Sr. Inside Sales Rep
TIBCO Software - Somerville, MA

This job posting is no longer available on TIBCO Software. Find similar jobs: Senior Inside Sales Representative jobs - TIBCO Software jobs

The ISR’s role is to perform all tasks necessary to generate new revenue within the assigned accounts within a geographic region. The role reports to the Director, Inside Sales, and has dotted line responsibility to the Area Sales Director and is responsible for selling all products and services. This position is a hybrid with primary emphasis on the handling of smaller transactions (< $100K) within major, named accounts in conjunction with direct/outside sales. The secondary role is the coverage/ownership of a very limited number of new accounts within the geographic region. Specific duties relating to these roles include;

Prospecting; getting wider in existing named accounts and assisting with broader lead generation programs in those same accounts
Coordinate and communicate effectively with the direct/outside account manager who in parallel is also working the named account
Within major, named accounts own all elements of the contract closing process for deals < $100K including the building of the “business case”, negotiation and coordination of all necessary legal/contractual paperwork. Expectations are that the vast majority of these efforts are via phone/online.
Proactively sell all training services into the defined territory
Field marketing / Community development
Conduct telemarketing/voice mail campaigns
Assist with End user “community development”
The objective measure of success is the revenue dollars generated in the assigned territory with emphasis on 40% per annum growth from new users and/or new products and/or new accounts. Other related duties include;
Maintain accurate forecasting records
Documenting all important customer and prospect information in
Occasionally support TIBCO Spotfire’s presence at scientific/technical conferences/other events

Exceptional communication/presentation skills
Strong writing skills for customizing presentations and customer specific proposals
Domain Experience
Proven track record in selling high value software (not hardware)
Software solution and/or application sales experience
This position is a 40/40/20 selling position.

40% inside sales support for outside sales executives’ customers:
Order Processing (below $100K)
40% sales prospecting for their own set of named target accounts
Cold calls
E-mail campaigns
Demos, closing
20% developing call plans, demand generation strategies with Marketing Development Specialists (MDS)

Ideal Candidate Characteristics
Intelligent; Well rounded knowledge base (business and technical/scientific) with ability to self-learn quickly and read between the lines
Curious, intellectually driven to learn new things, to troubleshoot and help solve customer problems and grow personally
Self-motivated; able to see/understand what needs to be done and does it vs. having to be told and/or waiting for a customer initiated event to react to
Strong work ethic;
Natural/intuitive networking skills; constant expansion of professional network
Bachelors Degree
Experience with MS Excel and other Office applications
Must be a self-starter able to work at a high activity level w/o direct supervision
Experience with system
Knowledge of Business Intelligence/Analytics industry - any knowledge of TIBCO Spotfire analytics & data visualization preferred
Knowledge or interest in one or more of the following industries: Financial Services (Banking or Capital Markets), Insurance, Life Sciences, Manufacturing, CPG or Retail.

Note that candidates submitted from external agencies will not be considered for this job requisition:


TIBCO Software - 15 months ago - save job - block
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TIBCO Software develops software that enables customers to integrate, manage, and monitor enterprise applications and information delivery....