Inside Sales Representative

Summary

The Inside Sales Representative is responsible for generating leads, building relationships within target accounts, advancing sales discussions, and working with sales counterparts to hand off qualified leads.

The Inside Sales Representative will conduct research and work with sales leaders to identify leads and use outbound channels to reach business targets through telephone, email, webinar, social media, and in person. This individual will work closely with marketing on pre-event and post-event outreach, and qualification of any inbound leads.

Job Duties

· Work with sales leaders to identify target accounts

· Identify decision makers within targeted accounts to begin sales process.

· Collaborate with appropriate team members to determine necessary strategic sales approaches

· Understand client industry challenges and Capgemini solutions

· Appropriately communicate company positioning, differentiation and capabilities in various solutions

· Cold-call prospects that are generated by external sources of lead.

· Develop opportunities by researching and identifying potential accounts, contacts and pain points.

· Create and deliver qualified leads to other team members

· Maintain and expand the company’s database of prospects.

· Ensure follow-up by passing leads to appropriate team members with calls-to-action, dates and notes

· Set up and deliver sales presentations, product/service demonstrations, and other sales actions

· Support marketing efforts such as trade shows, exhibits, campaigns and events.

· Make outbound follow-up calls to existing clients via telephone and email cross-sell and up-sell.

· Overcome objections of prospective customers.

· Have knowledge of CRM – Salesforce to enter new customer data and update changes to existing accounts in the corporate database.

Requirements:

· 5+ years experience in inside sales function responsible for hunting new business and cross/upselling into existing accounts.

· Proven track record of success in pipeline management and lead generation.

· Proven track record in cultivating internal and external relationships and ability to create trust at senior levels of organizations.

· Knowledge of marketing and usage of content to drive interest and nurture leads.

· Exceptional organizational skills.

· Must be comfortable working in a highly complex and matrixed organization.

· Experience with Salesforce.com a plus.

· Experience selling technology solutions into numerous segments a plus ie, retail, consumer products, telecom, high tech, manufacturing, etc.