Responsibilities
- Build and nurture relationships with trusted advisors, channel partners, and end-customers, enabling successful co-sell activities within the AppDirect ecosystem
- Own the sales lifecycle from discovery to closure: leading customer/advisor calls, demonstrations, configurations, negotiations, ensuring accurate Bill of Materials (BOM) and final quoting
- Lead consultative sales engagements, developing tailored solutions that deliver real impact and ensure a high level of customer satisfaction
- Consults with our channel sales managers, advisors and external clients in assessing needs and providing technical support on various Software Platforms (i.e. Security, Data Protection, ITSM & Asset Management, Log Management, and Monitoring Solutions) and cloud technology requests via emails, internal ticketed, and conference calls
- Build the business, by assisting on proposals, SOWs and RFPs
- Share your expertise with the world by doing blog posts, webinars, or presenting at conferences
- Enabling partners and technical advisors in learning how to engage in technical discovery, building relationships with customers and providers (OEMs), and positioning specific solutions providers to fill a specific business initiative or need
- Deliver operational rigor on all opportunities to achieve success for all teammates
- Provide guidance for our internal go to market strategies and our customers cloud strategies
- Pipeline management, including accurate forecasting, close dates, and details on specific providers of interest. Understanding enterprise closing, including identifying accurate key stakeholders, leveraging MEDDIC sales methodology, understanding vendor onboarding and legal requirements, and proper contract execution
- Use your creative or analytical talents to guide and educate our customers
Requirements
- 3-5+ years of software, cloud, & data center sales experience, in a B2B environment
- 3-5+ years of Mid-Market Enterprise solution sales experience
- Must have recent experience as an individual contributor responsible for carrying a sales quota (within last 3 years)
- Bachelor’s degree in a related field; or equivalent combination of experience and education
- Ability to effectively communicate/sell across various audiences with internal and external stakeholders (sales, marketing, vendors, clients, consultants, advisors, providers, etc.)
- Must be self-driven and able to work with minimal direction
- Ability to learn and use various digital platforms like Zendesk, Salesforce.com and others
Nice to Have
- Willingness to obtain baseline certifications, vendor specialization and advanced level industry standard certifications within a specific technology or cloud platform
- Experience with Data Protection, Backup Disaster Recovery, and Business Continuity
- Familiarity with Security vendors, including CrowdStrike, SentinelOne, Rapid7.
- Knowledge of ITSM (IT Service Management) and ITOM (IT Operations Management) solutions like ServiceNow, ZenDesk, Flexera, etc.
- Experience selling specific vendor platforms such as ServiceNow, CrowdStrike, Veeam, Rubrik, and Zendesk, among many others
Work Arrangement
Hybrid
Additional Information
- US-Based travel (10-15%) for trainings and enablement, meetings, and customer/partner engagements, enhancing relationship building, negotiating opportunities, attending marketing events, etc.
