Description:
Essential Functions
- Build and establish a pipeline of new local SMB prospects from which to close new sales opportunities to meet and exceed monthly and annual sales quota
- Pursue sales leads within assigned territory defined by geographic area
- Gain understanding of specialized products, services, and markets
- Identify key decision makers and engage with those to introduce DCN products and services
- Perform continued follow-up activities/pipeline management to close new business
- Partner with Senior Sales personnel to begin building contacts and identify sales opportunities
- Conduct face to face meetings, engage with prospects over the phone and internet (e.g., chat, email, video conferencing, etc.) to close sales, attend and/or conduct local meet and greet events
- Successfully complete daily KPI expectations for prospecting, follow-up calls/emails, and other activities
- Update prospecting pipeline in real time and show and manage stage progression, anticipated close date, contextual notes, and estimated deal value
- Accurately forecast and maintain pipeline in CRM, Salesforce.com
- Send proposals and process contracts through company systems
Education Requirement
- High School Diploma or GED
- Bachelor's degree preferred and/or combination of equivalent work experience
Required Experience, Knowledge and Skills
- 4+ years of relevant sales experience; preferably selling SaaS/technology related products or services with a track record of consistently closing new business
- Superior personal integrity and ownership of outcomes, and coachable mindset
- Well-versed in solution-based selling and relationship building
- Ability to coach prospects on best practices; uncover pain points and recommended solutions
- Exhibit an empathetic small business growth mindset to identify meaningful opportunities for prospects benefit
- Possess exceptional communication skills, both verbal and written, and be an active listener
- Ability to effectively present information to large groups including internal stakeholders and prospects
- Proven ability to understand vague and implicit instructions and react favorably in all work situations, employing an approachable and responsive manner to a variety of people and issues to resolve problems, handle conflict and make effective decisions under pressure
- Proficiency in Salesforce strongly preferred, including solid understanding of CRM and order management functionality, as well as desktop software programs including Microsoft Office (Outlook, Word, Excel, PowerPoint, etc.)/Web with a tech savvy with an aptitude to learn new SaaS products
- Strong understanding of market dynamics in order to help with prospecting conversations
- Develop knowledge based on defined market to understand the sweet spot