The Role
You will be responsible for a providing technical advice and support for a defined team of Inside Sales reps. Through a combination of attending customer calls, coaching and providing Product training they will support and drive delivery of revenue goals both across the team and at an individual ISR level. Responsible for the successful execution of campaigns and & supporting the sales process for Mission Critical opportunities with account teams.
Engages in account transactions based on technical expertise required in specific deals/programs leveraging specialized knowledge base across multiple accounts. Responsible for technical consulting work with customers in selling and supporting products, services and systems, or software. Provides technical support in sales presentations, product demonstrations, and customer training.
Key Responsibilities:
• Drive team revenue achievement on all product lines through customer engagement, call coaching and product knowledge up-skilling across ISR’s.
• Drive revenue goal based on individual ISR revenues.
• Achieve agreed volumes of customer calls either jointly with ISR or independently to add pre-sales input to opportunities – aim to maximise solution uptake including associated services
• Proactive self development – Products, communications, Industry trends, competitor activity
• Call coaching ISR’s to maximum product / solution penetration and enhance ISR’s product knowledge
• Provide regular product/solution Training via 1:1 sessions, workshops & team meeting rollouts to ensure ISR’s are maintaining the latest knowledge of the product portfolio & key sales messages.
• Present products/solutions either remotely or face to face to customers in support of opportunity/ISR
• Support manager in continual development of ISR’s with respect product/solution knowledge
• Support L&D when required with respect product/solution training.
• Form key relationships with presales to achieve alignment with wider presales goals and working methods.
• Act as an evangelist for the portfolio, working closely with Sales Specialists, Marketing and Business Unit.
• Take a lead role in the execution of campaign call outs to build funnel opportunities.
Skills Required:
• High Level of product knowledge across the portfolio and an appreciation of what Mission Critical computing means to a customer
• High level of technical and commercial awareness
• Call coaching skills to improve ISR product conversations around Mission Critical Computing
• Can build a broad base of value add working relationships across a sales team
• CRM system – Siebel
• Tenacity & Enthusiasm to be successful.
• Ability & desire to engage at a more strategic level within the customer base to help shape their customers strategic thinking around mission critical computing
Experience/ Knowledge Required:
• High level of technical and commercial knowledge
• Can build a broad base of value add working relationships internally and with external customers
• IT Industry sales/Pre sales experience preferably with HP products or solutions
• Degree qualified is preferred but not essential where experience is proven
This is an urgent requirement.
Please call Katie Gilmour on 0141 204 8959 for more information.
Closing Date: 21-Apr-2011