Job Description
- Services existing clients in territory and generate new customer relationships through the sale of CLIENT's key offerings within a specific geography or vertical market.
- Meet or exceed the assigned annual quota (typically between $500K - $1M).
- Participate in business development/demand generation activities to support customer growth.
- Follow CLIENT's core selling models and tools, consistently use techniques and processes learned in our Force Management training and follow the MEDDICC methodologies for field sales.
- Research accounts/prospects to gain an understanding of the business/organization function, their target customers/markets, how they transact business, key decision makers, existing VAR relationships, key financial metrics, and the information technology budget.
- Represent CLIENT in a professional and highly ethical manner at all times.
- Develop relationships with focus manufacturer representatives covering the assigned territory or vertical.
- Develop relationships with multiple decision makers within accounts, especially at the C level Suites.
- Gain an understanding of the information technology strategy of assigned accounts, key projects for the current and upcoming years.
- Consistently and effectively, communicate CLIENT's value proposition to key stakeholders within assigned accounts.
- Introduce CLIENT content experts (Solution Architects, Offering Leaders, Offering Technical Leads and Executives) to key stakeholders within your assigned accounts. Practice the concept of "none of us is as smart as all of us."
- Understand and stay current with partner registration programs and incentives.
- Utilize the company’s CRM tool and prospecting tools as directed by sales management.
- Maintain consistent contact with all assigned accounts.
- Build a personal brand within the territory.
- Ability to grow business from a standing start.
- Cold calling into the assigned territory/market to find new customers and projects.
- Work with internal and external resources to develop and sell new our solutions.
- Work with pre-sales to develop proposals and statements of work to sell CLIENT solutions.
- Forecast business regularly and accurately and regular using the company CRM tool.
- Additional job responsibilities include, but are not limited to:
- Regular meetings with Offerings teams and assigned customers to promote CLIENT solutions and services.
- Attend and facilitate marketing events that are relevant to CLIENT sales team.
- Attend company-facilitated trainings and business meetings.
- Other responsibilities as assigned.
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