SUMMARY:
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POSITION INFO:
My client in technology space is looking to appoint Microsoft Telesales Consultant on a contract basis.
Job Purpose:
The purpose of the Microsoft Telesales Consultant is to increase the number of FPP and ESD resellers, as well as sales to these resellers. Key to the role will be to engage with resellers to drive the reach and frequency of Office attach, and cross sell between the various brands.
Job Dimensions:
Targets & Reviews:
Ensure that all set targets across profitability, reseller recruit, and reach are met across all product lines
Sales & Business Development:
Identify dormant partners to reactivate them
- Meet regularly with client’s strategic resellers to grow the business for Microsoft DSP, ESD, FPP, with a focus on driving Office attach on devices
- Should the opportunity not be relevant for Microsoft DSP, ESD, FPP, pass that lead on to the RCT-Cloud team to activate through CSP
- Should you come across an opportunity for client’s other solutions, pass those leads on to the relevant teams
- Proactively plan business development activities alongside strategic resellers – you will need to work with the Microsoft Product Manager and RCT-Cloud marketing specialist on availability of budget, viability of plan and execution of plan
- Work with the relevant managers and sales staff to identify resellers with growth potential and engage accordingly
- Respond to reseller and/or end customer queries quickly and timeously
- Actively work with existing resellers to understand their business and to identify new opportunities to work with them to drive Office attach
- Identify opportunities on Office 365 consumer renewals and work with resellers to ensure renewals are processed through client.
- Set clear and realistic deadlines with customers on service delivery goals
- Work with the support team to drive customer satisfaction levels
- Identify new areas of opportunity amongst end customers
- Work with the product manager to ensure the profitability of the business
- Proactively work with resellers and the product manager to drive up frequency of transacting resellers (3+ sales per quarter), as well as average revenue per reseller
Administrative:
- Submit an activity report once per week, including details of key deals, wins and challenges.
- Track individual contribution on key KPI areas, as well as client’s overall performance against these objectives
- Track performance against required activity targets
Cloud Team Accountability:
- Proactively assist colleagues where help is needed
- Keep team members up to date with regards to deals in the pipeline, as well as engagements with resellers
- Nominate a team member as your backup for when you are not in the office
- Work with new and junior team members to upskill them
- Raise issues with colleagues as they arise, and work together to resolve those issues
- Work closely with the marketing specialist to drive marketing activities, including, but not limited to floor days; spivs; promotions; incentives; reseller events
Client teams:
- Schedule training sessions for client’s national sales teams, alongside the product manager to ensure that all sales people are knowledgeable and can identify relevant opportunities
- Assist members of the Client sales team
- Engage with client broader teams to identify and manage opportunities
Client Events:
- Execute in person and/or digital events as per vendor requirements
- Proactively follow up on leads arising from Client events
- Attend Client events for the purpose of networking and identify new reseller opportunities
Upskilling:
- Proactively use vendor portals to complete training
- Feedback to manager on a quarterly basis on all completed training
- Attend training sessions as required (in person and online)
- Stay up to date on RCT Cloud vendor roadmaps – these will either be shared by Client product division, or are available publicly on vendor websites and blogs
- Provide training to resellers and staff as required
General:
- Maintain a sound level of understanding across all client’s products so that you can hold down a solid conversation with resellers
- Report problems back to manager
- Complete any work-related tasks as requested by your manager
New Business Development:
- Analyse client sales and customer data to identify opportunities
- Identify opportunities amongst broader end customers
- Stay abreast of market information to find new opportunities
- Call downs on reseller base
Communication
- Communicate politely and effectively across internal and external stakeholders
- Get back to stakeholders timeously
- Manage expectations with stakeholders
- Work in a team
- Deliver effective presentations
Organisation and self-management:
- Manage time
- Prioritise tasks
- Plan and organise
- Learn independently
- Work under pressure
Problem Solving:
- Listen and effectively analyse and solve problems
- Proactively find solutions to problems using all available resources
- Know when to ask for help from internal or vendor resources
Sales & Pipeline Management:
- Cold call
- Follow up on quotes
- Track quotes through the sales cycle
- Manage customer relationships
- Pipeline planning
PC Skills:
- Ability to effectively navigate and use a Windows based PC
- Microsoft Word: proper formatting; typing up of documents
- Microsoft Excel: pivot tables; v-lookup; filters; sums
- Microsoft PowerPoint: Putting together basic, neat presentations
- Microsoft Outlook: Sending/receiving emails; out of office settings; scheduling meetings; attachments; scheduling conference calls
- Microsoft Skype for Business and/or Teams: Sending/receiving message; joining conference calls; presenting webinars
- Microsoft SharePoint: updating content; finding content across the organisation.
Targets:
- Reach client set targets on profitability, reach across all product lines and any additional strategic objectives
- Achieve targets set on reach; dormant resellers reactivated; numbers of high frequency resellers
Administrative:
- Report back once per week, due by COB Mondays (or Tuesday in the event of a public holiday) – reporting must include:
- Tracking against your target for the month to date
- Forecast of where you will end up across each product line for the month
- Pipeline across each product line
- Activities completed for the previous week
- Successes / challenges faced for the previous week
Education/Qualification:
- Minimum: Matric
- Technical or business degree or diploma an advantage
Experience (experience required for the job)
- 1 - 3 years in a technology sales environment
- Experience with Microsoft an advantage
- IT distribution sales experience an advantage
Character:
- Tenacious and does not give up easily
- Proactive
- Organised and Methodical
- Works well in a high-pressure environment
- Flexible
- Respectful
- Appreciates customers
- Self-learning
- Discipline
- Honest
- Accountable
- Actively helps team members out
