About Accenture
Accenture is a global professional services company with leading capabilities in digital, cloud and security. Combining unmatched experience and specialized skills across more than 40 industries, we offer Strategy and Consulting, Interactive, Technology and Operations services-all powered by the world's largest network of Advanced Technology and Intelligent Operations centres. Our ~800,000 people deliver on the promise of technology and human ingenuity every day, serving clients in more than 120 countries. Within our Operations business, we are growing our Digital Inside Sales (DIS) team. Our transformational approach to sales brings clients the right combination of expert solution sellers and innovative technology, powered by data and insights. We embrace the power of change to create value and shared success for our clients, people, shareholders, partners, and communities
Visit us at www.accenture.com.
JOB PURPOSE
Accenture Operations, through its Digital Inside Sales (DIS) unit, partners with leading platform companies, to deliver world-class advertising sales and customer engagement. Our DIS team plays a pivotal role in driving customer acquisition, retention, and revenue growth through scalable and data-driven sales methodologies. This role requires a blend of strategic leadership, operational execution, and people management within a high-performing, digitally enabled B2B telesales environment.
The Inside Sales Manager (ISM) leads digital telesales operations, manages a team of Sales Representatives (inbound and outbound), and ensures consistent performance against defined sales targets. The ISM is accountable for revenue attainment, team development, customer satisfaction, and compliance with client-specific guidelines across multiple industry verticals and sales motions. This role supports a wide array of advertising and digital marketing products and services for global clients
ROLES AND RESPONSIBILITIES
Sales Leadership & Strategy
* Drive execution of inside sales methodologies to meet/exceed quotas.
* Develop go-to-market (GTM) strategies and individualized performance plans.
* Monitor and analyze KPIs to identify areas of improvement and enable informed decision-making.
* Provide market insights and campaign effectiveness feedback to senior stakeholders.
* Lead performance conversations, ensuring high accountability.
Team Management
* Coach, mentor, and develop team leads and sales agents to achieve high productivity.
* Lead daily sales huddles, weekly 1-on-1s, and performance calibration meetings.
* Foster a collaborative team culture grounded in accountability, transparency, and motivation.
* Handle escalations, conflict resolution, and high-impact interventions with professionalism.
Operational Excellence
* Define, implement, and maintain processes to improve efficiency and service delivery.
* Conduct needs assessments, performance reviews, capacity planning, and cost-benefit analyses.
* Drive continuous improvement initiatives across tools, processes, and methodologies.
* Manage recruitment, onboarding, and performance development of team members.
Client & Stakeholder Engagement
* Liaise regularly with global clients (e.g., Google, Spotify) and act as the escalation point.
* Align operational goals with broader client strategies and service-level agreements.
* Collaborate cross-functionally with Quality Assurance, Sales Coaches, Data Analysts, and Legal teams.
Data & Reporting
* Own and interpret team and individual performance data across Salesforce, Gsuite, Power BI, etc.
* Deliver insights and business reviews on a weekly/monthly/quarterly cadence.
* Track campaign progress, conversion metrics, and pipeline forecasts.
Policy Adherence & Risk Management
* Ensure adherence to internal controls, legal regulations, and client data privacy policies.
* Identify operational risks and develop mitigation plans proactively.
* Maintain compliance with all internal and external audits.
Business Growth & Innovation
* Identify opportunities for upselling, cross-selling, and expanding client portfolios.
* Recommend process or product innovations to boost performance and customer ROI.
* Support product adoption and customer satisfaction through consultative selling approaches.
SKILLS REQUIRED
Core Leadership & Operational Skills
* Proven people management and team-building capabilities.
* Strategic planning, process development, and performance management expertise.
* Strong financial acumen: cost management, budgeting, and resource optimization.
Sales & Communication Skills
* Mastery in outbound/inbound telesales techniques.
* Strong negotiation, influencing, and consultative selling capabilities.
* Exceptional verbal and written communication (C1 English proficiency or above).
Analytical & Technical Skills
* Data-driven mindset with experience in tools like Salesforce, Tableau, Power BI.
* Skilled in forecasting, reporting, pipeline and CRM management.
* Comfortable with reporting dashboards, campaign optimization, and quota planning.
Soft Skills
* High emotional intelligence, adaptability, and decision-making in high-pressure environments.
* Conflict resolution and effective stakeholder engagement.
* Empathy, resilience, and motivation to foster a high-performance culture.
OTHER SKILLS (PREFERRED)
* Experience supporting media, advertising, or streaming tech platforms.
* Exposure to BPO environments, particularly with international clients.
* Working knowledge of digital ad tech (Search, Display, Programmatic, Audio, Social).
* Familiarity with recruitment, onboarding, and talent acquisition strategies.
* Flexibility in shifting between tasks, campaigns, and client accounts.
