Sales Representative

PURPOSE/SCOPE OF POSITION

The Sales Representative is responsible for establishing and maintaining profitable relationships with customers and vendor partners on behalf of the company, actively prospecting for new accounts and maximizing sales potential with existing customers of an assigned territory. The Sales Representative works with Account Managers with the sale of products and services to existing and prospective customers. The Sales Representative drives the marketing of products and services to existing and prospective customers via outbound calling and email campaigns. Responsible for responding to incoming calls and email requests from customers and suppliers. The Sales Representative helps meet and/or exceed sales quotas as set by the company, overcome prospect/customer objections and assists in closing sales.  

 

ESSENTIAL JOB FUNCTIONS:

 

• Sales goals and quotas (40%) Achieves agreed upon sales goals and quotas as set in annual compensation plan by providing weekly forecasts, maintaining regular and timely communication with the sales team (Account Managers, Sales Operations, Professional Services, sales management and vendor partners). 

• Outbound Calling (15%) Effectively spends time on outbound calling on quote follow up, proactive selling, call out campaigns, and marketing campaign follow up as set in annual compensation plan.  Sets up customer meetings with Account Managers and vendor partners.

• Sales tool utilization (15%)  Timely and accurately performs account maintenance functions of the sales cycle including but not limited to, quote preparation in Enterprise Resource Planning (ERP) system, documentation of Forecast, pipeline, customer activity records (conference calls, campaigns, appointments) and opportunities in Salesforce.com.

• Customer Service (15%)  Ensures the highest level of customer service with internal and external customers by timely acknowledgement of all customer requests, professional communication and 24 hour quote turn-around goal.

• Industry knowledge (15%) Maintains a basic understanding of the security industry and applicable industry standards as well as the capabilities and technology of our vendors and partners through participation in vendor training sessions, technology forums, trade shows and publications.  Maintains mutually beneficial relationships with partners (vendors, system integrators, resellers and teaming partners) through strategy sessions, lunch and learns, call out campaigns and joint sales calls.  Effectively relates this knowledge to the needs and requirements of the designated territory as defined in the compensation plan.

 

QUALIFICATIONS

• Education and/or Experience:

• Bachelor’s degree from business or marketing or equivalent relevant working experience

• 2 years of sales experience preferably in the information security field or related industry
• Demonstrated history of meeting and exceeding sales quotas

• Licensure and/or Certifications: Minimum of one sales certification with Patriot’s Tier One Partners

• Knowledge/Skills/Abilities:

• Understanding of the sales process
• Strong prospecting and pipeline building skills
• Understanding of Federal Government procurement process to include knowledge of contract vehicles and FAR regulations
• Quote and obtain data from Enterprise Resource Planning (ERP) system within 90 days of training
• Learn and utilize Saleforce.com within 90 days of training
• Strong interpersonal skills and ability to work in a team environment
• Proficiency with MS Office applications
• Professionally and effectively communicate; both verbal and written
• Develop relationships with all levels of an organization/agency
• Must be organized, and be able to effectively manage multiple projects at once
• Self starter, able to work independently with minimum supervision
• Maintain complete confidentiality of sensitive information

ADDITIONAL REQUIREMENTS OF THIS POSITION

• US Citizenship required
• Must adhere to Patriot’s Quality Management System requirements
• May be required to work additional hours at month end/quarter end to support business objectives
• Limited availability to take time off during peak business cycles to support business objectives
• May require occasional travel with Account Managers to customer sites for meetings

This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required by the employee.  Percentages may also vary.