Job Description
- Actively prospects within accounts to discover or cultivate solutions sales opportunities within area of technical specialty (in close cooperation with the account manager.
- Manage the sales pipeline.
- Formulate and expand solutions to generate additional product or service attachments and up-sell revenue.
- Certain roles may also sell through the channel.
- Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.
- Work with the client up to IT management level.
- Contribute to building of the pipeline by generating leads and referrals and new customer opportunities within specialty area.
- Focus on growing new sales & contractual renewals for small-to-midsize accounts.
- Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.
- Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.
If you are…
- University or Bachelor's degree preferred. Demonstrated achievement of progressively higher quota, diversity of business customer and higher-level customer interface.
- Detailed knowledge of key customer types or customers on given products.
- Typically 5 years of experience in networking sales
- Have in-depth knowledge about networking product, service, solution and differentiators between own offerings and what competitor's offerings.
- Apply specialized technical product/service/ solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility.
- Use knowledge in the specialty, and consultative selling skills, to proactively help customers with making IT business decisions.
- Assess solution feasibility from a technical and business perspective to determine "qualify-in"/"qualify-out" status
- Excellent presentation skills within IT and Security for C-level.
- Conceptualize and articulate well-targeted solutions in the area of specialty - product, service, the solution -- from proposal to contract sign- off.
- Have enough knowledge about a product, service or solution to be able to qualify a deal.
- Negotiate profitable deals so that the company can expand opportunities based on the existing business and increase the company's footprint and revenue.
- Opportunity prospecting as related to specialty area and in expanding existing client business, in order to generate leads/referrals to the account team.
- Maintain knowledge of industry trends, associated solutions, and key partner/Independent Software Vendors (ISV) solutions.