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Director, Inside Sales - Remote Services

Company: Stanley Black & Decker, Inc
Location: Fishers
Posted on: September 13, 2020

Job Description:

Job Number 70279BR

Stanley Black & Decker is a vibrant, diversified, global industrial company - a company of enduring substance since 1843 that is striving to be one of the most innovative and sustainable companies in the world. Our people are bold and agile, yet thoughtful and disciplined. With the ambition to inspire makers and innovators to create a more sustainable world. If you're seeking to bring your unique value and contribute to an inclusive, collaborative and purpose-driven culture that integrates performance excellence and innovation - join us.

The Director, Inside Sales for Remote Services is a key role that will be responsible for leading our remote services team. Remote Services consists of inside sales and customer success specialists who focus on launching new solutions and selling value-added existing solutions that can benefit our customers and prospects alike. This role will manage prospecting, developing, and closing remote offerings within our managed services suite. In addition, this role will manage upsell of existing solutions to existing customers. The leader of this team needs to be an expert in collaboration as this competency will require support from several other functions within STANLEY Security mainly: marketing, sales operations, and customer service. The Director, Inside Sales will maintain a professional demeanor and establish daily cadences and rhythms around outbound demand generation within our existing customer base as well as new prospects. This leader should be proficient in digital tools necessary to help automate and expedite the prospecting and buying process. This role represents a critical pillar to the evolution of the customer's journey here at STANLEY Security.

POSITION RESPONSIBILITIES Provide professional development and coaching to the Inside Sales and Customer Success team Inside Sales: Responsible for building and maintaining outbound prospecting volume and cadence

Customer Success: Responsible for building and maintaining a team focused on technical demonstrations, feature upselling, customer adoption, and sales enablement for new and existing customers

Build a collaborative process with digital marketing team to ensure seamless handoff of inbound demand to outbound opportunity creation

Proficiency in analyzing the customer's business need and current applications and converting into viable solutions

Manage pre-sale and prospecting engagements for managed services opportunities in the North America

Create and execute new prospect webinars of our Managed Services portfolio.

Help support meetings with prospective clients to close new business with Inside Sales and Customer Success Specialists

Lead the Customer Success Specialist team to hear beyond the customers' tactical request or problem and make sure they are guiding them to a solution within existing functionality whenever possible

Develop and maintain a systematic method for the team when conveying customer enhancement requests

Oversee client needs and suggest appropriate products/services, ensure the team is driving retention and continued product engagement with existing and new customers

Engage client in partnerships with the Stanley sales and technical staff to ensure the solution design is accurate and meets the needs of the customer use case and environment.

Ensure team is achieving monthly targets for calls, leads generated, and closed sales.

Lead and coach the Inside Sales team in receiving the lead, handing-off executed new accounts to be deployed by the Customer Success Team to ensure the solution is setup and deployed correctly, timely, completely and accurately.

Create prospecting communications that drive scheduling and demonstrating in an effective manner.

Staying up to date with new products/services and new pricing, specifically industries trends regarding:

Managed Services

Data Analytics Trends, access control, video surveillance

Network Solutions (Cyber hygiene, cyber security)

Emergency Preparedness (Incident response, Interoperability)

Occupancy Screening (Visitor Management)

QUALIFICATIONS

Required: High School Diploma or GED

3+ years' experience leading an inside sales or customer success team

2+ years' industry experience to include but not limited to network solutions, subscription sales, cybersecurity, and security

2+ years' experience selling and supporting SaaS solutions and services to enterprise and commercial customers across various markets locally and nationally

1+ years' experience in account management with an understanding of SaaS platforms and subscription-based models

Preferred: Bachelor's Degree (B. A. / B. S.) from four-year college or university; or equivalent combination of education and experience in a related field

Experience with end user systems

Strong attention to detail and time-management skills

Ability to bounce back from challenges; resilient

#

#LI-REMOTE SBDCSS #LI-PM1

LI-REMOTE

All qualified applicants to Stanley Black \u0026 Decker are considered for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, veteran's status or any other protected characteristic.

Keywords: Stanley Black & Decker, Inc, Fishers , Director, Inside Sales - Remote Services, Other , Fishers, Indiana

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