POSITION: Inside Sales Rep (Individual Contributor)
REPORTS TO: Founder & Director
LOCATION: Mumbai
Key Result Areas
1. Results and Growth
- Orders and Revenue goal attainment
2. Business Development
- Proactively prospect in the Territory using the phone and other activities to create appointments at each management level, including CXO level.
- Map out the key players for potential new business initiatives and determine/document appropriate sales strategy/ies.
- Use Innovative marketing and lead generation campaigns to generate demand for partner products
- Utilise a structured approach for identifying and measuring the quality of potential new business initiatives.
- Hand-off lead to Sales team for further qualification and opportunity creation
- Actively involved in opportunity closure
3. Sales Call Execution
- Effectively advice and influence the customer especially around selling cloud based software solutions and services, TCO advantages, handling customer concerns around security and compliance.
- Execute high quality one on one discussions utilising advanced questioning and influencing skills with customer business leaders specially C level executives.
- Presenting high quality, professional presentations and proposal materials
4. Account Planning and Opportunity Management
- Continuously engage the extended team (including partner teams) in account planning and execution. Effectively utilise resources as required to best exploit available opportunities.
5. Reporting and Administration
- Create and update lead and opportunity status on a daily basis
- Participate in Weekly Forecast calls to review lead pipeline and opportunity pipeline status
EDUCATION & EXPERIENCE REQUIREMENTS
• Bachelor’s degree (Marketing, Sales Management, Engineering).
Work Experience
- 3 years+ Sales experience.
- 1 year of Inside Sales experience will be preferredd
- Exposure to and understanding of customer and its key executives and management.
Selling Experience
- Experience in selling technology solutions. E.g. ERP, SCM, EPM & BI Solutions including professional services
- Experience in developing and executing sales across Enterprise segments.
- Demonstrated success in building, elevating and nurturing relationships within key prospects resulting in new customer business.
- Proven customer relationship skills, with experience in interfacing with customers, at Executive/Director level in both business and technology, on a regular basis.
- Proven ability in solutions sales environment
- Cloud based solution selling experience will be an added advantage
Technology experience
- Knowledge across Business Intelligence, Corporate Performance Management and CRM will be preferred.
COMPETENCIES/PERSONAL ATTRIBUTES
- Proven Prospect Hunting and New Account Business Development skills
- Excellent presentation, communication and interpersonal skills.
- Ability to work in a rapidly changing, ambiguous and open environment
- Ability to open doors within prospect accounts with aggression and persuasion
- Ability to have open and effective business conversations with customer senior leaders
- Ability to influence others through demeanour and professionalism
- Ability to take on multiple responsibilities beyond sales
Personal Attributes
- Self-motivated and competitively driven.
- High degree of energy and initiative.
- Innovative and resourceful.
- Resilient and focused.
- High level of personal integrity.
- Customer focused.
- Result oriented.
- High degree of empathy and emotional intelligence
