This is a "Hunter" lead acquisition role, initially working on the TOP 100 named accounts partnering with a Senior BDM

This role will be pivotal to driving a wide range of lead generation and lead qualifications activity for the data centre business unit and supporting the Sales and Marketing team to achieve the required pipeline coverage and end sales to meet the unit’s required goals.

This is a "Hunter" acquisition role, initially working on the TOP 100 named accounts across the wholesale market to acquire leads and ensure our inclusion into new site selection requests (RFX’s) across SaaS, PaaS and IaaS type customers looking to expand into the region.

Key activities will include building relationships with our target market customers, conducting a needs analysis and building an in-depth understanding of the profiling within the customer by zone and country and identifying the correct qualified contacts. The goal of this role is to identify specific cloud and infrastructure requirements, expansion timing and engagement into the first stage of data centre qualification through the correct individual prior to the wider sales and technical team being engaged.

The role is essentially "qualified lead generation".

Description

The Inside Sales Representative is an important driver of company revenue and growth. As a dynamic sales professional, you will be responsible for leading and driving the first interaction with customers leading to qualified sales engagements.
Sales leads will be generated over the phone, social media (LinkedIn) and through targeted events within the Marketing calendar by building relationships with our prospective customers, conducting a needs analysis and building an in-depth understanding of the accounts and contacts within our target accounts and deep diving into their cloud expansion and infrastructure management requirements.
You will work in conjunction with the Sales and Marketing function to implement a strategic account acquisition plan. This is a brand-new role for an individual who is motivated with a ‘hunter’ mentality, it’s an acquisition role where you drive your success supported by the team. The scope of this position includes new global account allocations and the opportunity to build your own path into a sales career.

Key Responsibilities

Achieve targets by acquiring key contacts within our target accounts (Influencers, Buyers/Decision Makers, Users).
Understanding the cloud expansion strategy for each of our target accounts.
Gaining access to RFPs/RFIs or technical requirements specifically associated to our target accounts.
Preparation of timely and accurate information to meet customer requests.
Appointment setting/sales lead qualification.
Create a strong rapport and database for marketing to further nurture
Follow up marketing plans and lead generation activities within a timely manner. For instance, that are generated through our Website or other lead capture avenues.
Ensuring Salesforce is the single source of truth and regularly updated with contacts, leads and pipeline.
Analysis and preparation of sales and customer reports to assist Sales Management in the evaluation of prospective customers.
Maintain awareness (market intel) of IT industry conditions, competitors’ and pricing form customer engagement
Assist in the preparation of customer correspondence and customer events.

Qualifications

Must be “tech” savvy.
Sales experience within a related sector desired (Software, Cloud, MSP, IT or Telco)
Experience in relationship selling or appropriate industry experience/exposure
Excellent written and oral communication skills
Self-motivated, well organised
Consultative selling skills
Strong organisational skills
Strategic thinker

Your Experience

Self-motivated, driven and committed to achieving the level of connections required for coverage required for targeted leads.
Proven track record of success in achieving sales quota covering the ANZ region
Strong communication (written and verbal) and presentation skills, both internally and externally
Superb organisational skills
Highly competitive, ramp quickly, extremely adaptive, and pride yourself on exceeding goals
At least 2 years’ experience in a direct quota-carrying Inside Sales Representative / tele sales Account Manager role

This is a great opportunity to join a large award-winning, Australian owned business offering the opportunity to progress into a permanent role.
If you feel you have the skills required to be successful, please apply now.

Inside Sales

White Bay Search • The Rocks NSW 2000

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