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• Sales Coverage & Strategy: Partner with AE Sales Manager to define sales strategies for the ISR team to achieve targets. Utilize tools (RAD/whitespace analysis) to assess customer opportunities. Account Planning: Define the ISR engagement model with the full POD account team to grow Print/PS/Solutions in transactional spaces. Support AE in developing business plans (SAR). Pipeline Management: Build, monitor, and orchestrate sales pipelines to meet transactional business goals and exceed targets. Help ISRs proactively drive account prospecting and lead generation. Define and track KPIs for team success. Team Collaboration: Drive ISR team support for AE in developing areas of expertise, freeing up AE capacity for strategic activities. Coordinate with customer support teams to ensure seamless customer experience. Engage with channel partners in sales activities. Leadership & Coaching: Recruit, onboard, and train ISRs. Motivate sales teams, foster talent development, and sponsor skill-building activities to increase productivity and achievements. Evaluate and guide employee performance to achieve excellence. Reporting & Analytics: Generate regular sales reports and presentations for senior leadership and stakeholders. Leverage sales technology, CRM systems, and other tools to streamline operations and enhance productivity. Compliance: Ensure the inside sales team adheres to legal and ethical standards in all sales activities, including pricing, contracts, and customer interactions. Experience: Typically 10+ years of job-related experience or 8-10 years of management experience in sales. Education: Bachelor's degree in Business, Marketing, or a related field is recommended (not explicitly stated, but typical for such roles). Proven track record in sales management, preferably in inside sales or telesales environments. Experience in leading and developing high-performing sales teams. Familiarity with sales planning, pipeline management, and CRM systems. Sales Planning & Strategy: Ability to develop targeted business plans and allocate resources based on market trends and data-driven forecasts. Organization & Time Management: Prioritize tasks, set goals, and manage time effectively. Leadership: Lead effectively in complex environments, influence channel partners, balance competing priorities, and drive team performance. Problem Solving: Navigate market complexities and develop practical solutions. CRM Proficiency & Tech Attitude: Leverage technology and CRM systems to enhance productivity. Collaboration & Communication: Work closely with internal teams, channel partners, and customers to achieve business objectives. New Technology and AI: demonstrated curiosity and confidence in adopting emerging tools and technologies—especially AI—to enhance sales performance, customer engagement, and productivity. The ability to quickly learn, adapt, and apply digital solutions in daily workflows, and to use AI insights to drive smarter decisions and more personalized customer interactions.