Territory Sales Representative

3 days ago

Kuala Lumpur, Malaysia Webhelp Full time

**Description**
- Responsible for territory and customer management and growth for potential customers lead qualification, lead nurturing, lead conversion rate into opportunities, pipeline creation, closed revenue targets against the given quota. Engages with various client segments directly to understand business needs and gather competitive intelligence, works closely with dedicated Client stakeholders.

**Business Objectives**
- Generates and manages a pipeline of opportunities to drive penetration of assigned client segments
- Prospects new business through leads management, tele-prospecting, existing customer's engagement
- Supports collaboration between the client and partner territory sales resources, for indirect sales

**Responsibilities**
- Managing assigned authorized partners or end customers via telephone to detect potential business opportunities.
- Supporting partners or end customers on business development and tracking ongoing projects as an account manager.
- Managing pipeline, forecasting business and develop influential relationship with existing customers.
- Generating up-sell and cross sell opportunities.
- Administrating CRM tools, portals and SharePoint.
- Collaborating with country field managers and engaging resources to finalize opportunities.
- Supporting territory performance with revenue generation activities:

- using aggressive hunting and farming techniques
- assessing customer current/future technology needs and passing indirect sales opportunities to channel partners
- engaging in follow-up discussions with customers
- Engaging Client's Product Specialists and Sales Engineers to develop solutions across the product portfolio.
- Presenting the Client value proposition to close deals (directly or indirectly).
- Following up on active opportunities until the deal closes.
- Follow up on dedicated marketing campaigns, assign leads to partner, lead follow-up concerning status and processing, check leads that have been converted into opportunities.

**KPIs**
- Revenue target/shipment
- Pipeline creation
- New buying customers
- Lead qualification SLA
- Call time

**Capabilities**
- Ability to foster relationships and connections quickly and virtually
- Customer satisfaction orientation
- Expertise in working effectively within a virtual team, ensuring that all information is communicated completely and in a timely manner, and that the appropriate tools are used
- Strong understanding of business and technology across Client broad portfolio that enables values selling
- Ability to vet leads and uncover opportunity based on a quick understanding of customer needs
- Demonstrated ability to manage a large volume of opportunities that leads to closed deals
- Familiarity with tele sales techniques and farming accounts remotely
- Excellent written and oral communication skills

**Qualifications**
- Bachelor degree or equivalent professional experience
- Previous experience of indirect sales preferred
- Interest in IT Business
- Previous assignment in a high-tech environment is highly desirable
- High level of communication skills: both verbal and written
- Team-oriented
- Knowledge of Microsoft products and services preferable
- Fluency in English and and required local native language

**Work Environment**
- Office Environment
- Flexibility regarding working extensive hours during end of quarters

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