Enterprise Sales Professional

Job Title: Business Development Specialist

Description:

• This role involves meeting sales targets in a designated territory or region. The ideal candidate should have experience in IT sales and a proven track record of achieving and surpassing targets.
• The successful individual will utilize an entrepreneurial approach to identify and close opportunities, consistently growing business volume in their assigned territory.
• A strong understanding of basic sales principles such as lead generation, qualification, presentation, proposal development, contract negotiation, and closure is essential.
• The complete Solution range across five pillars (Office Productivity, Infrastructure Solutions including AV technologies, Cloud Technologies, Cyber-Security & DEVOPS + Analytics solutions) will be the primary focus of this position.
• An excellent communicator with the ability to absorb changing technology landscapes is required.

Responsibilities:

• Focusing on Company products and winning new-name accounts while developing and maintaining existing enterprise customers.
• Selling the complete set of products to specified industry verticals outlined in the Sales and Compensation Plan.
• Establishing, nurturing, and managing all aspects of sales relationships with assigned enterprise accounts and targeted new-name opportunities.
• Developing sales strategies and plans ensuring daily business activities align with core product strengths and professional services.
• Managing proposal assembly, approval, and presentation, as well as negotiating contractual arrangements.
• Maintaining contact with client executives to ensure timely delivery of products and services and meet clients' expectations.
• Ensuring sold businesses conform to Company strengths and commercial objectives, sold at commercially acceptable margins.
• Achieving sales targets aligned with pre-defined sales goals.
• Calls on accounts, provides product information, and/or presents demonstrations of how products/services meet customers' needs, typically closing the sale with or without sales/technical support team assistance.
• Developing and delivering responses to customer and prospect technical inquiries, including tenders and requests for information with the professional services organization.
• Maintaining a cordial working relationship with key clients and potential clients to ensure consideration as a business partner and identify business opportunities as they arise.
• Ensuring adequate control and diligence is maintained on Accounts Receivables within the assigned territory and with customers/reselling partners.
• Liaising with OEM Partners & Distributors to extract appropriate support and guard against channel conflict.
• Qualifying customers and key accounts accurately and forecasting potential sales with complete integrity.

Key Result Areas:

• Achieving pre-defined sales targets of Revenue and Margins.
• Client-base development (adding new logos to the existing database of customers).
• Strengthening relationships with OEM Vendors & IT Distributors.
• Account Maintenance.
• Sales Support.
• Market Awareness, Intelligence, and Product Visibility.

Relevant Experience:

• 4+ years of sales experience in the IT sector, selling to end-user accounts.
• Exposure to Cyber Security, Infrastructure Solutions & Cloud Technologies is desirable and preferred.
• Demonstrable ability in cold-calling, account building and maintenance, and closing sales opportunities.
• Ability to effectively manage various tasks and projects.
• Excellent verbal, presentation, and written skills, which are essential for communicating with C-level executives.

Qualifications:

• Degree in any discipline.
• Added qualifications/certifications in: Product, Candidates who have undertaken Soft skills Training/Certifications in Negotiation, Solution Selling, Conflict Resolutions, and Business Operations would be an added advantage.

Personal Attributes:

• Ability to solve problems and provide alternative solutions.
• Highly developed technical ability and thinking.
• Team player and business partner.
• Excellence in business ethics and integrity.
• Ability to perform under pressure.
• Demonstration of on-target sales performance.
• Ability to operate within reasonable expense limits.
• Ability to quickly grasp varied Solutions/Services and technologies. Be self-driven, self-initiated without the need for a lot of supervision.
• Establishment and effective use of internal and external relationships.