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Manager, Sales Development (270-109)

This is an opportunity to be part of a world-class team at the nexus of two of the most exciting developments in energy today ? big, real-time data and energy storage.
Stem creates innovative technology services that transform the way energy is distributed and consumed. Stem's mission is to build and operate the largest digitally-connected energy storage network for our customers. Our world-class analytics will optimize the value of customer's energy assets and facilitate their participation in energy markets, yielding economic and societal benefits while decarbonizing the grid. We create automated, price-responsive systems that enable C&I customers to predict and control electricity costs and capture savings in a rapidly-evolving utility landscape. The Stem system combines predictive analytics and advanced energy storage with a high-fidelity software user interface. By buffering spikes in energy usage, Stem also reduces the impact of the C&I customer on the utility grid and enables better grid citizenship. Through innovation in technology and financing, our goal is to optimize the relationships between energy providers and consumers.
Sales and Marketing at Stem is a turbocharged engine that drives the entire company forward by bringing our industry-leading service to new customers ? every single day. As Manager of Sales Development, you will report to the Director of Marketing and Sales Operations and work closely with the Sales Leadership team. You will build, run, and optimize all "top-of-funnel" sales development activities, manage SDR teams and other vendors, and be accountable for steadily increasing the flow of qualified leads and opportunities into the direct sales channel.
This is a leadership role and you will be responsible for building and refining an effective, scalable pipeline-feeding function at Stem. It covers all aspects of modern lead generation, including list-building, management and coaching of Sales Development Reps (SDRs), lead distribution, re-engagement, continuous improvement, and reporting. This role does not include responsibility for digital marketing programs, but you will work closely with Stem's Demand Generation Manager to coordinate efforts and manage inbound leads.
You will carry a quota and earn variable compensation based on the volume and quality of leads and opportunities contributed to the direct sales channel, in addition to a base salary. This position requires a driven and talented sales professional with proven abilities to effectively manage a prospecting team, build processes, and make use of vendors and technology to accomplish objectives ? with laser focus on increasing the productivity of the direct sales team.
Responsibilities
Actively manage Stem's SDR teams to ensure generation of a consistent, growing volume of qualified leads. This includes:
On-boarding, coaching, training and support
Development of sales collateral and calling scripts
Management of targeted sales campaigns for priority segments, roles, and market developments
Fostering a motivational culture and strategic use of SPIFs
Shape and implement SDR strategy and lead processes, while managing a portfolio of vendors to scale outbound efforts
Continually monitor and optimize tactics, processes, vendors, toolsets, and messaging to continuously improve results
Provide clear metrics around productivity, conversion rates, and costs via dashboards and regular reports to keep management and key stakeholders apprised of activities, effectiveness, and impact
Assign and manage the distribution of leads to Stem's Direct Sales team in order to maximize results
Respond to inbound inquiries and MQLs from marketing programs to qualify and warm leads for Direct Sales
Maintain salesforce.com and track lists and activities for inclusion in marketing activities and reports/metrics
Required Skills
A process-oriented leader with a passion for continuous improvement, preferably one who has helped build an SDR, inside sales, or call center function
A tuned-in demand generation expert with strong understanding of leading vendors, techniques, and best practices
A master of data mining and analysis who lives and breathes metrics
A consummate professional who operates with integrity and autonomy, and possesses excellent interpersonal, verbal and written communication skills
Required Experience
A persuasive individual who loves selling and has a proven track record with 5+ years experience in the following areas:
Exceeding aggressive sales goals and related performance indicators, with 2+ years of that in a management capacity
Providing or managing top-of-funnel outbound support for high volume, transactional selling environments
Managing, training, and coaching direct sales or sales development representatives
Managing remote team members

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