Inside Sales Executive

PRINCIPAL RESPONSIBILITIES:

Dedicated Telesales resource is responsible for managing Medium Business segment customers in a territory (800-1000 MB customers or 2000-2400 SB customers)

•          Responsible for creating a qualified opportunity pipeline that results in full Target attainment. - Update all the activities in Siebel

•          Sales and Up-selling of Client’s products, Licensing and Anti-Piracy services

•          Provide information to small and medium sized business customers (potential customers) on Client’s products, Licensing and Anti-Piracy services

•          Update knowledge of customers product line and service offerings, current products and technologies

•          Able to identify customer sales opportunities that meet Client’s financial parameters & Execute on customer reach plan  which results in generating qualified opportunities and drives customer loyalty

•          Ability to understand customer requirements and communicate solutions on the phone

•          Interact and follow-up with Partner Account Managers & channel partners.

•          Ensure proper escalation procedures.

 

CRITICAL SKILLS REQUIRED ( at the time of hitting shop floor)

Vision and Skills

•          Understanding of Client's Technical Vision, business solutions utilizing the Client’s platform, and thorough knowledge of assigned product set

•          Understanding of business decision sales cycles and the sales process – apply appropriately as it relates to delivering Client technologies to customers

•          Understands account teams' strategy and objectives.  Participates in individual/team projects to support business goals and initiatives

•          Organizational, communication, negotiation, and problem solving skills

•          Develops strategy and objectives related to technology/solution focus, understands competitors

•          Provides input to and leads local Technical Readiness and Sales Readiness Initiatives

Communication /business relationships:

•          Demonstrates concise and effective communication with customers and employees

•          Speaks Clearly - Delivers articulate, effective, and audience-appropriate presentations/demonstrations for Client products/technologies, strategies, and initiatives

•          Generate excitement and enthusiasm for Client products and technology

•          Leads sharing of best practices with team members

•          Establishes and maintains strong working relationships with customer, partners, team lead and relevant Client resource persons.

Fiscal Responsibilities:

•          Meets assigned revenue goal (Metrics % conversion rate on opportunities)

•          Constant Opportunity generation and ensuring existence of qualified rolling funnel at any given time.

•          Smart data-mining effort for creating cross-sell/ Up-sell/ Legalization opportunities.

 

CANDIDATE SPECIFICATION (Must have/ Good to have)

Must

·         Graduate with good academic record preferably with a Technical Qualification (Engineer preferred)

·         Good communicator,: command over English language, ability to present his/her point of view effectively, negotiation skills

·         Experience of 2-4 years of sales and marketing preferably in IT sales and marketing

·         Result Orientation, demonstrated performance in past records.

Good to have

·         Technology or Information systems background

·         Ability to understand technology and develop solutions with solution selling skills.

·         Good organizational skills

·         Good interpersonal skills