Inside Sales Rep
Guidance Software Inc. - Pasadena, CA

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The Commercial Inside Sales Representative develops and closes net new opportunities for the Encase product line to Commercial clients using a consultative sales approach.

Essential Functions
  • Sell EnCase Enterprise to net new customers. Upsell EnCase Enterprise to existing EnCase Forensic customers. Continuously i dentify opportunities for customer development and revenue growth.
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  • Engage in cold-call prospecting to nurture clients to create net new opportunities. R esponsible for meeting call volume targets as outlined in the Standard Operating Procedures.
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  • Develop opportunities through cold-call prospecting, leads driven via webinars, email promotions, trade shows and events, web enquiries and phone enquiries etc. using consultative sales skills
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  • Responsible for implementing call quality processes and implementing specific call guidelines.
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  • Execute an entrepreneurial approach - Initiate proactive outbound phone follow up calls to lay the groundwork, develop the foundation to nurture prospects into opportunities in the long run.
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  • Responsible for achievement of quarterly, year-to-date and annual sales goals/targets.
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  • Execute Inside Sales Partner strategy to generate net new opportunities.
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  • Coordinate and ensure successful customer implementation. Own post-sale customer hand-off to Field Account management team and ensure execution in a timely manner.
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  • Participate in ad-hoc sales campaigns and programs to help generate new prospects/opportunities.
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  • Ensure opportunities are qualified properly and ensure referral to Field Sales team as appropriate and in accordance with internal rules of engagement.
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  • Utilize Salesforce.com to ensure activities are documented properly, opportunities are forecasted accurately and adequate information regarding the prospect and/or opportunity is communicated.
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  • Ensure internal rules of engagement and other processes are followed at all times. Escalate issues and concerns when appropriate.
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  • Comply with company policies and procedures. Complete additional duties as specified to include but not limited to – commission claims, reporting and training team members.
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  • Ability and willingness to work late night and early morning hours. Prioritize multiple tasks in a fast paced team environment.

Essential Requirements
  • Minimum 5+ years inside sales experience in a B2B commercial inside sales role. Experience in selling technology solutions to Director and C-Level executives to SMB and Large enterprises including Fortune 500 and Fortune 1000 companies in an inside sales environment is required.
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  • Excellent phone communication skills. Experience meeting minimum outbound call volume and/or talk time goals in most recent role is mandatory. Excellent business writing skills is a must.
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  • Ability to generate accurate forecasts to properly project quarterly and yearly sales. Experience generating 3x to 4x pipelines for B2B sales deals in most recent role is a must.
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  • Experience using consultative sales skills in most recent role is required. Experience adhering to call-scripts, guidelines to meet/exceed goals of weekly and monthly call coaching sessions.
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  • Strong ability to manage the sales cycle from start to finish by leading prospect from enquiry to close. Must be organized and detail-oriented with excellent follow-up skills.
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  • Basic computer knowledge required. Ability to multi-task with several tools, work independently and prioritize tasks, honor rules of engagement and follow policies, processes and procedures.
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  • Ability to work shifts, additional hours at quarter end or based on business needs.
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  • Travel may be required occasionally based on business needs.

Desired Skills

Guidance Software, Inc. is an equal opportunity and affirmative action employer that does not discriminate on the basis of race, national origin, religion, age, color, sex, disability, or veteran status, or any other characteristic protected by local, state or federal laws, rules or regulations

Currency

USD

Guidance Software Inc. - 17 months ago - save job - block
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