Sales Consultant at Internet Solutions

This is seen as a senior position in the sales team and this individual should act as a role model for the rest of the sales team; therefore the utmost professionalism and adherence to their personal brand and the IS core values is critical to their success.

• Identify and approach decision makers or influencers to define the strategy they will use to develop and grow the account profitably
• Assess client needs in collaboration with your CSM and Identify the viable solutions to problems identified
• Assess possible risks in collaboration with your CSM from the client’s perspective and help the client with the decision-making process
• Present solutions based on the analysis of the current state and an understanding of the desired state the client is looking to achieve

Coordinate a variety of client touch points and client meetingsPerformance Objectives ?

PO 1: Territory and Account plans and Target achievement

• Develop, maintain and lead applicable territory and account plans outlining sales targets and achievement plans
• Develop and maintain key opportunity plans that identify opportunities for IS to deliver value and forecasted sales
• Monitor sales activities to ensure that targets are achieved in alignment with the sales execution framework (SEF)
• Conduct competitor analysis of Internet Solutions’ position in the execution of the opportunity strategy

PO 2: Acquisition of New Business / Clients ?

• Prospect for potential clients using various direct methods such as cold calling, telephonic meetings, face-to-face engagements and indirect methods such as networking, digital marketing often accompanied by an identification of the territory in which they will prospect
• Qualify prospects against Internet Solutions’ criteria for Enterprise clients and sales
• Consult with prospects about business challenges and requirements, as well as the range of options, cost and benefits of each
• Utilise domain knowledge to have meaningful conversations with clients
• Drive the sales cycle from initial client engagement to closed sales
• Provide feedback to sales management on ways to decrease the sales cycle, enhance sales and improve the company’s brand and reputation

PO 3: Growth of Current Business / Clients

• Prospect for potential opportunities in the existing client base in the assigned territory
• Manage account plans and white space planning with the relevant Client Success Managers, Solution Architects and relevant Business Solution Consultants in Internet Solutions
• Engage with existing clients in the closing of opportunities that will assist in realising their business objectives and addressing of business challenges

PO 4: Overall Opportunity Management across new and existing clients ?

• Identify and approach decision makers or influencers to define the strategy they will use to develop and grow the account profitably
• Assess client needs in collaboration with your CSM and Identify the viable solutions to problems identified
• Assess possible risks in collaboration with your CSM from the client’s perspective and help the client with the decision-making process
• Present solutions based on the analysis of the current state and an understanding of the desired state the client is looking to achieve
• Coordinate a variety of client touch points and client meetings

PO 5: Contract Close ?

• Articulate business value to the client to secure renewals
• Lead the negotiation of in-contract deals with clients
• Co-ordinate commercial discussions, provide advice, whilst identifying and mitigate risk impacts related to deals

Qualifications ?

• Matric (Grade 12) Certification
• Sales and Marketing Diploma or relevant sales qualification

Experience

• 3 - 5 years’ experience in selling complex solutions and services to the C-Suite

Behavioural Competencies

Essential:

• Persuading and Influencing
• Applying Expertise and Technology
• Relating and Networking
• Achieving Personal Work Goals and Objective
• Deciding and Initiating Action
• Entrepreneurial and Commercial Thinking

Desirable:

• Learning and Researching
• Delivering Results and meeting customer expectations
• Creating and Innovating
• Leading and Supervising
• Presenting and Communicating Information
• Analysing

Technical Competencies

• A good understanding of the vast range of IT operations and Internet Solutions service offerings
• High degree of related experience in the sales profession
• Relevant subject matter expertise for engaging in client problems and finding viable solutions
• Business or industry expertise
• Proven client management/ sales and client engagement experience
• Contract Negotiation