Inside Sales Account Rep
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Role: Inside Sales Account Rep
Role Summary:
Works within a defined set of accounts to identify new opportunities and renew contracts within existing customers in Australia in order to build a pipeline of deals and manage them to closure so they can attain closed revenue quotas.
Key Responsibilities:
- Activity – Has end to end sales responsibility including pipeline origination, pipeline progression, pipeline close, and post-close acct management , upsell/cross-sell, and renewal
- Target audience – Targets predefined account base; Operational, Business, and Financial Decision Makers; all segments/industries
- Messaging – Utilizes account based consultative approach, and long-term relationship management
- Product/Offering focus – Solution selling approach covering full portfolio including services offerings, transactional and/or contractual sales. Product portfolio includes but not limited to mobility, data connectivity, and security/cloud solutions, with multi-tower offering.
- Qualification/Sales Stage – 0-100%: Owns deal origination, full lifecycle management and progression, Post close fulfillment/delivery and account management
- Deliverable – Produces validated closed revenue, accurate deal/opportunity records, pipeline review/forecast documentation, proposals
Critical Competencies:
- Communication Skills – Executive level written and verbal communication
- Relationship Management - Nurture and establish relationships with key customer stakeholders to build trust, uncover requirements, and propose effective solutions
- Sales Skills – Consultative sales approach, maintain pipeline hygiene and velocity, able to balance pipe generation and closed revenue goals. Experience understanding client context, challenges, and working collaborative to bring together the right product components into a compelling solution, including budget / TCO business case
- Account & Territory Planning - experience developing and executing against account and territory plans
- Technical Knowledge – Knowledge of IT industry trends, ability to learn and discuss transformative IT solutions
- Business Operations – Understands requirements for successful deal closure and can manage dependencies in other departments/teams
Qualifications:
- Education – Bachelor’s degree is required, Professional Sales Training preferred
- Experience
- Full cycle sales experience in telco industry or technology is required, with proven track record of strong client relationships and quota attainment
- Min 1-2 years’ relevant experience
- MUST have skills: IT background (Cloud and/or Cybersecurity/Firewall)
- Languages – English (min B2 level)
- Tools/Systems – Fluency with basic productivity tools (Outlook, O365,Web Conferencing tools) and experience using Salesforce CRM system required, experience using prospecting tools (LinkedIn Sales Navigator, etc.) preferred
Goal Metrics, KPIs, Success Measures:
Goal Metrics:
- Pipeline Generation, Closed Sales, Account Growth/Expansion
KPIs:
- Qualified opportunities, pipeline generation, pipeline hygiene, close rates, forecast accuracy, number of key contacts developed per account, number of meaningful conversations
Accenture Progressive Employee Benefits
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Progressive Employee Benefits – Australia
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