Inside Sales Executives – US / UK

Region: US (Alpheretta, Georgia) / UK, Delph
Reporting to: Regional Sales Managers

Fullscope is looking to grow its sales & marketing team by adding Inside Sales Executives to work within the UK and US Corporate Sales Team. This is a high energy, high activity results environment. Fullscope is the industry leader in helping organizations deploy and successfully adopt Microsoft Dynamics CRM Online, with more Microsoft Dynamics CRM Online customers than any other partner in the world

Hours of work
Monday to Friday. Flexibility is required for out of hours working as required by the business.

Job purpose
The primary purpose of the role is to support the Regional Sales Managers to achieve a team revenue number which typically comes from a 50/50 split of new business and account management within the corporate mid-market business to business environment.

Main Responsibilities

  • Identify new name accounts through self-generation activities including marketing, referrals, social media.
  • Qualification of regional enquiries from the marketing team whose responsibility is to generate sales ready leads for the sales team.
  • Work closely with the internal and external partners, Microsoft CTM / CAM reps to maximize the CRM penetration into their accounts.
  • Manage the sales cycle through CRM including working with our solution architects of smaller regional deals.
  • Ensure a smooth transition into delivery and support programs.
  • Help manage a set of corporate accounts within the territory.
  • Support RSM on bigger deals & run smaller Regional deals.
  • Customer service for Regional Customers incl Change Requests, Adopt to Win support programs & own renewal revenue (seats, A2W).

Objective

  • Achieve a minimum of 100% of team quota on a monthly, quarterly and annual basis.

Qualifications Essential & Desirable

  • Bachelor’s degree preferred.
  • Minimum 2 years proven successful sales experience with a proven track record of quota over achievement.
  • Experience in a solution sales environment preferably in software, services, and managed projects and through to support.
  • Possess a strong understanding the software market, either of the Hosted Applications Managed hosted, software solutions, CRM, SaaS, electronic office products sectors, or one closely related where customer service is of paramount importance.
  • Thrive in high energy, startup environment- has success in previous small companies.
  • Classically sales trained with a reputable organisation e.g. Spin, TAS, Huthwaite, Major Account Selling.
  • High achiever in current organisation.
  • Experience of client presentations at director level.
  • Exposure to CRM programs and how to position them in customer accounts to solve business problems.
  • Ability to discuss CRM business benefits and results at an executive level, as well as articulate the value of partner services.
  • Demonstrate ability to organize and prioritize, while working with a sense of urgency against a weekly and monthly quota.
  • Excellent phone, email and web etiquette and professional polish is required.
  • Must have exceptional organization, communication, inter-personal and customer service skills.
  • Personal attributes should include: high degree of motivation, goal-oriented, high-energy and highly focused.
  • Ability to manage internal / external and contracted relationships and drive behaviour.
  • Must have exceptional organization, communication, inter-personal and customer service skills.
  • Possess exceptionally strong interpersonal/communication and presentation skills.

Results driven

  • Manages a heavy workload, priorities and schedules work effectively.
  • Plans activities, sets own objectives and meets all deadlines.
  • Constantly strives to achieve individual goals and objectives.
  • Optimizes their own performance.
  • Manages tasks through to completion.
  • Takes pride in delivering quality work.
  • Continually strives to improve own performance.
  • Eager to succeed, competitive and self-motivated.
  • Meets and exceed targets and goals.
  • Strives to be the best at all times.
  • Focuses and strives to drive activity at all times.
  • Identifies priorities and sets and meets own objectives.

Resilience

  • Shows resilience in a competitive environment.
  • Maintains high performance whilst under pressure.
  • Maintains enthusiasm in the face of rejection.
  • Makes sound business decisions under pressure.

Commercial acumen

  • Puts self in the customer’s shoes and adapts behavior to their needs.
  • Shows a broad understanding of the strategic direction of their business.
  • Considers the wider impact of their decisions and actions.
  • Proactively develops knowledge of market, products and competitor activity.
  • Understands overall business driver.
  • Responds to opportunities for business and is motivated to maximize profit at all times.
  • Makes decisions based on cost benefit and risk.

Impact and influence

  • Makes an immediate and positive impression.
  • Constructs logical and persuasive arguments.
  • Develops and maintains relationships both internally and externally, based on mutual respect and understanding.
  • Builds effective, professional relationships quickly.
  • Remains aware of their impact and behavior and adjusts accordingly when necessary.
  • Displays excellent and adaptable communication skills.

Personal effectiveness

  • Honestly appraises own performance and takes action accordingly.
  • Seeks feedback and remains open to the views and opinions of others.
  • Creates own work environment that maximizes performance.
  • Receives feedback in a constructive manner.
  • Takes ownership

Change orientation

  • Identifies own resistance to change and takes actions to address.
  • Adapts behavior to meet changing needs of the business and environment.
  • Recognizes the need for change and encourages innovation.
  • Helps others through the change process.

Team performance

  • Drives team performance.
  • Supports and encourages other team members.
  • Proactively shares information with the team.
  • Works towards achievement of team goals.
  • Considers the wider impact of their decisions and actions.
  • Proactively develops knowledge of market, products and competitor activity.
  • Understands overall business driver.
  • Responds to opportunities for business and is motivated to maximize profit at all times.
  • Makes decisions based on cost benefit and risk.
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