understand who at Client is the best fit for an opportunity based on their sales/engineering skillset + product knowledge.
• Understanding of Client Customer base: product, use case, vertical, tier/caliber.
• Possession of strong powers of persuasion and the ability to cold call into target personnel within an organization and to generate interest in Radware portfolio

• Outstanding telephone and customer service skills, the ability to listen well and uncover a prospective client's pain points.
• The ability to establish and nurture relationships via phone and email.
• First rate verbal and written communication skills.

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