Manager, Business Development Representative

Business Development Santa Clara, California


The Manager of Business Development will operate within the North America Sales team to ensure the delivery of the North America Business Development goals. S/he will work towards the overall achievement of sales targets specific to demand generation responsibilities. S/he'll establish plans and strategies to support the Field sellers with expansion into existing accounts as well as grow new account acquisition and expansion. The role will manage the Business Development Representatives leading, managing, motivating and developing our US based teams.   
As a Business Development Manager, you will be responsible for BDR operations & programs. You will hire, train, and lead our Business Development Reps. The Business Development Team is the first interaction with prospective Gigamon customers and is key to the success of Gigamon.  
What you’ll do:   
  • Hire, coach, and manage a portion of Business Development Reps  
  • On-boarding new hires to tools and processes   
  • Motivate BDR team through creative incentives  
  • Identify and make recommendations for improvement in the areas of Process, Efficiency, and Productivity   
  • SFDC reporting, updating dashboards  
  • SFDC data analysis, monitoring and clean up (look for data integrity issues that need to be changed/updated like past due close dates, accounts dispositioned or assigned incorrectly, etc.)  
  • SalesLoft reporting and cadence management  
  • Be a leader and valued contributor to the sales team to generate meetings with new potential customers and with new contracts in our existing customer that contribute to pipeline growth 
  • Ensure the team is proactively using the phone, email and other sales & marketing tools to contact potential customers to generate interest in Gigamon products 
  • Build and maintain strong working relationships with key stakeholders including senior sales management within North America sales operations, channel management and marketing 
  • Work closely with cross-functional team members: IDM, Marketing Operations, Sales Operations, and Sales Enablement  
What you’ve done:   
  • 3+ years of Leadership experience in IT networking and/or security managing or acting as a team lead within an inside sales organization 
  • Ability to analyze and manage Business Development activities using Salesforce, SalesLoft, and other best-in-breed software solutions.  
  • Process and operations-oriented individual  
  • Strong understanding of sales development best practices (cadence management, cold-calling, objection handling, etc.) and pipeline building process  
  • Ability to understand, recommend, and advocate for technologies that will improve the efficiency of the BDR team 
  • Strong Microsoft Suite Skills: Excel, PowerPoint, Word, and Teams    
  • Strong written and oral communication and collaboration skills  
  • SFDC/CRM experience a plus   
Who you are: 
  • Proven track record of consistent performance as an individual contributor with the capability of generating opportunity for complex IT solutions to large enterprise and service provider market segments.
The base salary + commission compensation range targeted for this role is expected to be between $140,000- $200,000 (subject to terms and conditions of the plan). This salary range is an estimate, and the actual salary may vary based on the Company’s compensation practices.

We are committed to a diverse, equitable, and inclusive Gigamon. As an equal opportunity employer, all applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, sexual orientation, gender identity, disability, veteran status, or any other protected characteristic under applicable federal, state, and/or local law.

Gigamon fosters a business culture dedicated to equitable hiring. If your experience and skills closely match our job description but may not necessarily fulfill all requirements, please still apply. Gigamon is on a continued mission to grow and scale an innovative organization. We believe this is best achieved by hiring, celebrating, and respecting people with diverse backgrounds, skills, perspectives, and experiences.

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