As a Technology Field Sales Representative at IP Pathways you are responsible for developing strategic solutions to present to IP Pathways' customers and prospects, as well as maintaining positive on-going relationships to meet evolving customer needs. Your overall focus areas will be in prospecting, developing business, developing proposals for presentation to customers, and selling products and services. You will utilize your excellent relationship building, negotiating, and presentation skills to be successful in this role.
The essential responsibilities of the Sales Rep are to work directly with current and future customers to capture sales opportunities and to work effectively across functions with other IP Pathways employees. Specific areas of responsibility include:
Use relationship management techniques to develop selling opportunities within existing customer accounts; penetrate new divisions and organizations within assigned accounts; develop new selling relationships within territory.
Schedule and attend sales call appointments with customers. Other IP Pathways’ sales team members may also participate in the sales call to help qualify the opportunity.
Determining if a customer has a valid need for IP Pathways products and services.
Determining acceptance criteria that a customer could use to determine the success of an evaluation test project.
Utilizing a consultative approach, discuss business issues with customer and develop a formal quote, a written sales proposal, or a formal sales presentation addressing their business needs.
Develop an account management plan to sell to customers based on their business need.
Build and strengthen your business relationship with customers within existing accounts and ensure that their needs are being met.
Recommend marketing strategies.
Provide status information to your manager including forecast/pipeline information.
Provide, or facilitate training opportunities for your accounts.
Identify IP Pathways customer references that can be utilized when reference selling.
Responsible for a specific geography and the development of this territory.
This individual effectively works with senior internal personnel within the function, some employees in other functions that support the sales effort, and has direct customer contact.
Little management direction is provided on day to day work; general instructions are given on new assignments; as well as review of activities and priorities.
The ideal candidate is a subject matter expert and contributes proactively to sales team efforts and positively influences decisions.
Education and Experience:
1 to 3 years of experience is preferred.
Experience selling in a B2B capacity.