JOB SUMMARY : Responsible for all sales activities from lead generation through close in assigned territory. Develops and implements agreed upon territory sales plan which will meet both personal quota and business goals of expanding customer base in the territory.
Works in conjunction with presales engineering and sales support teams for the achievement of customer satisfaction, account acquisition, revenue generation, and long-
term account goals in line with company vision and values. ESSENTIAL DUTIES AND RESPONSIBILITIES :
Responsible for the sales of server and storage maintenance agreements.
Demonstrates technical selling skills and offering knowledge to effectively prospect, qualify, develop and close new business.
Develops annual sales plan in conjunction with Sales Manager, which details activities to follow during the fiscal year, which will focus the Sales Associate on meeting or exceeding sales quota.
Complete understanding of competitive landscape, pricing, and proposal models.
Demonstrates the ability to carry on a business conversation with business influencers and decision makers.
Maximizes all opportunities in the process of closing a sale resulting in the taking of market share from competitors.
Sells consultatively and makes recommendations to prospects and clients of the various solutions the company offers to their business issues.
Develops a database of qualified leads in CRM through referrals, telephone canvassing, cold calling on prospects, direct mail, email, and networking.
Assists in the implementation of company marketing plans in territory as needed.
Responsible for sourcing and developing client relationships and referrals.
Demonstrates the ability to gather and submit detailed qualifying information for pricing and presentation of solutions to identified prospects.
Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-
up activities within their assigned territory, including the use of CRM and Microsoft Outlook to maintain accurate records to maximize territory potential.
Adheres to all company policies, procedures and business ethics codes.
Actively participates and contributes in training and educational programs offered to company employees.
Routinely assesses time management effectiveness and addresses opportunities to operate more efficiently and effectively. Relationships and Roles :
Maintains regular contact with all clients in the market area to ensure high levels of client satisfaction and retention.
Demonstrates ability to interact and cooperate with all company employees.
Builds trust, values others, communicates effectively, drives execution, fosters innovation, focuses on the customer, collaborates with others, solves problems creatively and demonstrates high integrity.
Maintains professional internal and external relationships that meet company core values.
Proactively establishes and maintains effective working team relationships with all support departments. MINIMUM QUALIFICATIONS : To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.
The requirements listed below are representative of the minimum knowledge, skill, and / or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education : Experience : - -
Experience in calling on CIO’s, CTO’s, CFO’s, Strategic Sourcing, Directors of IT, Systems Administrators, and / or Data Center Managers.
Proven ability to achieve sales quotas. Demonstrated goal attainment track record over plan year and or training application period.
Certifications or Licenses : Special Knowledge, Skills & Abilities Ability to define problems, collect data, establish facts, and draw valid conclusions.
Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with abstract and concrete variables.
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of employees, managers, vendors, customers, and / or the general public.
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
Ability to apply concepts of basic algebra and geometry. Ability to determine what the customer needs, requiring constant qualification of the customer’s objectives to our company’s offerings.
Ability to articulate the high-level content for proposals. Managing customer expectations (timing of the deal, understanding customer’s process of doing business, communicating the company’s process of doing business and negotiating terms and conditions).
Deciding when and how to involve presale technical resources. Closing sales and executing deliverables. TRAVEL REQUIRED : Occasional travel to meet with customers, attend trade shows and association meetings. PHYSICAL DEMANDS : - -
Long periods of time sitting at a desk (daily).
Manual dexterity to type on computer keyboard and operate general office equipment, such as phone, fax / copier / scanner.
Must be able to speak and hear adequately.
Clear vision at close, mid and far distances.
Occasional driving. WORK ENVIRONMENT : - -
Office environment (controlled climate).
Occasional travel by car, plane or bus.