* Advanced Digital Marketing Expertise: Deep knowledge of advertising sales, media account management, and digital campaign optimization.
* Consultative Selling: Strong listening skills and the ability to assess customer needs and pitch value propositions effectively.
* Experience with SaaS/Software Sales: Familiarity with software renewals, maintenance support contracts, or virtual software models, particularly for the US market.
* Multilingual Capabilities: Fluency in additional languages relevant to the target market (e.g., Bulgarian for roles based in Bulgaria).
* Six Sigma/Quality Management: Knowledge of Six Sigma, ISO, or other quality management tools to drive process efficiency.
* Conflict Management: Advanced skills in resolving conflicts and handling difficult situations with diplomacy and professionalism.
* Experience with Night Shifts: Proven ability to manage teams in a 24/7 BPO environment, including night shifts and flexible schedules.
MINIMUM EXPERIENCE & REQUIREMENTS
* Total Experience: Minimum of 8-12 years of professional experience, with at least 5-7 years in digital inside sales, business development, or demand generation.
* Sales Experience: Minimum of 4-5 years in outbound sales, upselling, cross-selling, or telemarketing, with a focus on digital marketing, advertising, or software solutions.
* Management Experience: Minimum of 2-5 years in a supervisory or leadership role, managing sales teams and driving performance against targets.
* BPO Experience: At least 2-3 years of experience in a large-scale BPO environment, with exposure to managing night shifts and client-facing operations.
* CRM and Analytics Tools: Minimum of 2 years of experience using CRM systems (preferably Salesforce) and data analytic tools (e.g., Tableau, Power BI, Dynamics).
* Client Engagement: Proven track record of successful client engagement, achieving assigned quotas, and supporting recruitment and talent acquisition.
PRODUCT/SERVICE EXP. (PREFERRED)
* Digital Advertising Products: Experience supporting clients with advertising products, including strategic advisory, campaign management, and performance optimization.
* Software Renewals and Maintenance: Knowledge of software renewals, maintenance support contracts, and upselling opportunities in enterprise software or SaaS models.
* Cybersecurity Products: Familiarity with demand generation for firewalls, endpoint, and cloud security products (for specific deals).
* Client Services: Proven ability to provide backend support and strategic advisory for pre-existing customers' ad campaigns or software solutions.
CLIENT TARGET MARKET EXP (REQUIRED)
* Emerging and Established Markets: Experience working with high-potential developers and established customers in the emerging segment and enterprise markets.
* Global Clients: Experience engaging with international clients, including senior marketing leaders, to drive business adoption and growth.
* B2B Sales: Proven success in B2B sales, particularly in technology, advertising, or cybersecurity sectors.
PREFERRED EXPERIENCE REQUIREMENTS
* Advertising/Marketing Sales: 5+ years of experience in advertising or marketing sales, with a focus on digital and audio advertising or agency backgrounds.
* Software Industry Experience: 5-7 years in IT systems, enterprise software, infrastructure management, or cybersecurity product sales.
* International Sales Management: 3+ years of experience managing international sales teams, particularly in the US or other key markets.
* SaaS/Cloud Sales: Experience in SaaS or virtual software sales models, with a focus on renewals and maintenance contracts.
* Quality Assurance and Process Improvement: Experience implementing quality assurance protocols and driving process efficiency in a BPO or shared services environment.
MINIMUM EDUCATION REQUIREMENTS
* Bachelor's degree in Business, Marketing, Communications, Information Technology, or a related field.
* Equivalent experience in lieu of formal education will be considered in exceptional cases.
* Preferred: A Master's degree in Business Administration, Marketing, or a related field is desirable but not mandatory.
OPERATING MODEL (Hybrid)
* Flexibility to work up to 50% of time in office.
* Must reside within given boundary limits.
About Accenture
We work with one shared purpose: to deliver on the promise of technology and human ingenuity. Every day, more than 775,000 of us help our stakeholders continuously reinvent. Together, we drive positive change and deliver value to our clients, partners, shareholders, communities, and each other.We believe that delivering value requires innovation, and innovation thrives in an inclusive and diverse environment. We actively foster a workplace free from bias, where everyone feels a sense of belonging and is respected and empowered to do their best work.At Accenture, we see well-being holistically, supporting our people's physical, mental, and financial health. We also provide opportunities to keep skills relevant through certifications, learning, and diverse work experiences. We're proud to be consistently recognized as one of the World's Best Workplaces.Join Accenture to work at the heart of change.
Visit us at www.accenture.com
Equal Employment Opportunity Statement
All employment decisions shall be made without regard to age, race, creed, colour, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as applicable by law.
Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process.
Boost your career
Find thousands of job opportunities by signing up to eFinancialCareers today. #J-18808-Ljbffr