Lead Generation Manager

Company Name:
The Lead Generation Manager is responsible for developing and running a team that works closely with sales team to drive the growth of Mimecast products from new and existing accounts. The focus will be on maximizing lead qualification and conversation rates while mentoring the team to ensure they are hitting and excelling key performance metrics. The successful candidate but must be able to clearly understand and articulate the Mimecast servicing value proposition. The Lead Generation Manager will partner with the marketing organization to follow up on inbound inquiries, develop plans, and share feedback on marketing campaign effectiveness. Good business judgment and skills will be crucial, as this position will require interaction with prospective customers and senior level management.

Key Responsibilities:

Management Responsibilities:
Manages a team of Lead Generation Representatives.
Responsible for successfully leading a team to goal achievement of qualifications, appointment setting, product and demos for sales appointments.
Participates as a team member in strategic and tactical planning for the organization.
Responsible for coaching, performance management and career development of the team.
Implements and maintains sales best practices.
Contributes to the development and implementation of rules of engagement as well as policies, procedures and programs.
Responsible for hiring, training and ramp-up of new team members.
Manages performance metrics for team members.
Drives exhaustive lead penetration, high activity standards and pipeline management.
Develops, maintains monthly, quarterly team forecasts and reporting.
Arranges on-going product and competitive trainings.
Supports all tactical management functions.
Suggests improvement to optimize lead qualification process.
Work closely with sales team.
Perform research and intelligence gathering on prospects.
Extend/deepen relationships with customers to further qualify and penetrate accounts and articulate the Mimecast message.
Report on team performance by identifying and implementing actions needed for achievement of goals.

Essential Skills and Experience:

Bachelor's Degree
5-8 years of relevant, transferrable and previous management experience (e.g., inside sales, outbound market research) working closely with a sales team. Software experience is a plus.
High energy, results oriented, driven professional.
Mentoring, training and feedback skills.
Excellent business judgment.
Ability to prioritize effectively and work independently.
Ability to work in teams to develop strategies and action plans, and to share results.
Knowledge of technical marketplace and IT organizational structures.
Comfortable interacting with potential clients on the telephone and over email.
Desirable applicants will have knowledge of sales and sales process and familiarity with a CRM.

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