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IPS Sales Rep
ID: 156066 - Save Job
Category: IT
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Leads a team in the development and implementation of a specific action plan to achieve or exceed revenue/margin targets in assigned territory. Carry out systematic sales calls on assigned accounts. Develops and maintains mutually profitable customer relationships. Demonstrates expertise on customer technology requirements and promotes appropriate Insight solutions. Assists customers in developing the appropriate strategies to implement and support solutions offered by Insight. Develops and delivers presentations/demos to assigned accounts based on customer needs. Identifies, access, and effectively utilizes third party vendors as required to satisfy customer requirements. Maintains positive customer relations and ensures customer satisfaction. Perform administrative tasks including status reports, forecasts, calendars, sales objectives, and appropriate sales tracking systems. Works with management and sales team in account planning and attend regular and special sales meetings. Essential Duties 1. Team Selling In conjunction with sales management and team members, and with support from Insight support services (financial, technical, and operational): · Demonstrates the ability to lead a territory team in the achievement of the sales quota · Prioritizes coverage of accounts to achieve sales goals · Understands account’s key contacts, technology standards, purchasing process, key associations, and long term goals · Creates account specific sales plans for achieving sales goals · Develops and maintains strategic relationships with key account decision makers · Established specific sales call objectives · Understands customer’s technology needs and requirements · Makes specific sales call objectives · Elicits objections from customers · Establish courses of action which overcome objections · Knows when to, then leverages, internal and external resources to provide complete solutions · Knows how and when to close the sale · Develops and maintains a prospect list · Understands the competition and their approach in assigned accounts (strengths & weaknesses) · Understands different sources of funding available to assigned accounts, and how to access them (Insight Leasing) · Works with IPS Bid Team to advise and/or direct bid responses when appropriate · Develops & maintains an opportunity Pipeline (three time the size of the quota) Territory & Account Development · Plans and participates in shows and events · Plans solution oriented product campaigns (focused on key vendors for territory) · Plans customer site technology demos · Plans strategic placement of evaluation product · Utilizes promotional material geared to needs of assigned accounts Presentation Skills · Develops presentations and skills to address audience’s needs and expectations · Delivers persuasive and logical presentations · Presents in an articulate and concise manner · Demonstrates command of information by responding to audience’s questions · Presents a professional image Account Relations · Builds long term relationships with key decision makers within the account · Develops partnership role with the account · Keeps customer informed with timely product information · Provides timely response to customer’s needs · Communicates with the account on a regular basis · Ensures high customer satisfaction Vendor Relationships · Identify the key ‘go-to-market’ vendors in the assigned territory (15–30 - 5 strategic) · Identity and understand the key vendors: 1. Contacts 2. Contribution to team quota 3. Vendors role in the territory 4. Their current partner relationships 5. Installed base 6. Current goal/Quota 7. How Insight fits in their territory plan this year · Builds professional relationships with key vendors at a local, regional, and national level. (Focus on the local) Product/Solution & Industry Knowledge · Actively seeks and acquires product and Industry knowledge to better serve the customer · Understands the customer application (features, benefits, and capabilities) of major Insight vendors solutions · Knows competitors’ solutions and their strings & weaknesses relative to Insight’s · Regularly attends manufacturer sponsored training · Create quarterly plan for ongoing product and technology training Administration · Maintain strong professional relationships with internal departments (Credit, Operations, Product Management, Marketing, Purchasing, Service Delivery, Service Sales, Leasing, Contracts, Proposal, Business Development and COE’s to name a few) · Maintains accurate and complete account records · Consistently delivers reports on time · Establishes timeline obligations with sales management and other members of the sales team · Attends scheduled sales and other team meetings Expected Qualifications Education: BA/BS degree or appropriate experience as determined by sales management Experience: 3-5 years successful industry sales experience as measured by sales performance against goal and the demonstrated ability to complete long, complex sales cycles. Technology hardware, software and services sales experience to the Public Sector marketplace. Skills: Superior proven ability to locate, qualify, and close sales opportunities, Self-motivated, Proven ability to define and solve sales challenges, Ability to work as part of a team of professionals, Demonstrated ability to lead team, Demonstrated ability to communicate and interact with multiple levels within an organization, Excellent verbal, written, and presentation skills, Proven ability to meet and exceed sales quotas. Knowledge: Technology hardware, software and services product knowledge and industry experience is necessary. Knowledge of the Public Sector market is desirable, demonstrates understanding of how technology solutions is applied within Public Sector accounts
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