Primary responsibilities include responding to sales enquiries, developing qualified leads through targeted outbound calling and closing business.
1- Acheive or Exceed sales quota every period. This is the number one and most heavily weigthed responsibility and performance measurement metric. This includes a mixture of ‘Hunting’ & ‘Farming’ which would result in securing new revenue streams through winning new customers and renewal/up-selling of agreements with existing customers.
2- Commit to full-time prospecting. The Sales Account Manager will apply an extreme emphasis on demand generation and acquiring sales prospects until the pipeline is developed. Prospecting will largely consist of telesales, networking, existing contacts, and referrals. The Sales Account Manager is more of a hunter than farmer and the position carries complete responsibility of the full sales cycle from prospecting to close.
3- Effectively communicate the breadth and depth of eHDF’s solutions within the context of each sales prospect’s business environment and buying criteria.
4- Contribution to the success of the role through number of new customers added to the portfolio.
5- Deliver an overall sound business.
Key Success Criteria:
1- Driving the sales plan for the territory & account plans for key accounts.
2- Achieve or exceed sales quota every period. This is the number one and most heavily weighted responsibility and performance measurement metric.
— Strong hunting skills are a absolute must!. The candidate must commit to full-time prospecting. Apply an extreme emphasis on demand generation and acquiring sales prospects until the pipeline is developed and continue that to keep a healthy sustainable pipeline and flow of prospects.
— Prospecting will largely consist of telesales, networking, existing contacts, and referrals. The Sales Account Manager is more of a hunter than farmer and the position carries complete responsibility of the full sales cycle from prospecting to close.
— Take personal responsibility for successful lead generation and acquire sufficient qualified sales prospect lead opportunities. Develop, maintain and measure tactical demand generation account plans to successfully acquire sales prospects.
— Work closely with existing customers to drive additional business and timely renewal of existing annuity contracts.
— Work closely with Service Account Managers to ensure customer satisfaction and uncover new opportunities in existing accounts.
5- Solution Selling:
— Ability to thoroughly understand the customer’s business, ask probing questions, make specific recommendations (e.g. be a consultant).
— Ability to build and articulate a clear and concrete value proposition for each customer, relative to the primary competitor, and in alignment with the customer’s business demand.
— Must be able to advance customers through a sales funnel by knowing how to win each of the sales cycle steps and always being proactive.
6- Demand Generation:
— Must be able to tirelessly perform demand generation and successfully acquire new sales lead opportunities on a recurring basis. No matter how busy you may be, time must be incurred to keep adding leads to the funnel. You must be able to qualify and drive key methods to generate leads and understand how to be productive in a sales cycle.
7- Product/Solution Expertise:
— Ability to talk through and apply solution/service offerings to solve prospects business problems.
— Ability to complete RFP’s quickly and accurately.
— Ability to deliver & sell value-based services and articulate the managed services model.
8- Cross-Group Collaboration with internal teams.
9- Ability to accurately forecast, and successfully close.
Knowledge and Experience
1- Proven commercial experience in a high transactional new business business sales environment, incorporating value/solution services selling ideally within the IT/Technology sector.
2- Evidence of Hunting skills is a must.
3- Strong existing contacts in the UAE.
4-Proven territory development skills. Must be able to generate, qualify and close excellent new customer leads.
5- Strong full life cycle B2B sales experience (ideally within an Inside/Telesales environment).
6- Good knowledge of Infrastructure technologies. Managed Services and/or Data Center technologies selling experience will be a major plus.
7- Demonstrate a good understanding of the local market, and the IT industry.
8- Personal motivation, Drive and Resilience.
9- An excellent presenter/communicator.
10- Understanding and experience in using key financial metrics (ROI, TCO) will be a major plus.
11- Strong drive for sales, results, and accountability.
12- A do’er – not afraid to roll up sleeves and complete the undesirable tasks.