Territory Sales Representative
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Description
- Responsible for territory and customer management and growth for the partner network or for existing customers; lead qualification, lead nurturing, lead conversion rate into opportunities, pipeline creation, closed revenue targets against the given quota.
- Engages with various client segments directly to understand business needs and gather competitive intelligence, works closely with dedicated Client stakeholders.
- Following up on assigned leads and applying the agreed business rules, the ISR delivers well-qualified opportunities to the client
Business Objectives
- Generates and manages a pipeline of opportunities to drive penetration of assigned client segments
- Prospects new business through leads management, tele-prospecting, existing customer's engagement
- Supports collaboration between the client and partner territory sales resources, for indirect sales
- Managing assigned authorized partners or end customers via telephone to detect potential business opportunities.
- Supporting partners or end customers on business development and tracking on going projects as an account manager.
- Managing pipeline, forecasting business and develop influential relationship with existing customers.
- Generating up-sell and cross sell opportunities.
- Administrating CRM tools, portals and SharePoint.
- Collaborating with country field managers and engaging resources to finalize opportunities.
- Supporting territory performance with revenue generation activities:
- using aggressive hunting and farming techniques
- assessing customer current/future technology needs and passing indirect sales opportunities to channel partners
- engaging in follow-up discussions with customers
- Engaging Client's Product Specialists and Sales Engineers to develop solutions across the product portfolio.
- Presenting the Client value proposition to close deals (directly or indirectly).
- Following up on active opportunities until the deal closes.
- Follow up on dedicated marketing campaigns, assign leads to partner, lead follow-up concerning status and processing, check leads that have been converted into opportunities.
- Revenue target/shipment
- Pipeline creation
- New buying customers
- Lead qualification SLA
- Call time
- Ability to foster relationships and connections quickly and virtually
- Customer satisfaction orientation
- Expertise in working effectively within a virtual team, ensuring that all information is communicated completely and in a timely manner, and that the appropriate tools are used
- Strong understanding of business and technology across Client broad portfolio that enables values selling
- Ability to vet leads and uncover opportunity based on a quick understanding of customer needs
- Demonstrated ability to manage a large volume of opportunities that leads to closed deals
- Familiarity with tele sales techniques and farming accounts remotely
- Excellent written and oral communication skills
- Bachelor degree or equivalent professional experience
- Previous experience of indirect sales preferred
- Interest in IT Business
- Previous assignment in a high-tech environment is highly desirable
- High level of communication skills:both verbal and written
- Team-oriented
- Knowledge of [CLIENT NAME] products and services preferable
- Fluency in English and required local native language
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Company Overview (Webhelp)
At the turn of the millennium, two young French entrepreneurs, Frederic Jousset and Olivier Duha, set out with the specific purpose of enabling and coaching consumers and brands to engage digitally. Webhelp was established.
Through evolution and acquisition, today Webhelp is a 100,000+ people-strong global leader in business process outsourcing (BPO). We continue to specialize in customer experience but our capabilities extend across voice, social and digital channels. Our outsourced services have also expanded to include payment management, sales and marketing services.
We engineer customer experiences on behalf of some of the world’s most progressive brands and through our transformational outsourcing proposition we can drive performance improvement, deliver a real and lasting transformation in clients’ operating models and deliver material financial advantage. Our ability to deliver is powered by data and applied analytics, which play a vital role in our work as a digital company.
Today the business is still led by its two founders, and their entrepreneurial spirit is woven deeply into the fabric of our culture. With a mission to “push the limits of customer experience and business process optimization, people are empowered and encouraged to push the boundaries.
Since its inception, Webhelp has grown significantly with more than 500 partners being served by our global teams which cross 35 countries and more than 140 customer experience hubs. In the last four years alone, our revenues have grown by more than 250%. We achieved this by investing in our people and the environment they work in, and developing the analytical and operating capability to deliver truly transformational outsourcing with solutions which meet the challenges of a now omni-channel world.
