Specialist, Renewal Sales
Salary undisclosed
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Job description
Responsibilities:
- Act as the focal point of contact for post-sales installed-base support services sales.
- Build an aftermath (post-sales) pipeline through relevant reports, executive introductions, or personal networks.
- Work independently to educate and create awareness on support services for existing channel partners and customers – value proposition and key selling points – and articulate the support services portfolio and benefits against competitors.
- Understand the services and solutions business and effectively match these to the customer’s needs.
- Qualification and profiling: Maximize data and reports to profile and qualify the installed base and up-sell, cross-sell, upgrade, and/or multiple services attach opportunities. Identify critical customer information, such as: customers’ organization structure, installed base, competitors, key contracts, decision-makers, etc.
- Profile customers’ support services needs, capturing data in relevant tools (SFDC/CRM) and then generating opportunities.
- Make outbound calls to customers/partners in the pipeline to follow up on installed-base services sales opportunities and business drivers.
- Engage: Receive inbound calls and/or work closely with channel partners, telemarketing teams, end customers, and/or relevant personnel (e.g., country business development manager, IPBM, end-user sales, sales specialists) to gain access to specific accounts and/or channel partners in order to manage and close opportunities in the pipeline.
- Drive and manage leads/opportunities from qualification to close; manage pipeline and forecasts for assigned territories/accounts, moving leads and opportunities through the end-to-end sales cycle until opportunities are closed.
- Actively create new services sales opportunities for selected customers and/or channel partners in the assigned territory via telephone and emails.
- Up-sell/cross-sell/upgrade: Promote awareness of upgrades and add-on services support opportunities to customers and/or channel partners.
- Engage directly with customers to sell more services – up-sell/cross-sell/upgrade/multiple services attach.
- Follow processes with back-office sales support teams when needed for quotations, configurations, amendments, order booking, contract activations, and/or resolution of issues. If required, submit services deals to country teams and/or back-office teams for deal pricing, simulation, and approvals.
- Efficiently handle customer and partner inquiries related to support services, quotes, pricing, etc. Build long-term relationships with customers and channel partners, improving customer experience.
- Develop end customer knowledge, create services deals in SFDC/CRM with customer contact and profiling information, and continuously update progress for services opportunities accurately.
- Project management skills in directing or coordinating sales support activities on complex sales.
- Drive integrated planning and coordinated sales execution activities.
- Leverage available capabilities to contact customers and drive sales closures.
- Execute campaign follow-up and lead management.
- Ensure a closed-loop customer retention process by managing and passing on customers’ needs effectively.
- Create ad hoc reports when needed.
- Support sales team and managers.
Requirements:
- Bachelor degree or corresponding work experience in sales
- Minimum 3 years in Inside Sales or relevant experience
- Minimum 2 years’ experience in Account Management
- Minimum 2 years’ experience in IT Hardware Industry or general IT with good IT hardware product knowledge on Desktop, Notebook, Workstation, Printer and etc. Preferably someone who has experience selling in corporate market with inside sales experience
- Minimum 1 year experience with CRM tools (salesforce, MS Dynamics and etc)
- Previous product or services or renewal sales experience in the IT industry is a plus
- Exceptional organization skills with the proven ability to prioritize and multi-task to meet deadlines and quotas
- Excellent communication skills both verbal and written in local language and English § Have good interpersonal and team-working skills, allowing them to engage positively with all members of their team and provide leadership and support, where required
- High level of Excel skills
- Achievement and goal oriented § Good computer skills
- Telemarketing / Telesales experience
- Motivated and self-starter
Other information:
- 5 days' work week (Monday - Friday)
- KL Office is located at Menara TRX
- Permanent position
- Onsite
Privacy and Information security
- Adhere security requirements in the process.
- Protect the privacy of personal information.
If this sounds like an interesting opportunity, hit apply!
All shortlisted candidates will be contacted.
Job description
Responsibilities:
- Act as the focal point of contact for post-sales installed-base support services sales.
- Build an aftermath (post-sales) pipeline through relevant reports, executive introductions, or personal networks.
- Work independently to educate and create awareness on support services for existing channel partners and customers – value proposition and key selling points – and articulate the support services portfolio and benefits against competitors.
- Understand the services and solutions business and effectively match these to the customer’s needs.
- Qualification and profiling: Maximize data and reports to profile and qualify the installed base and up-sell, cross-sell, upgrade, and/or multiple services attach opportunities. Identify critical customer information, such as: customers’ organization structure, installed base, competitors, key contracts, decision-makers, etc.
- Profile customers’ support services needs, capturing data in relevant tools (SFDC/CRM) and then generating opportunities.
- Make outbound calls to customers/partners in the pipeline to follow up on installed-base services sales opportunities and business drivers.
- Engage: Receive inbound calls and/or work closely with channel partners, telemarketing teams, end customers, and/or relevant personnel (e.g., country business development manager, IPBM, end-user sales, sales specialists) to gain access to specific accounts and/or channel partners in order to manage and close opportunities in the pipeline.
- Drive and manage leads/opportunities from qualification to close; manage pipeline and forecasts for assigned territories/accounts, moving leads and opportunities through the end-to-end sales cycle until opportunities are closed.
- Actively create new services sales opportunities for selected customers and/or channel partners in the assigned territory via telephone and emails.
- Up-sell/cross-sell/upgrade: Promote awareness of upgrades and add-on services support opportunities to customers and/or channel partners.
- Engage directly with customers to sell more services – up-sell/cross-sell/upgrade/multiple services attach.
- Follow processes with back-office sales support teams when needed for quotations, configurations, amendments, order booking, contract activations, and/or resolution of issues. If required, submit services deals to country teams and/or back-office teams for deal pricing, simulation, and approvals.
- Efficiently handle customer and partner inquiries related to support services, quotes, pricing, etc. Build long-term relationships with customers and channel partners, improving customer experience.
- Develop end customer knowledge, create services deals in SFDC/CRM with customer contact and profiling information, and continuously update progress for services opportunities accurately.
- Project management skills in directing or coordinating sales support activities on complex sales.
- Drive integrated planning and coordinated sales execution activities.
- Leverage available capabilities to contact customers and drive sales closures.
- Execute campaign follow-up and lead management.
- Ensure a closed-loop customer retention process by managing and passing on customers’ needs effectively.
- Create ad hoc reports when needed.
- Support sales team and managers.
Requirements:
- Bachelor degree or corresponding work experience in sales
- Minimum 3 years in Inside Sales or relevant experience
- Minimum 2 years’ experience in Account Management
- Minimum 2 years’ experience in IT Hardware Industry or general IT with good IT hardware product knowledge on Desktop, Notebook, Workstation, Printer and etc. Preferably someone who has experience selling in corporate market with inside sales experience
- Minimum 1 year experience with CRM tools (salesforce, MS Dynamics and etc)
- Previous product or services or renewal sales experience in the IT industry is a plus
- Exceptional organization skills with the proven ability to prioritize and multi-task to meet deadlines and quotas
- Excellent communication skills both verbal and written in local language and English § Have good interpersonal and team-working skills, allowing them to engage positively with all members of their team and provide leadership and support, where required
- High level of Excel skills
- Achievement and goal oriented § Good computer skills
- Telemarketing / Telesales experience
- Motivated and self-starter
Other information:
- 5 days' work week (Monday - Friday)
- KL Office is located at Menara TRX
- Permanent position
- Onsite
Privacy and Information security
- Adhere security requirements in the process.
- Protect the privacy of personal information.
If this sounds like an interesting opportunity, hit apply!
All shortlisted candidates will be contacted.