Inside Sales Manager

Eulisha James

408-***-**** § *******@*****.***

Career Profile: Inside Sales Director / Lead Development Manager

Over 25 years of experience that includes directing teams with quotas of up to $25 million or more….consistently lead representatives to surpass goals….won awards that included 4-time President’s Club Winner, Top Sales Award, Superstar Award, and Significant Contributor.

Results-proven leader with year-over-year success in creating innovative business development solutions (team training, new process implementation) for technology products and services. Background in growing start-up organizations, leading turnarounds for under-performing units, and guiding teams through change (e.g. mergers-acquisitions). Excellent trainer and motivator; build strong, sustainable internal and customer/partner relationships.

Strategic Planning & Execution

Sales Development Lifecycle

Lead Qualification & Conversion

Team Building & Leadership

Key Account Management

Presentation Scripts & Training

Managing w/ Limited Resources

Customer & Market Dynamics

B2B & B2C Account Relationships

Inter-Department Collaborations

Online Marketing Solutions

Performance Benchmarking

Industry Experience

Sutter Health/Bidgely/Truvantis/Accelerite 6/2017 - Present

Senior Sales Consultant

Interacting with every level of the health care professionals: MD's, CFOs, VP and Dir to launch their VIR platform. Generated over 100 million in pipeline for field RVPs. Accelerite: Delivering secure business-critical infrastructure software for Global 1000 enterprises.

Simplee - 4/2016 – 5/2017

Director Inside Sales

Supervised, trained, mentored, and evaluated team of 5 in cold calling, lead follow-up, and other sales functions.

Generates 3 pipeline quarterly through cold calling, prospecting and webinars. Created entire onboarding process for new hires. Created Outbound calling cadence for lead and key account follow up. Managed an ABM structure focusing on Health systems with over 250 million in revenue.

Netbase – 12/2014 – 4/2016

Director, Inside Sales

Developed and managed a team of 10. Interacted daily with the sales team to ensure alignment with goals at key accounts. Addressed challenges that included complex, expensive product model, remote access to management, and a series of continuous changes within the department.

Generated largest pipeline of 20 million in first 2 quarters

Created an inbound/outbound structure to manage leads efficiently

Bill.com 12/2013 –12/ 2014

Sr Inside Sales Manager

Trained mentored and managed a team of 7 reps to outbound and prospect. Interacted daily with team members to ensure efficiencies. Used CRM metrics to benchmark and track the team’s success. Worked closely with marketing to create outbound and lead gen campaigns. Created spiff programs to drive positively and competition within t team.

Electric Cloud

12/2012-12/2013

Sr. Inside Sales Manager

Managed a team of 5 reps to outbound and prospect. Created process and campaigns and worked closely with marketing on messaging. Created outbound calling cadence and capacity plan for accurate growth and efficient tracking.

KAVIZA / CITRIX SYSTEMS –5/2010-12/2012

Inside Sales Manager / Lead Development Manager

Developed and managed team within start-up operation. Interacted with various departments to create systems, tools, and policies. Addressed challenges that included limited resources and support from different departments due to small start-up environment; processes needed to be created “on the fly” and technology tools were inconsistent..

KEY ACCOMPLISHMENTS:

Built the team from zero to 4 and worked with the CEO and COO to facilitate company success. Signified as the 1st person hired for the Inside Sales department, earning recognition from the executive team for efforts in creating processes for accelerating start-up growth.

Played instrumental role in increasing bookings 2x quarter-over-quarter, achieving 287% of bookings in the first quarter of tenure.

Created series of efficiency programs for Work Smart program customized for representatives to help them navigate through client companies and maximize call/selling times.

Designed training programs and processes for Desktop Virtualization that significantly improved representatives’ understanding of virtualization and cloud computing processes.

Developed new processes and procedures for lead qualification, as well as proper means/time for account conversion and deal closing.

SUM TOTAL SYSTEMS – 5/2007- 10/2009

Lead Development Manager

Supervised, trained, mentored, and evaluated team of 5 in cold calling, lead follow-up, and other sales functions within $40 million-plus division. Interacted daily with the sales team to ensure alignment with goals at key accounts. Addressed challenges that included complex, expensive product model, remote access to management, and a series of continuous changes within the department.

KEY ACCOMPLISHMENTS:

Assembled an inbound and outbound team that supported regional managers on a nationwide scale; rearranged team to optimize performance and created ongoing strategies that motivated employees to exceed goals and expectations.

Created metrics that tracked daily, weekly, and quarterly activities; maintained lead conversion, volume, and messaging through collaboration with the product marketing team.

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Eulisha James, 2

408-***-**** § *******@*****.***

COVAD COMMUNICATIONS/CENZIC/EXTREME, INC. – 5/2006-1/2007

Inside Sales Manager(consultant)

Built and managed team of up to 12 inside sales representatives that sold web application vulnerability assembly tool and VoIP/broadband to small-medium businesses (new business, reseller partners, and existing customer base). Interacted with representatives and peers to maintain lead quantity and quality objectives. Tasked with growing teams while other departments required training on effective techniques for supporting in-house sales teams.

KEY ACCOMPLISHMENTS:

Established means for future processes to address/resolve roadblocks by collaborating with product marketing, product management, and engineering teams.

Delivered training for marketing and compensation teams to understand needs of the Inside Sales team; helped team surpass their objectives through coaching, performance feedback, and incentives.

QUALYS – 2005-2006

Inside Sales Manager(contractor)

Directed team of 11 inside sales representatives who sold network-on-demand vulnerability management (team comprised of consultant partners and new business as well as the existing customer base). Created presentation scripts and training; personally prospected for clients, calling on decision makers to close deals.

KEY ACCOMPLISHMENTS:

Achieved sales quotas by creating lead flow and contact strategy in a joint effort with marketing, product, and product management teams.

Formed collaborative relationships with management counterparts from other inside sales teams, resulting in territory alignment and the identification of additional revenue streams.

VERISIGN, INC. – 1/1998-11/2005

Inside Sales Manager / Renewal Representative

As Manager, supervised team of 12 inside sales representatives in selling VSS products to the SMB market, including use of innovative online chat tool. Created presentation tools and training, conducted prospecting and lead generation, and worked directly with marketing/product/management teams to meet sales quotas. As Renewals Representative, created and maintained sales pipeline of several hundred leads nationwide.

KEY ACCOMPLISHMENTS:

Led team in achieving consistent 120% of $25 million+ annual quota. Reached 137% of quota in first 2 quarters of 2005, rolling out chat across the entire Inside Sales organization worldwide.

Built a territory sales model for entire renewal sales team that contributed to over-achievement of quota; interacted with management colleagues to uncover additional revenue streams.

Increased sales by 200% within first 12 months and maintained 30% year-over-year average growth; reached quota of 110% for 5 consecutive quarters.

Achieved 48% upsell rate quarter-over-quarter by introducing strategic planning sessions for higher sales revenue with counterparts, leading to strong relationships within the existing customer base.

Professional Development

Professional Training: Barry Rhein Sales Training; Verisign University Certification Courses: Building A Respectful Workplace; Performance Management; Effective Writing; Presentation; Time Management; Effective Management

Technology Skills: Salesforce.com; Oracle; Clarify; Windows & Mac Platforms; MS Word, Excel

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