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| Job Title |
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EMEA INSIDE SALES EXECUTIVES x2 SOFTWARE |
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| Job number |
118264229 |
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| Posted |
13/08/2008 (13:47) |
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| Agency/Employer |
Silicon Valley |
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| Description |
The Company
With headquarters in California my client now employ over 100 people worldwide with 25 based in the UK covering an EMEA territory, their clients include the likes of British Telecom. Capgemini, CSC, Xansa, AXA, IBM and Oracle.
They are a leading provider of ITIL related software including Service Catalog, Service Level Management and Service Financial Management software solutions for IT, Communications, HR, F&A in enterprises and commercial service providers.
The Role
You will be responsible for new business generation, cold calling in to companies with revenues usually over £500 million. Typical clients are usually service providers, telecommunications or enterprises. As well as calling from “warm leads” you will also be expected to source your own leads from scratch with little marketing assistance.
You will be directly supporting the European external sales team and generating highly qualified appointments for them. You will be expected to identify decision makers, pitch them the solution, overcome objections and work hand in hand with the external sales team to assist them in penetrating further in to existing accounts, working on specific named target accounts and hitting key vertical markets.
The Person
You will need to have a confident, hit the ground running attitude in order to succeed in this role. You will have a minimum of 3 years sales experience with a heavy focus on selling via the telephone and carrying a sales quota.
It is essential that you have the following skills and experience:
• Candidates should have proactively sold to senior decision makers (managers through to CXO level).
• Candidates must speak English and it would be regarded as a ‘nice to have’ if they had an additional European language (especially Dutch, Nordic or Scandinavian languages).
• Candidates will have achieved consecutively against their targets and be able to show documentary evidence of their success.
• Candidates will be PC proficient and able to use all of Microsoft’s core Office applications (Outlook, Excel and Word).
It would be beneficial if candidates had sold some form of software solution. However, this is not a prerequisite, for example the Inside Sales Manager EMEA came from a 10 year background selling recruitment services in to the software and IT services sector.
If candidates had any vertical knowledge then this would be beneficial. Verticals of interest would firstly be ‘service providers’ (i.e. telecommunications providers, outsourcers, IT managed service providers, business process outsourcers (BPO), offshore service providers, etc.). We would also consider candidates that have sold to the ‘enterprise’ i.e. Fortune Global 500 clients (anything in manufacturing, finance, energy, oil & gas, utilities would be welcomed).
Candidates should be able to design and apply a targeted account approach (whilst there is lead generation candidates are expected to seek out highly qualified potential buyers and identify their needs & pain from a cold start).
Candidates would be using a CRM system (Salesforce) any previous experience of similar systems (such as GoldMine or ACT!) would be helpful.
Candidates should be able to think on their feet; be proactive; ompetitive; smart; able to hold a conversation at CXO level of a Fortune 100 company; perform under pressure; able to account plan & research; relish the challenge of cold-calling new business; pick up a sales message quickly and be confident to take that to market; able to open doors and get around gate-keepers; appreciate that inside sales is a numbers game and time not on the phone is eating in to potential ‘selling time’; able to form relationships with our potential end-users but also our clients pre-sales and external sales team; qualify a prospect’s needs and overcome objections; have an aggressive ‘take no prisoners’ approach; understand sales is about numbers and you live and die by them; be highly motivated; understand a solution sales process and can ‘talk the talk’ (i.e. terms like red flags, influencers, compelling events, champions, etc.); self-sufficient and not require lots of ‘hand holding’; hungry for success.
The Package
Salary range would be circa £25,000 - £40,000 base with an OTE of £50,000 - £80,000, bonuses are paid quarterly. All packages are uncapped and can be overachieved. Basic salary is based on skills and experience and is dependent on qualification of this.
For those hitting 100% of quota then candidates would eligible for the ‘President’s Club’ – in 2007/8 the destination is all expenses to Cancun and for 2008/9 it is to Miami’s South Beach.
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| Location |
Chesham, Buckinghamshire |
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| Job type |
Permanent |
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| Contract length |
Permanent Position |
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| Salary/rate |
£25000 - £40000/annum + Uncapped OTE + Excellent Benefits |
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| Start date |
ASAP |
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| Contact name |
Tracey |
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| Telephone |
01276 455918 |
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| Ref no |
SVC001 |
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| Apply |
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