Job type full-time
Full job description
In this role and in partnership with your pod team achieve sales objectives by primarily maintaining and growing existing client business across complete product portfolio through regular proactive sales contactResponsible for full sales cycle including prospect, question/develop, propose, negotiate and closeIncrease revenue through new client acquisitions, upsell and cross-sellGenerate leads and maintain/nurture and develop relationships to grow sales pipeline of opportunities within territory focused on small to medium sized (smb) clients as well as enterprise salesDevelop and maintain strong knowledge of product features, benefits, intended use, value proposition, and competitive positionApply product and industry knowledge to drive sales and serve customer needsYou will be selling new licenses, subscriptions as well as managed support and services.
Develop in-quarter renewal pipeline to achieve quarterly and annual targets
Establish & maintain good working relationships with end users and partners (isv`s, oem`s)
Maintain and exceed renewals rate quota, identifying and closing up-sell opportunities including services
Provide weekly, monthly and quarterly commits that identify required opportunity to meet quota
Ensure accurate forecasts, pipeline management, close deals, and track customer data using company-standard customer relationship management (crm) tools
Act as primary contact, closer, and all-knowing resource in sale of actians renewal/maintenance/service offerings for assigned territory.
Develop and execute account plans to ensure continued business relationship and revenue growth from account base and acquire new business
Articulate actian products and services and maintain up-to-date knowledge of solution offerings to speak to clients about how our solutions can solve business obstacles.
Plan, organize, lead and control sales growth, continued account penetration and customer satisfaction on a long-term multi-year focus.
Proactively monitor the funnel of expiring agreements, execute actions in timely manner to ensure the continuation of assigned customers on agreements
Efficiently handle customer and partner inquiries related to quotes, pricing, co-terming, up-selling, cross-selling and reinstatement of contracts.
Positively interact and collaborate internally and externally with prospects, customers, partners.
4+ years’ successful quota carrying sales experience (in inside sales, account management or service sales role) in software or high tech offerings or services with a proven track record of successful achievement against individual quota
Excellent written and verbal communication skills as well as strong listening skills
Solid presentation and negotiation skills
Demonstrated success in client relationship management
Ability to thrive in a competitive environment and to adapt to change easily
Motivated with the ability to uncover new customers and opportunities, team focused
Understanding of sales methodology (egValue selling, solution selling)
Knowledge of unix, linux, microsoft windows, virtualization, storage, and middleware solution
Expertise in microsoft suite and crm tools as well as pipeline management
Experience compiling, querying, analyzing and reporting data
Organizational skills with the proven ability to prioritize and multi-task to meet deadlines and quotas
Highly organized, high energy, motivated self-starter with a positive attitude
Proven teamwork capabilities as well as working independently
Ability to remain calm under various levels of pressure
Other related duties assigned as needed
One of this additional language plus: spanish, german, french