Inside Sales Manager

Polaris is the only company in the world that specializes exclusively in consulting and technology solutions for life sciences healthcare law compliance. We are at the forefront of the industry in terms of delivering insights and defining technology standards through innovation fueled by our “what’s next” entrepreneurial culture.

Polaris Solutions is searching for an energetic senior sales leader to join our growing team. The Inside Sales Manager will be responsible for implementing and driving a scalable, end to end process of closing deals. This is primarily an operationally focused role, not purely a traditional sales role. Polaris offers sophisticated solutions and services to a niche set of clients. The Inside Sales Manager will work closely with the current Polaris sales team (senior management and account managers) and establish a team that will help generate new deals, but also take deals from the existing sales team and bring them to closure. After establishing a team, the ideal candidate will be expected to spend some time on traditional selling; but the primary focus of the role will be operational.

* Develop an understanding of Polaris’ offerings and the details of the implementations * Research our clients, the challenges they are facing, and the patients they are helping * Work with Polaris Partners to develop a sales strategy, including existing and new clients * Develop and implement a sales compensation program * Develop and implement a formal, repeatable pricing methodology * Identify and market sales opportunities for new products or functionality * Assist with identifying and developing new technology offerings * Hire, train and mentor a small team of junior sales associates * Conduct client demonstrations and informational presentations, in person and virtually * Establish and maintain positive client relationships * Meet revenue goals * Manage and drive all aspects of the sales lifecycle, from pre-sales strategy, identifying targets, conducting demonstration meetings, pricing of solutions, writing proposals, following up and closing deals * Follow Polaris deal approvals process and pricing model guidelines, and provide suggestions for improving the process as needed * Regularly update CRM tool, tracking relevant metrics and reports * Support the growth of the organization; assume additional office responsibilities (e.g., career management, mentoring, recruiting, training, attending conferences)

* 10+ years in a sales engineering management role for a SaaS based organization * Management consulting/systems integration experience, preferably with a Big 4 or similar consulting firm focusing on the Pharma industry, a plus * Bachelor’s degree required, advanced degree preferred * Analytical and quantitative: comfortable with numbers, strong business acumen, and excellent leadership skills * Successful track record in growing accounts and consistently maintaining positive client relationships * Willingness to have a different opinion, ability to articulate thoughts and concepts well * Ability and willingness to attain and improve skills related to the Polaris Core Competencies * Have willingness and preference to “roll up sleeves” and work alongside the team * First 6 months: * work with senior leadership to turn existing leads into signed contracts (conduct demos, complete proposals and RFPs, legal/sourcing, contract signing, transition to consulting team) * hire a team to make this scalable (pricing strategy, reusable database, etc) * After initial groundwork: * 75% strategy and managing the team * 25% escalated proposal/RFP work **Physical and Location Requirements** * Based out of NYC office * Ability to travel to client sites throughout North America as needed (up to 15%) * Occasional travel to Europe or Asia as needed