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Outbound Telesales Representative

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To become a member of the INSIDE SALES EXECUTIVE (ISE) Team, you will be responsible for increasing penetration of our client’s solutions into the Mid-Market (MM) segment through a series of Inbound/Outbound sales and lead Campaigns in the Canadian Public Sector Vertical (specifically supporting the EASTERN Region and role could sit in Toronto, Ottawa or Montreal based on the best candidate selected). The Telesales Resource will drive customer commitment, increase customer reach, help with conversion rates of 0365 & CRM trials, achieve pipeline targets, as well as deliver a high level of customer and partner satisfaction in a fast paced, highly accountable environment.

This role will develop business relationships within the corporate accounts customer and partner community, working with the Opportunity Manager, Partner Sales Executives and Technical Specialists in corporate accounts. This role also executes sales campaigns for product marketing to ensure that select partners can achieve maximum revenue.

Prospecting and identification of opportunities associated with specific marketing call campaigns in a defined territory:
• Accurately forecast software revenue monthly
• Executes on outbound calls to prospect within a targeted territory list within customer base to sell, upsell and cross sell solutions.
• Receive and execute on inbound sales queries and leads.
• Account discovery and basic customer profiling (i.e.: contact information and opt-in details).
• Develop and qualify customer opportunities for further development and sale advancement using BANT qualifications:
• Business Decision Maker
• Authority to Purchase
• Need in the Business
• Timing of the project
• May also engage in Tele Marketing activities as needed and directed by the Public Sales Director and/or marketing group. These types of activities may include inviting customers to events, webinars etc., to generate demand and customer profiling.
• Create and execute against daily call plans that align to the subsidiary business revenue targets. The Telesales ISE will execute a campaign customer reach plan through generating qualified sales opportunities for partners.
• Achieve Contact (call targets per day) and opportunity creation (opportunities per day) and pipeline targets.
• Provide recommendations on add-on’s, upgrades, and service contracts relevant to the customers environment.
• Pass 100% of opportunities to identified TPAM/PAM. TPAM/PAM will select a partner.
• Systematically and accurately capturing relevant customer data in CRM Sales Tools
• Customer Intelligence gathering validating SMB Public Sector whitespace
• Ensure Disti & Reseller readiness/activation
• Drive Public Sector partner offers and incentives
• Drive Annuity & Renewal revenue


The Inside Sales Specialist’s Role will form part of the Public Sector Sales Team.
The working environment will be based upon the following characteristics:
• Fast Paced
• High level of telephone and online activity
• Results and achievement based
• Highly focused on quality, customer communication and responses
• Exceptional service
• High interest in Technology and interest in Learning

*The candidate will have the possibility of receiving up to $8500 as a quarterly bonus.*

• Previous experience selling software or cloud based services to mid-market sized customers
• History of consistent quota attainment
• Strong Team Player. Must have proven experience working as a team player and can fully illustrate this experience in an interview setting.
• Excellent verbal and written communication skills
• Excellent organization skills
• Effective at building business plans
• Working knowledge of sales tracking tool(s) is a definite asset
• Detail oriented and highly organized
• Experience selling to Public Sector in Canada preferred

Business degree level qualification preferred

• Previous Software Sales and/or Sales Support experience in an IT environment
• Minimum of 2 years exposure to a Software Sales environment (within Public Sector Canada highly recommended)
• Results oriented, resourceful and solid interpersonal skills
• Interpersonal skills, ability to communicate clearly in French
• Familiarity with technology channel selling process and key success factors
• Resourceful with “can do” attitude. Self-motivated and energetic
• Team member. Ability to integrate quickly and effectively in a new team environment
• Orchestration: Ability to influence others to achieve a difficult goal
• Travel to client sides quarterly and when/where necessary based on budget availability
• Language skills (native language and English written and verbal skills)

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