Position Title: Inside Sales Representative
Industry: IT
Location: Nairobi
Gross Salary: Kshs 50,000 – Kshs 60,000
Our client is a start-up founded by technology enthusiasts with more than 30 years’ experience in the data center industry across the world.
They have recently received their series B funding and are looking at expanding their team.
They seek to hire an Inside Sales Representative who sells the company’s solutions to small and midmarket new accounts and/or expands existing accounts.
Key Responsibilities
- Builds and maintains relationships with key partners in assigned accounts/prospects
- Facilitates customer relationships to ensure timely resolution of customer issues
- Coordinates sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, Commercial Solutions, Sales Operations, etc.) and external partners (Reseller, Strategic Alliances, etc.)
- Uses network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts
- Researches and documents detailed understanding of customer business and organizational landscape on select accounts as needed
- Develops account plans focused on maintaining/growing accounts on occasion
- Identifies customer’s business needs, challenges, and technical requirements and matches to company solutions in partnership with SEs/SAs
- Delivers pitch on company product set and solutions in partnership with SE/SAs and Sells full suite of company offerings to include entire footprint
- Uses external partners to drive solution development in new areas/prospects
- In terms of contract renewal , Addressing high churn risk customers using internal resources and external partners proactively
- Facilitates customer contract renewals and negotiations to protect revenue
- Uses internal resources to understand customers contractual obligations around notice periods, renew terms, company exposure
- Ensure proper information maintenance in ZohoCRM
- Maintain up to date and accurate information on all customer and sales activity in ZohoCRM.
- Monitors and maintains status of opportunities in ZohoCRM, following the principles of forecasting
- Identifies at risk accounts, expiring contracts and forecast churn
- Prioritizes list of accounts/prospects for short and long term pursuit to achieve assigned sales objectives and provide accurate forecasts
- Coordinates with Opportunity Development Team on a strategy for lead & sales opportunity qualification
- Pursues the highest propensity prospects, fills the funnel with opportunities; cold calling prospects and building industry contacts
- Facilitates the commercial offer and contract negotiations in partnership with Sales Management, using internal resources as needed to acquire the best commercial terms possible
- Partners with sales leadership, commercial solutions, and P&L to recommend deal structure
Qualifications & Experience
- Bachelor/Masters degree or equivalent through experience
- At least 2 years of experience, preferably in B2B IT Services/data center/telco/network environment
- Track record of sales achievement in the Kenya ICT market
- Good understanding of cloud, enterprise digital transformation
- Demonstrable understanding of direct sales and the Data Center industry
- Keen understanding of value of LinkedIn and other social media platforms for engaging with prospective customers
- Pro-active attitude, can do mentality, can thrive on a relatively “high rejection/low hit rate” ratio
- Ability to self-start, self-motivate, self-sustain, self-improve and work independently
- Excellent solution/consultative selling skills, proven ability to articulate clear value propositions
- Experience in cold-calling
- Good understanding of Microsoft office applications
- Good team-working skills
- Active on social media
How to Apply
If you are up to the challenge, possess the necessary qualification and experience; please send your CV only quoting the job title on the email subject (Inside Sales Representative – IT) to jobs@corporatestaffing.co.ke before 25th May 2022.