Key Responsibilities:
1.Revenue & Pipeline Management
- Achieve monthly, quarterly, and annual sales quota
- Build and maintain a minimum 4x pipeline coverage
- Develop and execute territory/account plans
- Identify new logo opportunities within assigned industries
2. Account Development
- Manage and grow assigned accounts (farming + hunting)
- Build relationships with IT Managers, CIOs, Procurement, and Business Owners
- Identify cross-sell and upsell opportunities across networking, security, infrastructure, and managed services
- Conduct regular client business reviews
3. Solution Selling
- Understand client business challenges and align them with appropriate solutions (Cisco, Fortinet, Nutanix, etc.)
- Lead discovery meetings and qualify opportunities
- Work with presales engineers to design solutions
- Present proposals and close deals
4. Sales Process Discipline
- Maintain accurate CRM records (pipeline, forecast, activity tracking)
- Submit weekly pipeline reports and forecasts
- Ensure proper handover to delivery/operations team
- Monitor post-sales satisfaction
5. Market Intelligence
- Track competitor activities and pricing trends
- Provide feedback on customer objections and buying behavior
- Identify emerging opportunities in target industries
6. Data Analysis & Reporting
- Create, manage, and analyze complex datasets using Excel (pivot tables, advanced formulas, charts).
- Generate accurate and timely reports to support decision-making.
7. Presentation Development
- Design clear, engaging, and visually compelling presentations for internal and client-facing meetings.
- Translate technical or data-heavy information into easy-to-understand formats for diverse audiences.
Key Qualifications:
Education
- Bachelor's degree in business, IT, Marketing, or related field (preferred but not mandatory with strong experience)
Experience
- 35+ years B2B sales experience
- Experience selling IT solutions, infrastructure, security, or managed services
- Proven track record of hitting or exceeding sales quotas
- Experience handling enterprise or mid-market accounts
- Technical & Sales Competencies
- Strong understanding ofNetworking fundamentals, Cybersecurity concepts, Cloud/Virtualization basics and IT infrastructure cycle.
- Ability to conduct solution-based selling (not product pushing)
- Skilled in negotiation and closing
- Comfortable engaging C-level decision makers
