Sales Representative, SMB

POSITION PURPOSE

Looking for a self-motivated individual that will be responsible for positioning and selling GlobalSign products and services to the SMB Market. In this position, the SMB Sales Representative will be tasked with identifying potential Customers and Partners and expanding GlobalSign’s reach within an assigned territory.

Successful candidates will be responsible for selling GlobalSign’s security products and services - including Managed SSL, Managed ePKI, and other GlobalSign offerings.  Responsibilities will include developing and implementing individual territory strategies, expanding business relationships, territory/ pipeline management, opportunity identification, analyzing IT security requirements, selecting appropriate GlobalSign solutions, quotes / pricing, and other proposal development activities.

To be considered for this position the Candidate needs to have a successful track record solution selling with an understanding of Internet and/or e-commerce technologies. 

RESPONSIBILITIES

• Sell and service accounts via phone and email, direct and through channel partners. Take incoming calls from prospects responding to sales inquiries; make out-bound calls to facilitate sales.
• Learn and maintain in-depth knowledge of GlobalSign’s solutions and technologies, competitive products and technologies, and industry trends.
• Follow up on leads and opportunities daily; contact and up sell existing customers on GlobalSign’s product suite.
• Maintain an accurate Territory pipeline using Salesforce.com. This includes data integrity and updating customer and Partner contacts as it relates to leads, opportunities and account information.
• Grow territory selling footprint by leveraging channel partners in sales process where able. Maintain an updated Territory plan that accurately reflects product and sales coverage.
• Develop business relationships with Partners.
• Identify and develop new accounts within assigned geographic territory.  Document steps of sales process in Salesforce CRM (Customer Relationship Management) platform. Maintain quality contacts with key decision makers as designated to that opportunity in your pipeline. Employ company resources as needed to close sales.
• Prepare complete and accurate reports as requested.
• Prospect for new accounts through personal sales calls, networking, marketing research and email campaigns.
• Engage in technical sales discussions with potential clients via conference call or web demonstration; leveraging Sales Engineering resources where needed.  
• Work to maintain a high level of customer satisfaction by assisting with customer requests, complaints, and escalations.
• Attend sales meetings and training sessions as required. 

QUALIFICATIONS

• Proven track record in hunting, developing and on-board enterprise customers to build/grow sales of solutions through direct sales.
• Ability to develop a thorough understanding of information security related products/services and/or the demonstrated ability to quickly learn/assimilate GlobalSign solutions. 
• Ability to build strong relationships within assigned territory to insure continued growth.
• At least two (2) years of SMB “Enterprise” solutions sales experience in a high-tech environment.
• Highly trained in technology solution selling or like methodologies. 
• History of consistently meeting and often exceeding sales goals
• Detail oriented with a strong commitment to accuracy and quality.
• Strong analytical, business process development and problem-solving skills 
• Excellent communication, interpersonal and “self” motivation abilities. 
• Strong presentation, both written and oral, as well as good analytical skills. Demonstrated ability to learn new technologies and understand the problems they solve for customers. 
• Strong time management skills and the ability to prioritize and manage multiple activities 
• The ability to effectively manage one’s own time and work independently to meet defined performance metrics and booking objectives.
• Highly competitive and demonstrated ability to work “well” with others in a fast paced, team based, sales environment. 
• Proficiency with CRM applications (preferably Salesforce.com) and related sales tools (ZoomInfo, LinkedIn).
• Bachelor’s Degree or equivalent experience