Digital Sales Specialist for Training Software

  • Majority of work done independently.
  • Independently moves leads through entire sales process.
  • Proactively sells products, services, supplies to installed base in support of company promotion and upgrade campaigns.
  • Achieves set quota and goals.
  • Sells primarily transactional, with some solutions selling; owns strategic entry points at the customer aligned to the business objective of area.
  • Sells complex, multi-products/services.
  • Involves Outside Sales Rep as necessary for high complexity sales or where competitor is face-to-face with customer.
  • Participates in development of district sales strategy & quota setting; defines own individual sales plan.
  • Addresses customer complex requests via broad multi-product/service.
  • Identifies and allocates internal and external resources to deliver transactional or solution sales.
  • May interfaces with specialty buyers, e.g., IT, Procurement, etc. or with business executives.
  • Pursues opportunities in assigned territory, account or product line.
  • Actively prospects within accounts to discover or cultivate sales opportunities.
  • Responsible for pipeline and forecast responsibility in accordance with sales center business process.
  • Aggressively reviews account activities in pursuit of new business or up-selling opportunities.
  • Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
  • Partners effectively with others in the account to ensure coordinated, efficient account management.
  • Actively manages the account to protect and grow company’s business; coordinates all account forecasts, planning and reporting.
  • As dictated by the selling model, engages partners effectively to improve win rates on selective deals.
  • Orchestrates the resources and sponsorship essential for executing business effectively.
  • Majority of work done independently
  • Account responsibility with quota.
  • Works in assigned territory/ account.
  • Shares quota with the field
  • Account size ranges; may work in small-medium, enterprise or corporate segment, varied sales cycle

Education and Experience Required:

  • Four year university/ Bachelor’s degree preferred or equivalent experience.
  • Typically 4-6 years of selling or account management experienced; preferable in IT industry.
  • Proven track record in sales. Demonstrated ability to move leads through entire sales process independently.

Knowledge and Skills Required:

  • Listens to customer needs and tailors messages to customer based on their needs and ties-in additional promotional campaigns, upgrades, or extended products/services.
  • Consistently demonstrates proactive activities within accounts to uncover new business and take ownership for new opportunities.
  • Exhibits thorough knowledge of company portfolio, observed via customer conversations, discussions on products or solutions with customers.
  • Consistently meets or exceeds metrics related to inbound calls set by segment management.
  • Understands the client procurement processes and knows key decision criteria for winning new and / or maintaining existing business.
  • Exhibits thorough knowledge of company portfolio, observed via customer interaction, test scores, and limited reliance on technical support, Pre-sales or internal resources to discuss products or solutions with customers.
  • Consistently demonstrates proactive activities within accounts to uncover new business and take ownership for new opportunities.
  • Consistently meets or exceeds metrics related to outbound calls, open pipeline opportunities, and closed won revenue set by segment management.
  • Ability to build strong consultative relationships with key client business managers and IT executives with a focus on addressing business needs
  • Understands the client procurement processes and knows key decision criteria for winning new and / or maintaining existing business.
  • Knows and understands company’s sales tools and processes.
  • Project Management skills desired
  • Demonstrates ability to act as a team lead.
  • Demonstrated ability to coordinate internal and external partners to deliver appropriate solution sale

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