Job Description

What Will You be Working On?

Our Inside Sales team works collaboratively with our Account Managers and Partners to build a robust set of pipeline opportunities using defined sales plays and marketing techniques. Working across our entire product suite, including Document/Email Management, AI, Cloud, and Security & Information Governance technology solutions, our Inside Sales Representatives (ISRs) define, engage, and convert a pool of opportunities into leads. By joining our Asia Inside Sales team as a manager, you will become an expert on our solutions, customers, Partners and messaging.

Reporting to the Managing Director, Asia, the Inside Sales Manager is responsible for managing all aspects of the inside sales department and lead generation process for multiple countries in the Asia Pacific region (India, Singapore, Hong Kong, Malaysia, Indonesia, Japan, etc.).

Key Responsibilities

• Build a solid inside sales/lead generation team that exceeds sales goals.
• Ensure that sales pipeline remains full with qualified leads & prospects.
• Build a system for Partner engagement that facilitates tracking both unqualified and qualified leads delegated to Partners for follow-up.
• Monitor employee productivity and motivate the team to reach daily goals.
• Coordinate department activities and projects to meet project timelines.
• Evaluate and improve inside sales and sales administration processes.
• Supervise team in accordance with company policies & procedures.
• Provide coaching for existing reps and training for new reps and Partners.
• Work with Managing Director, Asia, and HR to determine appropriate staffing levels.
• Conduct employee interviews, orientations, and hire/fire staff.
• Manage performance & salary reviews, and develop employee development plans
• Resolve interpersonal issues within the department and escalate if required.
• Schedule and lead department staff meetings, workshops and functions.
• Report to senior management on sales metrics, opportunities, and threats.
• Suggest improvements that can be made to increase the value of collateral.
• Ensure accurate and complete information is captured in customer relationship management (CRM) system. Provide weekly data quality checks.
• Attend industry conferences to network and develop industry expertise.
• In coordination with Partners and iManage Sales, prospect for new customers and drive new revenue opportunities within the existing iManage customer base via phone, email, and social media
• Discuss products and solutions in relation to the needs of the targeted application(s) at all levels of an organization
• Maintain relevant data in the sales force automation tool by recording all sales activity for each account or opportunity
• Understand the strengths and weaknesses of competitive products and the overall market landscape
• Become an expert on our product suite, customer base, and support

Requirements

• BA or BS in a relevant field is required
• Experience selling to IT is required
• 4+ years of experience working in business-to-business (B2B) environment in a technology company
• Communicating the value proposition: highly skilled at understanding the buyer\xe2\x80\x99s purchasing criteria, and ensuring proper alignment to iManage solutions
• Excellent oral and written communications skills are essential
• Experience reporting to a senior management team
• Ability to maintain an upbeat and positive attitude at all times
• Strong work ethic \xe2\x80\x93 leading sales team by example
• Ability to work in a self-directed, fast-paced environment
• Strong team player \xe2\x80\x93 fits in easily with wide range of personalities
• "Can-Do" approach to a wide and rapidly changing workload
• Ability to prioritize and adapt to a mixture of activities is a must
• Excellent listener \xe2\x80\x93 encourages information from people

About iManage

iManage transforms how professionals in legal, accounting and financial services get work done by combining the power of artificial intelligence with market leading document and email management. iManage automates routine cognitive tasks, provides powerful insights and streamlines how professionals work while maintaining the highest level of security and governance over critical client and corporate data. Over one million professionals at over 3,000 organizations in over 65 countries \xe2\x80\x93 including more than 2,000 law firms and 500 corporate legal departments \xe2\x80\x93 rely on iManage to deliver great client work.

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