Back to search.Red Hat - Bilingual Territory Inside Sales Representative (TIS)
| Employment Type: | Permanent |
| Location: | Hampshire - South East, United Kingdom |
| Salary: | Excellent |
| Languages: | English, German |
The respective candidate:
● Works directly by phone with Red Hat's field based Territory Account Managers (TAM) and Channel
Managers (CM) in driving comprehensive Enterprise offerings into assigned Region by identifying,
qualifying and closing opportunities.
● Supports and promotes Red Hatīs Channel Strategy by building relationships with Partners.
● Establishes and maintains relationships with channel partners, Red Hat Channel Managers and
TAM.
● Understands the Partner structure and identifies top level partners with Channel managers in
assigned country to create best results for customer opportunities.
● Fulfills all opportunities through channel only.
● Exceptions are MSA customers and approval in writing by immediate Line manager.
● Works closely with Partners on managing and closing leads and opportunities handing over
opportunities for closing / fulfillment at earliest stage.
● Feedback to Channel Management on partner workload, strengths and development needs.
● Works on a common team quota (TAM & TIS) based on proven or anticipated TAM and TIS revenue
performance.
● Ensures greater Regional coverage by identifying with TAM's and their end customer business profiles, contact names and positions within each customer.
● Works with and coordinates all internal resource: Sales support, presales, customer service , order entry etc to ensure most efficient and low cost route to opportunity closure for Regional team.
● Engages use of Sales support team for quotations and coterminations to allow Regional team to sell without administrational barriers:
● TIS follows up all sales leads in shortest possible time by phone and mail.
● Works with TAM and Sales Support to create, distribute and follow up on Sales campaigns.
● Creates appointments for TAM's where requested.
● Qualifies directly within customer organization and by use of Hoovers, Google etc as needed.
● Use full qualification techniques to understand whether an opportunity has greater potential and accordingly agree with TAM's the most cost efficient route to closure.
● Upsells and cross sells Red Hat's full range of products in all calls and opportunities.
● Fully utilizes Red Hat's Salesforce.com and Supportable X systems to update opportunity status through the pipeline from lead to order (forecast).
● Will contact Regional Account to introduce and identify themselves as the first or second contact point within Red Hat.
● Daily: update the TAM on all and every opportunity for account development and knowledge sharing.
● Continuously trains on all of Red Hat's offerings to more effectively use the company's technical resources in driving opportunities.
● Keeps uptodate
knowledge of the industry as well as the competitive posture of the company.
Requirements:
● Bilingual in at least English, Dutch and French
● A track record of telesales and or suitable commercial experience.
● An understanding of UNIX / Linux related sales cycle would be of an advantage but not fundamental
● Ability to work as part of a young and dynamic team whilst demonstrating flexibility, autonomy
and a desire to make things happen.
● A desire to be part of a company that is redefining the entire software industry.
● Works directly by phone with Red Hat's field based Territory Account Managers (TAM) and Channel
Managers (CM) in driving comprehensive Enterprise offerings into assigned Region by identifying,
qualifying and closing opportunities.
● Supports and promotes Red Hatīs Channel Strategy by building relationships with Partners.
● Establishes and maintains relationships with channel partners, Red Hat Channel Managers and
TAM.
● Understands the Partner structure and identifies top level partners with Channel managers in
assigned country to create best results for customer opportunities.
● Fulfills all opportunities through channel only.
● Exceptions are MSA customers and approval in writing by immediate Line manager.
● Works closely with Partners on managing and closing leads and opportunities handing over
opportunities for closing / fulfillment at earliest stage.
● Feedback to Channel Management on partner workload, strengths and development needs.
● Works on a common team quota (TAM & TIS) based on proven or anticipated TAM and TIS revenue
performance.
● Ensures greater Regional coverage by identifying with TAM's and their end customer business profiles, contact names and positions within each customer.
● Works with and coordinates all internal resource: Sales support, presales, customer service , order entry etc to ensure most efficient and low cost route to opportunity closure for Regional team.
● Engages use of Sales support team for quotations and coterminations to allow Regional team to sell without administrational barriers:
● TIS follows up all sales leads in shortest possible time by phone and mail.
● Works with TAM and Sales Support to create, distribute and follow up on Sales campaigns.
● Creates appointments for TAM's where requested.
● Qualifies directly within customer organization and by use of Hoovers, Google etc as needed.
● Use full qualification techniques to understand whether an opportunity has greater potential and accordingly agree with TAM's the most cost efficient route to closure.
● Upsells and cross sells Red Hat's full range of products in all calls and opportunities.
● Fully utilizes Red Hat's Salesforce.com and Supportable X systems to update opportunity status through the pipeline from lead to order (forecast).
● Will contact Regional Account to introduce and identify themselves as the first or second contact point within Red Hat.
● Daily: update the TAM on all and every opportunity for account development and knowledge sharing.
● Continuously trains on all of Red Hat's offerings to more effectively use the company's technical resources in driving opportunities.
● Keeps uptodate
knowledge of the industry as well as the competitive posture of the company.
Requirements:
● Bilingual in at least English, Dutch and French
● A track record of telesales and or suitable commercial experience.
● An understanding of UNIX / Linux related sales cycle would be of an advantage but not fundamental
● Ability to work as part of a young and dynamic team whilst demonstrating flexibility, autonomy
and a desire to make things happen.
● A desire to be part of a company that is redefining the entire software industry.
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