Description
The Inside Sales Representative is an end customer sales representative in the Sales organization focused on creation of new business opportunities out of an defined customer set and management of the deals in the pipeline.
Responsibilities
Cold calling to drive campaigns and/ or profile assigned accounts to understand installed base and business drivers
The ISR is responsible for actively creating new sales opportunities in ES ( Enterprise Solutions) products and associated services for selected customers in the assigned territory via telephone and web and thus holds an End-to-end ES portfolio revenue responsibility for these accounts.
Pro-active coverage for customers in assigned territory to expand XCOM Share of Wallet by generating incremental business in non-XCOM accounts (hunting)
Builds customer confidence in XCOM’s remote sales capabilities, from procurement to senior levels of customer management. Drives opportunities from qualification to close.
Portfolio selling on ISR led opportunities, Up- and Cross-Selling on partner led opportunities
Close collaboration with partner on the customer or opportunity
Detailed Tasks
Outbound calls: 10-15 Decision Makers contacts per day to profile customer, generate opportunities and follow up opportunities for closure. Average outbound talk time of 2,5 hours/ day.
Inbound calls: from assigned customers or channel partners (working with to close opportunities) or XCOM personnel (Sales specialists, Presales, SPO)
The ISR closes the sales on assigned products and has account responsibility with quota and KPI goals.
Collaboration with Sales and Channel management to drive marketing programs, demand generation, sales initiatives, and incremental revenue.
Check on incumbent account Manager, if no AM defined, assign a preferred AM (select from short list based on XCOM ‘Account Manager rules of engagement’).
Delegate and drive required internal XCOM back office sales support (quotations and configurations, sales comp calculation, delivery / order management requirements/ exceptions, etc.).
Call Client at appropriate frequency to drive opportunity closure. Ensure maximum commitment by AM to win project for XCOM (Max. closing time allowed for Account Manager is 12 weeks)
Delegate and engage office-based, field and presales as appropriate
Deal closure verification based on client P.O. visibility. (ISR needs to have P.O. from enduser or Account Manager)
Qualifications
bachelor degree (or above) or corresponding work experience in sales
absolute willingness to compete and win
demonstrated ability to create and close business
strong customer communication skills
proactive attitude towards customers
ability to manage time and (potentially competing) priorities based on customer and quota focused objectives.
good understanding of fundamental IT concepts and solutions
team player, ability to collaborate effectively in a regional and multi-cultural environment
self-motivated, self-started attitude
ability to handle unique situations and think outside the box
problem detection and solving skills
ability to work under pressure
flexibility to work extra hours and travel occasionally
Desired:
detailed understanding of HP,IBM, VMware & NetApp Enterprise solutions portfolio and positioning sales experience in the field of IT
To Apply:
The applications should be sent to careers@xrxtechnologies.co.ke and the closing date is 2nd July 2010.
More Jobs and Vacancies in East Africa available here
No comments:
Post a Comment