The ISR will support the Account Managers, AMs in the field by generating, qualifying, nurturing and closing opportunities with government and enterprise technology customers. They will help develop and manage relationships with customers, resellers, partners and distributors that will lead to the attainment of revenue goals. Also, they will assist the AMs with sales support activities such as pricing, CRM administration, and order tracking. The Inside Sales Representatives will work in our Newark office and will report to the Inside Sales Manager.
Execute sales activities and strategies for all products within a defined territory or customer base.
Meet or exceed individual and/or team monthly and annual sales quotas in addition to achieving strategic goals and targets as assigned by sales management.
Call on end user customers to drive sales of products and services. Cultivate key strategic end user customers working closely with sales and channel teams to close business through resellers.
Work with resellers to identify and support mutually rewarding sales activities, strategies for expanding coverage in small- and mid-tier accounts, and opportunities to produce year-over-year growth.
Manage the nurturing of post-sale customer relationships with preplanned touchpoints.
New Business Development
Work with internal and external partners to identify new prospects and target areas.
Identify and develop new end user opportunities through prospecting, key end user calls, and demos.
Meet or exceed assigned pipeline development goals.
Sales and Administrative Support
Assist sales personnel and resellers with deal registrations, pricing, CRM data entry, and other service items required to move deals forward to close.
Provide sales personnel and customers with order tracking information, product specifications, and other supporting information on an as-needed basis.
Collaborate with main office work partners, e.g. marketing, operations, supply chain, etc, to assist sales personnel and customers with quick answers and efficient resolution of issues.
Provide timely, accurate, and complete sales reports and forecasts. Attend required sales conference calls and meetings.
Education and Experience
Bachelors degree required or equivalent work experience
Inside sales experience preferred
Experience selling technology to B2B customers preferred
Proficiency in Microsoft Office required
Experience using Salesforce preferred
High degree of multi-tasking and prioritization of tasks will be required
Ability to reason quickly and act swiftly is required
Strong value-based selling skills are required; e.g. relating, questioning, positioning, closing, etc.
Ability to quickly acquire product knowledge and communicate with technical customers is required
Ability to confidently conduct virtual product demonstrations is required
The ISR will be customer-facing and therefore must demonstrate a very high level of written and verbal communication skills, as well as strong active listening skills.
The ISR must demonstrate at all times a very high level of responsiveness and thorough follow-up.
Ability to collaborate and thrive in cross-functional teams and matrix reporting structures.
Ability to quickly establish trust and build and maintain lasting relationships with customers, resellers, and other partners.
Very limited travel may be required; less than 10 percent of the time