Here at Cisco Meraki, we're revolutionizing the way that people connect by making networks simpler and more intuitive. The Account Development (ADR) team’s primary mission is to support the Meraki sales motion by qualifying inbound leads and prospecting using outbound strategies, all in an effort to super-charge the top of the Meraki sales funnel and fuel continued industry-leading growth. The ADR team’s secondary mission is to serve as a development platform for future Inside Sales Representatives (ISR) by taking high potential early-in-career candidates and preparing them for a successful transition to the ISR role.

We are seeking a strong mix of people and process leadership in our future Account Development Manager (ADM). The ADM needs to be passionate about building the future talent of Meraki’s sales organization by teaching early-in-career reps how to sell. They will do this by closely working with ADRs to train, shadow, and coach them, and in that process, identify each rep’s strengths and development areas to create a personalized development plan for them. This will require forming strong coaching relationships with the team as well as building core sales skills in team members (e.g., various sales methodologies, closing techniques, objection handling, overcoming a gatekeeper, etc.). At the same time the ADM is also a process leader for the entire ADR program, and needs to think about the end-to-end process and how to improve it – realizing that will often require close cooperation and partnership with other departments (e.g., Inside Sales leadership, Marketing, Channel, Sales Strategy & Operations).

At Meraki, our goal as leaders is to grow and develop brilliant teams. The strength of our team is the foundation of our success. For us, the best team is one that is focused, highly trusted, empowered, inclusive and innovative. A great team will build products that disrupt markets and customer relationships that widen the impact we can have on the world. A great team will also inspire in each of us work that is meaningful and rewarding. We believe in our mission to help millions of customers and organizations and our teams are dedicated to helping them. You commit to living our leadership principles, create simple paths for people to deliver their best work, and make decisions that will prioritize the long-term health of Cisco Meraki.

What you will do:

• Support sales efforts by leading a team that qualifies inbound leads, calls and emails as well as targets accounts utilizing outbound prospecting skills to build a quality sales pipeline.
• Partner with Talent Acquisition to continue to build and grow the team
• Quickly train ADRs to become highly effective and efficient in their role; once they are performing well in role, develop ADRs to be successful in their career progress to the ISR role based on a well-established training curriculum and set of advancement criteria
• Maintain operational excellence
• Ensure fast inbound lead responsiveness, accurate lead status maintenance, and high-quality conversion of leads to opportunities
• Implementing standard methodology for tools and processes (e.g., SFDC, SalesLoft)
• Reporting on agreed key metrics
• Drive day-to-day operational excellence in inbound lead responses and build creative outbound prospecting strategies
• Drive ongoing process improvements across the ADR program
• Collaborate with Inside and Field sales leadership to define how ADRs best partner with their teams to create high-quality sales opportunities
• Maintain a close relationship with Marketing to ensure the leads they generate are actively being worked
• Work with Sales Training & Enablement to co-create an end-to-end training curriculum and supporting materials to shape the ADR experience to meet the program’s strategic objectives
• Partner with Sales Strategy & Operations on managing to the right set of metrics and developing the tools to do so as well as improving ADR related processes on an ongoing basis
• Document key ADR processes

You are:

• You communicate broadly and often, providing clear purpose, direction, goals, and measures
• Career Champion. You invest in your team’s growth and development
• Disagree, Decide, and Commit. You listen to understand different opinions and allow them to influence the direction
• Results Driven. You are resilient, optimistic, and passionate about our business results while never compromising customer, partner, and team relationships
• You commit to earning our team’s trust every day through your actions and openness

You have:

• Minimum of 2-3 years’ experience in direct sales or relationship management. Prior management experience is preferred
• Consistent track record of outbound sales activity with the ability to translate key skills to early-in-career sales reps
• Proven leadership abilities
• High-quality communication (verbal and written) and organization skills, including the ability to manage projects
• Experience using SFDC to a high degree of operational rigor
• Attention to detail and analytical focus during day-to-day
• Must be flexible and willing to adapt to a rapidly evolving work environment

Cisco is an Affirmative Action and Equal Opportunity Employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis. Cisco will consider for employment, on a case by case basis, qualified applicants with arrest and conviction records.

At Cisco Meraki, we don't just accept difference - it's one of our key values. Everybody In means we listen to each other's opinions. Everybody is accepted and valued here, and we are a team that works as one towards our goals. We recognize that diverse teams make the strongest teams, and we encourage people from all backgrounds to apply.