Key Responsibilities
- 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
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 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
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
Market Intelligence
- Track competitor activities and pricing trends
- Provide feedback on customer objections and buying behavior
- Identify emerging opportunities in target industries
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.
- 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
- 3–5+ 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 of:
o Networking fundamentals
o Cybersecurity concepts
o Cloud / virtualization basics
o IT infrastructure lifecycle
- Ability to conduct solution-based selling (not product pushing)
- Skilled in negotiation and closing
- Comfortable engaging C-level decision makersPerformance Traits
- Hunter mentality (proactive prospecting)
- High activity discipline
- Resilient to rejection
- Strong follow-up behavior
- Structured and organized
- self-motivated and competitive
