Cloud Solution Sales Specialist - Role based in Cape Town

Job Purpose

The purpose of the solution sales specialist at client is to drive sales of client's key cloud and software brands. The individual will be responsible for actively finding new resellers and sales to existing resellers. This role also serves as the quote desk for the Cloud team. With the business focusing heavily on driving cloud business, it is also imperative that the individual proactively manages the recurring and renewals pipeline. To successfully accomplish the job, the individual will be required to complete training regularly using available training portals.

Job Dimensions

Targets & Reviews

• Ensure that all set targets across profitability, reseller recruit, and reach are met across all product lines

Sales

• Proactively recruit new resellers to Cloud stack
• Call downs to new and dormant resellers
• Respond to quotes timeously and accurately
• Actively work with existing resellers to understand their business and to identify new opportunities to work with them on the cloud business
• Close all renewal and recurring sales, proactively making use of all vendor tools for information
• Assist colleagues in Johannesburg and nationwide with quote requests that come in
• Set clear and realistic deadlines with customers on service delivery goals
• Actively sell across the entire Cloud solution stack
• Work with the support team to assist customers with support queries as they arise
• Act as the internal team to the business development specialists
• Proactively quote on renewal and recurring billings – these can be tracked through information provided by manager, Microsoft as well as Explore.ms

Administrative & Planning

• Keep Rectron's CRM systems up to date with regards to activities and pipeline. This must be managed on a weekly basis
• Submit an activity report once every two weeks, including details of key deals, wins and challenges
• Track individual contribution towards overall GP targets and reseller reach across all product sets
• Set an account plan for your customers, and work with manager on driving key activities that will help you to grow the business

Cloud Team Accountability

• Proactively assist colleagues where help is needed
• Nominate a team member as your backup for when you are not in the office
• Raise issues with colleagues as they arise, and work together to resolve those issues

Teams

• Actively work with members of the sales team to upskill them in the field of cloud/software solutions
• Assist members of the sales team as requested
• Engage with broader teams to identify and manage opportunities

Events

• Assist in the execution of events
• Proactively follow up on leads arising from events

Training

• Proactively use vendor portals to complete training
• Feedback to manager on a quarterly basis on all completed training
• Attend training sessions as required (in person and online)
• Stay up to date on Cloud vendor roadmaps – these will either be shared by product division, or are available publicly on vendor websites and blogs

General

• Maintain a sound level of understanding across all products so that you can hold down a solid conversation with resellers
• Report problems back to manager
• Complete any work-related tasks as requested by your manager

Core Competencies

Communication

• Communicate politely and effectively across internal and external stakeholders
• Get back to stakeholders timeously
• Manage expectations with stakeholders
• Work in a team
• Moderate presentation skills

Organization and self-management

• Manage time
• Prioritize tasks
• Plan and organize
• Learn independently
• Work under pressure

Problem Solving

• Listen and effectively analyze and solve problems
• Proactively find solutions to problems using all available resources
• Know when to ask for help from internal or vendor resources

Sales & Pipeline Management

• Cold call
• Follow up on quotes
• Track quotes through the sales cycle

PC Skills

• Ability to effectively navigate and use a Windows based PC
• Microsoft Word: proper formatting; typing up of documents
• Microsoft Excel: pivot tables; v-lookup; filters; sums
• Microsoft PowerPoint: Putting together basic, neat presentations
• Microsoft Outlook: Sending/receiving emails; out of office settings; scheduling meetings; attachments; scheduling conference calls
• Microsoft Teams: Sending/receiving message; joining conference calls
• Microsoft SharePoint: updating content; finding content across the organization

Key Performance Indicators

Targets

• Reach set targets on profitability, reach across all product lines and any additional strategic objectives

Administrative

• Report back once per week, due by COB Mondays (or Tuesday in the event of a public holiday) – reporting must include:
  • Tracking against your target for the month to date
  • Forecast of where you will end up across each product line for the month
  • Pipeline across each product line
  • Activities completed for the previous week
  • Successes / challenges faced for the previous week
  • Tracking on new leads for new lines of business

Training

• Complete all required vendor training
• Provide a quarterly report to manager on all completed training

Education, Skills and Experience

Education/Qualification

• Minimum: Matric
• Technical or business degree or diploma an advantage
• Completion of certified Microsoft, Bitdefender, or Acronis exams as detailed below an advantage

Experience (experience required for the job)

• 3+ years in an internal sales environment
• Experience with cloud/software solutions an advantage
• Proven record of achieving targets

Character

• Tenacious and does not give up easily
• Proactive
• Organized and methodical
• Tolerance for ambiguity
• Flexible
• Respectful
• Disciplined
• Self-motivated
• Works well in a high-pressure environment
• Accountable
• Actively helps team members out