Inside Sales Representative

JOB DESCRIPTION:

Job Summary

This role will be primarily responsible for:

1.      Creating end user sales pipeline for our cloud vendors by contacting end user prospects from a database and as lead follow up

2.      Recruiting & developing our small & medium focus cloud resellers

Duties & Responsibilities

1.      End user pipeline generation

a.      Follow up on all sales leads and qualify them

b.      Leverage Company prospecting data to focus on the right end customers

c.      Leverage contact acquisition tools to find the right stakeholders to contact

d.      Engage our cloud vendor sales team, Cloud BDMs and the end customer’s reseller in the opportunities

e.      Assist at end user demand generation events to prospect new potential customers

2.      Recruitment and activation of small & medium target cloud resellers

a.      Guide resellers on how to sign up with our cloud vendors and as a reseller

b.      Create awareness of our cloud vendor’s partner programs

c.      Guide resellers with how to link accounts to billing

d.      Ensure existing cloud resellers maximise the vendor’s programs available to them

e.      Leverage company data to understand which end users we should be focusing on with each reseller

f.       Show resellers how company cloud billing will be performed for them

g.      Act as the primary interface for our small & medium cloud resellers

h.      Drive the adoption of cloud marketplaces as a transaction route for ISV sales

3.      Achieve your KPIs

a.      Target call activity levels are critical to your success

b.      Opportunity creation

c.      Opportunity qualification

4.      Maintain Standards Aligned to company as the most admired distributor in APAC

a.      Demonstrate a high standard when representing company, always ready, always on time and always exceeding our cloud vendor and reseller partner expectations

b.      Be knowledgeable in how our cloud vendors work and bring a positive energy to our engagements with stakeholders - our happiness and excellence in our ability will influence our cloud, ISV and reseller partners partners to be and feel the same

5.      Alignment within company

a.      Maintain a relationship with our Vietnam Country Leader, Channel Account Manager & Product Manager teams so they understand how cloud and cloud marketplaces work, and align on activity with their teams

You will work alongside our team of Cloud Business Development Managers and Cloud Solution Architects, and report into our Cloud Lead for Vietnam.

JOB REQUIREMENTS:

 Key relationships

The Inside Sales Representative must interact regularly with many different groups of people and must therefore exhibit a high level of professionalism and interpersonal skills at all times.

INTERNAL:

·        Cloud Lead, Vietnam – this is your direct reporting line, and should be a point of escalation, perspective, coaching, mentoring and ide by side development of strategic plans

·        Vietnam Cloud Sales BDMs– our Cloud BDMs will be closest to our cloud vendor stakeholders and will have relationships with our reseller partners, plus they will own your opportunities once they are fully qualified

·        APAC Cloud Partner Success Centre – understand the capability within our PSC and ensure we are leveraging them to assist our small & medium cloud resellers

·        Country Manager, Vietnam – Execution of our cloud strategy relies on being in sync with our Comstor sales teams who own the partner relationships. It is important to be in sync with our leadership in each region and to ensure they know how to leverage the cloud marketplaces for mutual success.

·        Vietnam Sales Account Management teams – our sales teams hold the key reseller partner relationships, they can assist with introductions and ongoing alignment

EXTERNAL

·        Cloud Vendors – Build a relationship and rapport with our cloud account manager and partner sales manager stakeholders

·        ISV Vendors - Build a relationship and rapport with our key ISV vendor partners in Vietnam to help to achieve each other’s goals on cloud marketplaces

·        Cloud Reseller Partners – Take a data driven approach to understand who our top small & medium cloud reseller partners will be, develop and maintain a relationship with them as our primary interface for them at company.

Skills and knowledge

·        Understanding and experience working with Vietnam channel partners

·        ISV partner knowledge and relationships desirable (eg Cisco, Palo Alto, Checkpoint, F5, Zscaler)

·        Current cloud sales Sales Certifications desirable

·        Proven communication and presentation skills, both written and verbal – in Vietnamese & English

Experience:

·        2+ years experience in sales in the technology industry

·        1+ year Inside sales experience

·        Relationships with our cloud reseller partners in Vietnam highly desirable

·        Knowledge of cloud vendor technologies desirable

Personal Attributes:

·        Able to build and maintain rapport and relationship with key stakeholders

·        A caring and passionate energy that will be felt by your team and those you engage with

·        Well organised and methodical

·        Able to deliver messaging that is easy to understand depending on the level of knowledge of your audience

·        Personally driven, takes ownership and accountability

·        Able to adapt and stay abreast as cloud technology change

JOB BENEFITS:

·        13th salary, annual leave, birthday leave, bonus, incentive
·        Insurance, allowances