SUMMARY
The primary role of Sales Specialist (SS) is to drive pipeline opportunity creation and achieve sales targets for assigned vendors through tactical execution of sales and marketing campaigns utilizing the company’s CRM platform. The Sales Specialist is the primary partner resource for solution positioning and product information, opportunity support, and education on D&H Modern Solutions programs and capabilities. Partner relationship building, pipeline development and management, strong technical acumen, and high capacity for outbound sales activity are key skills required for success.
ESSENTIAL DUTIES AND RESPONSIBILITIES
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Quota Achievement.
Achieve assigned quota targets and strategic objectives on a consistent basis.
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Campaign Execution.
Execute assigned sales and marketing campaigns in a timely fashion.
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Metric Management.
Achieve key metrics including phone activity, opportunity creation, lead conversion rates, win rates, and partner recruitment and frequency of transaction.
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Relationship Management.
Identify
and assist in developing relationships with existing or potential partners with ability to drive significant revenue opportunities.
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Collaboration.
Work in tandem with the D&H sales organization, cross departmentally, and with targeted cloud vendor resources to coordinate, develop and win sales opportunities within assigned territory.
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Communication.
Articulate the D&H Modern Solutions strategy and value proposition.
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Partner Management.
Document important partner information and opportunities,
build adequate pipeline to achieve revenue goals,
execute
tactical outreach, and
ensure action is taken to win new business.
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Pipeline Management.
Maintain CRM sales pipeline per policy and provide timely and accurate sales forecasting to the D&H Modern Solutions BU leadership team.
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Vendor Relations.
Develop and maintain relationships with key vendors within assigned territory to collaborate on new partner opportunities.
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Technical Acumen
. Maintain high level business and technical acumen related to modern solutions technologies, managed and professional technology services and associated business models.
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Results Oriented.
Demonstrate strong drive for results and success; convey a sense of urgency to achieve outcomes and exceed expectations; persist despite obstacles, setbacks and competing influences.
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Drive.
Promote a culture of high energy, creativity, leadership, timeliness, professionalism, desire to learn, and willingness to contribute to continuous improvement.
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Professionalism.
Represent D&H professionally in daily ongoing interface with customers and vendors, and adhere to company policies, procedure and ethics.
KEY METRICS
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Outcalls
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Opportunity Creation
ADDITIONAL DUTIES
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Keeps work area neat, clean and hazard free.
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Other related duties as assigned.
SUPERVISORY RESPONSIBILITIES
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This position has no supervisory responsibility.
QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.
The requirements listed below are representative of the knowledge, skill, and/or ability required.
Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
KNOWLEDGE, SKILLS, and/or ABILITIES
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Proven IT prospecting, business development, sales, relationship management skills.
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High capacity for product knowledge and technical acumen.
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Strong presentation and communication skills.
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Solid technical acumen and understanding of cloud and managed service provider business models.
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Ability to understand operational processes.
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Analytical and problem-solving skills.
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Ability to think and work creatively to develop joint value propositions.
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Self-motivated with good time management skills.
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Results oriented with strong financial forecasting skills.
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Ability to qualify and prioritize business opportunities.
EDUCATION and/or EXPERIENCE
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Bachelor's Degree in Business or equivalent industry experience.
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Basic Microsoft Office, CRM, and office productivity software familiarity.
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2+ years of experience managing partner relationships with solid, demonstrated performance.
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Telesales process and pipeline management experience.
WORK SCHEDULE
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Fulltime position (40 hours a week), overtime, weekends, holidays, as required.
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Ability to travel on occasion (<5% of time).
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Hybrid work schedule combining remote work and in-office as required.
LANGUAGE SKILLS
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Must be able to communicate well, both verbally and written.
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Ability to read, write, and speak English.
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Ability to read and comprehend simple instructions, short correspondence, and memos.
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Ability to write simple correspondence and/or complete employment forms.
MATHEMATICAL SKILLS
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Ability to add subtract, multiply, and divide in all units of measure, using whole numbers.
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Ability to understand basic financial models.
REASONING ABILITY
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Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram formats.
CERTIFICATES, LICENSES, REGISTRATIONS
Post hire certifications may be required to gain knowledge needed to stay current in field.
PHYSICAL DEMANDS
While performing the duties of this job, the employee is regularly required to sit, stand, walk, use hands and fingers, reach with arms, talk and hear.
The employee will frequently be required to stoop, kneel and crouch.
The employee may occasionally lift and/or move up to 20 pounds.
Specific vision abilities required by this position include close vision, distance vision, and ability to adjust focus.
WORK ENVIRONMENT
While performing the duties of this job, the employee is seated in a cubicle or office environment and is exposed to fluorescent lighting, background noise, and computer monitors.