Description:
OpenText is searching for an Inside Sales Executive reporting to the Director of Sales. The role is focused on inside virtual sales and sales support activities in reinforcement of our field-based Account Executives. This role has the following responsibility:
The Inside Sales Executive is responsible for sales overlay, business development, special projects, training, managing the reorder and upsell of our current prepaid cloud services clients in coordination with our reseller partner network which primarily focuses on the Multi-Function Product Manufacturers, Dealers, IT Managed Service and Unified Communications partners that resell our products and services. The territory will be USA and Canada, but some geographical concentration will be outlined and shared with a cohort in this same role. They must maintain corporate standards for various sales metrics such as pipeline, salesforce record accuracy, sales revenue and other corporate administrative objectives and goals.
This is a sales overlay position with quota based upon the divisions results. You will support partners representing key brands such as Xerox, Toshiba and Ricoh.
YOU ARE GREAT AT:
- Coaching partners on prospecting, sales, business efforts and supporting partner sales cycle activities within the. The expectation is that you will have occurrences where business meetings will cover all time zones. Flexibility in virtual work hours is required but not expected daily. Effective time management of your appointments will ensure balance.
- Partner Relationships: Establish rapport with salespeople, train, deliver webinars, product demonstrations and support the needs of Multi-Brand MFP partners and their sales organization in accordance with the company’s performance/growth expectations for the Americas (USA/Canada)
- Working with teammates: Work with AE’s (Account Executives) to support their partner sales activity. This will include use of our Salesforce CRM tool to generate quotes, help with lead generation, bid response, MFP specific expertise required to be able to talk the partners language.
- Quota Attainment: Meet or exceed annual team overlay quota for our Off-Cloud Software and Cloud Services.
- Internal Relationships: Work with Partner Marketing, Pre-Sales Engineering, Professional Services, Product Management, Sales and Technical Support to maximize revenue and maintain the highest levels of both partner and customer satisfaction.
- ROI Analysis: Creating business use-cases and financial models including ROI analysis to help position and sell OpenText solutions.
- Navigating a sales cycle: Prepare and deliver presentations, proposals and sales contracts as needed for supporting AE’s deals and closing deals directly.
- Learning how to Administer a Cloud Platform and demonstrate its capabilities. Provide backup administration for XM Fax Cloud Demo Portals.
- Administrative navigation and working with internal partners: Manage the OTI -Order To Install process to ensure customer success in On-Boarding for Cloud Orders.
- Developing prospecting plans: Set up Virtual calling blitz days with partners and help them use our tools to run email campaigns.