Inside Sales Specialist

Contenu de l'offre Inside Sales Specialist chez Dimension Data

Inside Sales Specialist

Looking for the next step in your career? Enjoy a challenge? Do you have an ambition for innovation? Want to make a difference?

If you join our growing global team, you’ll be working for an industry leader with offices across five continents, in over 47 countries and more than 28 000 employees. You will work with some of the leading world brands across the Fortune 100 and Fortune 500 companies – who are all relying on Dimension Data to help them use the power of technology to achieve their ambition in this digital era.You’ll be part of a team who’s passionate about making a difference to the way technology shapes how we live and work – whether it’s protecting the rhino, connecting the G20 Summit, or revolutionising cycling, giving you the opportunity to do great things.

You’ll be joining a Global Top Employer, recognised for investing in talent because people are at the heart of our success. You provide the skills, passion and ideas, and we’ll provide the platform to realise your ambitions.Great talent. Great teams. Great work. Great opportunities.

Want to be part of our team?

The primary objective of the Inside Client Manager is to manage and grow relationships and drive expansion and renewals across all solutions (foundational solutions primary) within assigned accounts segments 4.

These employees mine for new sales opportunities within an assigned account list.

The Inside Client Manager has a proactive and systematic approach to working through the assigned account list. This is done by leveraging Dimension Data’s tools and methodologies to understand the client’s implicit and explicit needs.

What you'll be doing

Primary Segment Focus

Existing clients

Secondary Segment Focus

TBC

Sales Process Involvement

Land, Adopt, Expand and Review

Client Load

Existing: 60 - 80 Prospect: 0

Sales Time Allocation

Pre-sales: 10% Engaged selling time: 35% Sales completion: 35% Sales Facilitation: 20%

Solution Focus

Primary: Foundational Secondary: Partnership All solution areas

Sales Strategy with Buyers & Products

Existing: Retention (current products) and Penetration (new/different products)

Stakeholder Engagement

Internal: Client Managers, Pre-sales, Sales Specialists, Renewals Reps External: Clients, vendors

Value Chain Linkage

TBC

Skills and Attributes

Sales Pursuit

Identifies clients and buyers with problem the majority of Dimension Data solutions can solve. Understands the conditions where clients are open or ready to solve the problem with you and actively creates needs into Dimension Data opportunities to meet pipeline targets in SFDC. Prioritises opportunities based on urgency in a reactive manner. Develops basic opportunity prioritisation plans based on a single criterion (e.g. revenue, probability to close) to determine sales / growth strategies for target clients. Plays a critical role and manages at least one to two steps of the sales process on his/her own. Understands the concept of a solution and crafts an ROI-impactful solution with help. Able to co-create solutions with IT buyers. Listens to client needs and matches individual solutions offerings to specifically articulated client issues. Identifies main negotiating outcomes for each opportunity. Relies heavily on help from managers and peers in order to finalise negotiations for complex opportunities. Can present solutions and close deals with little internal Dimension Data help. Understands right time to close by identifying buying signals. Identifies areas for improvement in closing deals. Proactively pursues training and development.

Client Management

Identifies key client stakeholders and states business needs specific to the opportunity at hand. Regularly updates and prioritises clients throughout the year, and appropriately allocates sales time between them. Prioritises client efforts using data analysis based on multiple criteria. Segments clients into sales strategies defined by land, adopt, expand and renew potential. Reacts to client’s current needs. Gathers and analyses relevant data to aid others in solution building for identified issues for IT buyers. Builds relationship quickly with high-value prospects and existing clients. Communicates with clients in a proactive and timely manner. Can demonstrate strong relationships with 1-2 IT buyers at each client. Reactively answers customer questions and directs them to appropriate resources. Makes quality decisions that are in the shared interest of the client and Dimension Data.

Solutions Knowledge

Identifies needs and shows basic Dimension Data technology/solution value propositions meeting those needs in later meetings or after research. Immediately brings in relevant specialists to help communicate more complex solution-specific value propositions to clients. Demonstrates basic understanding of Dimension Data technology/solution products and can say how they compare to generic competitive offerings.

Resources Optimisation

Develops strong relationships with immediate team and begins to build internal network of other Dimension Data resources to help guide opportunities to the right resources and win support for client initiatives. Shows understanding of partner organisational dynamics, roles and responsibilities and begins to develop relationships with partners.

Business Acumen

Understands and works toward most critical success factors for a healthy pipeline (e.g. win rate, client buying process). Holds at least bi-weekly opportunity pipeline review meetings with his/her manager. Proactively builds and executes gap plans if pipeline predicts low sales target achievement. Can successfully identify commercial architecture opportunities. Can independently create high-level commercial architecture models. Relies on help from other internal Dimension Data roles only for very complex solutions. Has a basic understanding of the legal aspects of contracting and can create a basic contract for non-complex managed services solutions. Relies heavily on legal help and advice.

Work Outputs

Ensure client satisfaction

Inside Client Managers are passionate about service and retain a vested interest in the client’s satisfaction. They are able to build and retain relationships with clients and they display an interest in and knowledge of the client’s environment. This position drives for consistent client satisfaction through the entire lifecycle of the client buying process by developing, implementing and managing resources for the commercial agreement for each client.

Identify sales opportunities

The primary objective of this position is to manage and grow revenue and expansion across solutions areas in the assigned accounts in segment 4. They display superior telephonic communication skills and display telephone etiquette.

Effective use of sales tools and methodologies

They use Dimension Data’s sales tools (e.g. Salesforce.com) and methodology to effectively manage their accounts, opportunities, pipelines and forecast.

Ensure governance

Inside Client Managers will comply with and adhere to pre-identified governance and compliance standards as outlined by Dimension Data and escalate identified problems for investigation and resolution.

Adhere to Finance standards and procedures

These individuals understand and adhere to Dimension Data standards and procedures to reduce costs and report associated risks.

Next career steps

Client Manager

Education Required

Degree

Certifications Required

TBC

Work Experience Required

3 – 4 years’ experience in a similar environment Proven sales and client engagement experience Excellent knowledge in sales management coupled with a good understanding business, sourcing, and technology market. Strong interpersonal, teamwork and communication skills. Highly analytical with proven negotiation skills. Excellent commercial acumen. Passionate, strong initiative, self-driven with commitment to succeed. Ability to manage team Ability to work in a fast-pace environment

What would make you a good fit for this role?

Join our growing global team and accelerate your career with Dimension Data. Apply today.

Diversity in Dimension Data

Dimension Data is an equal opportunity employer with a global culture that embraces diversity. All qualified applicants will receive consideration for employment and will not be unfairly discriminated against on any arbitrary ground including race, colour, sex, religion, national origin, veteran status, disability, gender identity, sexual orientation, or other protected category.