Team Lead, Sales Development - India

• This is a Player-Coach role. You will be hands-on, and while not 100% dedicated to pipeline creation, you will have pipeline and QSO targets to meet as your primary responsibility.

• Coach and manage a small team of SDRs to successfully grow, develop and achieve the targets outlined by APJ Sales Leadership.

• Work with the local Sales team and the APJ Sales Development Leader on an assigned territory to qualify, develop, and mature marketing-supplied leads and self-created leads, which will result in high-quality sales opportunities for Sophos Sales Reps and/or Sophos Partners.

• Ensure the team and you as a participant meet and/or exceed daily and monthly performance targets for the number of outbound calls, qualified leads passed and pipeline contribution at an individual and team level.

• Ensure all sales leads from marketing-driven campaigns are qualified and passed through Sophos’ CRM system as per the APAC lead management process as efficiently as possible.

• Build strong relationships with all sales teams, including Channel, Commercial, and Enterprise Sales. Ensure these relationships are nurtured and productive.

• You will be a key resource for new starters’ onboarding, ensuring appropriate training, mentoring and coaching is available for all India SDRs and tracking execution against the development plan.

• Provide weekly & monthly reporting to the APJ Sales Development Leader and others on individual and team performance against targets.

• Partner with ASEAN Marketing Managers to identify and execute strategic call downs and other direct campaign activities.

• Work with in-region sales & technical managers and in-country SDRs to ensure they are effectively trained on all products and understand and use APJ SDR best practices for operational efficiency and overall success.

• Work with Marketing Operations, Sales Operations and IT to enhance processes and systems (E.g. SFDC enhancements) to support smooth lead and opportunity handling processes for SDRs, Sales and Sophos Partners.

• Proactively obtain program feedback and initiate plans in response to opportunities for improvement.

• Participate in the review and enhancement of Sales Development processes and practices.

• Manage individual team member performance and team productivity. Regularly evaluate individual employee job performance through 1 on 1 meetings and call shadowing, providing constructive suggestions for improvement and rewarding accomplishments.

• Some travel will be required within this role. Approximately 3-5 trips per year across the SAARC & APAC region.

Desirable: