About the Client:
IT Company providing world class Outsourced IT services, IT support, software, hardware,networking, IT security, server, desktop support.
Job Summary:
As a Sales Representative/Technology Advisor, you will serve as a creative problem solver for our customers and prospects. Your primary focus will be to understand the operating environment, positioning, and challenges faced by prospects due to the lack of appropriate technology. By doing so, you''ll play a crucial role in helping them align the right technology for a competitive edge.
Key Competencies & Performance Areas:
1. Business Development & Customer Management (Weighting: 60%)
Business Acumen:
• Understand basic business models and the significance of business processes in achieving market positioning.
• Recognize the value of systematization in driving efficiency and predictable outcomes.
• Grasp how business models leverage intellectual property for customer and shareholder value.
• Familiarity with financial concepts such as total cost of ownership, operating expenses, capital expenditure, income, and net profit.
Technical Acumen:
• Become a product knowledge expert for all our technical offerings.
• Align appropriate technology solutions with diverse business models and risk management needs.
• Leverage technology to enhance business positioning and competitive advantage.
Consultative Selling:
• Build Business Insights: Quickly establish rapport with C-level decision-makers, using high-level business conversations to subtly uncover problems our company can solve.
• Diagnose Business Problems: Use diagnostic methods to uncover and confirm business problems, document technology causes, and quantify financial consequences.
• Co-Create & Align the Appropriate Technology Solution: Navigate the psychology of change and co-create solutions that address business problems, building credibility and trust with the prospect.
• Agreement Meeting: Present the final co-created solution, discuss ROI, handle objections, and close deals by managing contractual negotiations.
Customer Management:
• Act as a strategic advisor, maintaining key relationships and ensuring technology alignment with business needs.
• Build annual technology business cases and identify under-penetrated or cross-selling opportunities.
• Manage escalations by engaging with key stakeholders.
2. Sales Planning & Administrative Duties (Weighting: 20%)
Sales Planning:
• Utilize CRM and default diary to prioritize revenue-generating tasks.
• Build pipeline opportunities and attend meetings to review and strategize on deal progression.
• Consistently achieve key performance indicators and attend annual reviews with the Sales Manager.
Revenue Generating Administrative Processes:
• Maintain accurate CRM records, document meeting research, and forecast sales pipelines.
• Send follow-up emails post-engagement, document business cases, and track commission statements.
3. Research, Learning & Individual Development (Weighting: 20%)
Research and Analysis:
• Conduct continuous research to understand industry trends, competitor developments, and changes in customer industries.
Product Knowledge:
• Engage in self-study and bi-weekly technical training to master our product offerings.
Individual Development & Mastery of Craft:
• Dedicate time to mastering consultative selling, building business and technical acumen, and participating in coaching sessions.
