1) Sales Role
• Develop, maintain and manage a 3X funnel based on vendor’s set revenue target
• Schedule and drive fortnightly pipeline reviews with Vendor team.
• Maintain, update and ensure Deal Registration status of opportunities from named/non-named end user accounts and Tier 2 partners’ leads are up-to-date and accurate
• Responsible for initial qualification of leads either from cold calls, inbound enquiries or partner
referrals
• Independently present vendor’s solution to end users during the first meeting with the exception of:
o C-level audience is present
o CIO/CTO/Technical Evaluators are involved in first meeting
o Strategic named accounts where vendors have indicated they want to be engaged from start of opportunity
• Attain certification for Vendor’s Sales Training
• Prepare and/or supervise preparation of quotations
• Qualify need for POC, coordinate and arrange demo unit, pre-sales resource
• Set POC objectives with customer based on:
o Target loan duration of 2 weeks
o Expected closure within the same quarter
• Track and report status of outstanding loans on a monthly or per request basis
• Managing key stakeholders for the line of business
• Coordinate identification and development of assigned vendors’ Focus Partners
• Coordinate and co-deliver updates and training to partners
2) Lead Generation
• Quantify marketing investments, drive and set objectives for each marketing activity
• Plan, detail and execute marketing programs either with specific vertical sector or with key reseller/partner to generate leads. These include (but not limited to):
o Bundle programs with other brands/solutions
o Bundle programs with services
o SPIFFs (for lead referrals or closures)
o Roadshows (solution based or sector based)
Key Measurements:
• 3x funnel based on vendor’s set revenue target
• Meet or exceed the revenue and gross profit (GP) targets set by Country Manager
• Execute at least ONE (1) marketing event each quarter
• Conduct Quarterly Business Review for each assigned vendor (1 per quarter)
Skills, Knowledge and Qualification:
• Degree/Diploma in Sales & Marketing / Business Administration or equivalent
• Relevant experience with resellers will be an added advantage
• Excellent network with strong communication and interpersonal skills
• Highly motivated, results oriented, resourceful with lots of initiative
