Kenyan Jobs Website

Inside sales Rep IV, Outbound-XCOM-6-06-2011

Description

The Inside Sales Representative is an end customer sales representative in the Sales organization focused on creation of new business opportunities out of an defined customer set and  management of the deals in the pipeline.

Responsibilities

• Cold calling to drive campaigns and/ or profile assigned accounts to understand installed base and business drivers
• The ISR is responsible for actively creating new sales opportunities in ES ( Enterprise Solutions) products and associated services for selected customers in the assigned territory via telephone and web and thus holds an End-to-end ES portfolio revenue responsibility for these accounts.
• Pro-active coverage for customers in assigned territory to expand XCOM Share of Wallet by generating incremental business in non-XCOM accounts (hunting)
• Builds customer confidence in XCOM’s remote sales capabilities, from procurement to senior levels of customer management. Drives opportunities from qualification to close.
• Portfolio selling on ISR led opportunities, Up- and Cross-Selling on partner led opportunities
• Close collaboration with partner on the customer or opportunity

Detailed Tasks

• Outbound calls: 10-15 Decision Makers contacts per day to profile customer, generate opportunities and follow up opportunities for closure. Average outbound talk time of 2,5 hours/ day.
• Inbound calls: from assigned customers or channel partners (working with to close opportunities) or XCOM personnel (Sales specialists, Presales, SPO)
• The ISR closes the sales on assigned products and has account responsibility with quota and KPI goals.
• Collaboration with Sales and Channel management to drive marketing programs, demand generation, sales initiatives, and incremental revenue.
• Check on incumbent account Manager, if no AM defined, assign a preferred AM (select from short list based on XCOM ‘Account Manager rules of engagement’).
• Delegate and drive required internal XCOM back office sales support (quotations and configurations, sales comp calculation, delivery / order management requirements/ exceptions, etc.).
• Call Client at appropriate frequency to drive opportunity closure. Ensure maximum commitment by AM to win project for XCOM (Max. closing time allowed for Account Manager is 12 weeks)
• Delegate and engage office-based, field and  presales as appropriate
• Deal closure verification based on client P.O. visibility. (ISR needs to have P.O. from enduser or Account Manager)

Qualifications

• bachelor degree (or above) or corresponding work experience in sales
• absolute willingness to compete and win
• demonstrated ability to create and close business
• strong customer communication skills
• proactive attitude towards customers
• ability to manage time and (potentially competing) priorities based on customer and quota focused objectives.
• good understanding of fundamental IT concepts and solutions
• team player, ability to collaborate effectively in a regional and multi-cultural environment
• self-motivated, self-started attitude
• ability to handle unique situations and think outside the box
• problem detection and solving skills
• ability to work under pressure
• flexibility to work extra hours and travel occasionally

Desired:

• detailed understanding of HP,IBM, VMware & NetApp Enterprise solutions  portfolio and positioning
• sales experience

The applications should be sent to careers@xrxtechnologies.co.ke and the closing date is 2nd July 2010.

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