Inside Sales Account Representative

Purpose of this role

Inside Sales Account Executive works closely with Sales Leadership, Sales Operation, Customer Success teams, and other resources within CrossKnowledge to nurture and win active sales opportunities in SMB Sector.

This sales representative will be responsible for managing a client portfolio while also handling leads generated through marketing campaigns. Their role will include qualifying and passing these leads to the SMB team to support sales representatives in achieving their hunting targets.

This role reports to the SMB Business Unit Manager.

Key result areas and main responsibilities

• Be the main point of contact for inbound leads generated by ongoing marketing campaigns, focusing on solutions tailored to the SMB market with short sales cycles. Contribute to developing a scalable SMB sales methodology. 
• Achieve renewal and upsell objectives for a list of SMB accounts entrusted to us by implementing a predominantly sedentary sales methodology. 
• From this list of accounts, prioritize those with growth potential, in particular to enhance the value of new CK facilitation offerings.
• Actively opens doors (identify contacts) to drive new sales within organizations; responsible for upselling current customers
• Work closely with Sales operations teams, product teams and deployment teams to give yourself the best chance of achieving your objectives.

• Give visibility to your business opportunities by mastering the reporting tools entrusted to you (Ex : CRM)
• Responsible for account planning, Ensures alignment with product, sales and marketing to achieve revenue and account acquisition targets

• Owns the customer relationship for assigned accounts
• Build and maintain relationships with key decision makers in- and outside accounts
• Responsible for customer loyalty and customer satisfaction

• Key expert on the customer: knows the customer’s business, strategy and research needs, budgets, competitive products at the customer. Able to translate this knowledge into the implications for the holistic value proposition and the solutions we offer.
• Stay abreast of developments in SMB segment and share market insights/intel with WLS stakeholders.

Key result areas and main responsibilities

• Information tools sales – track record selling technology and solutions in a B2B environment (minimum of 2 years)
• BS Degree in Business or Marketing is desirable, a combination of education and experience can be substituted for formal education
• Able to build strong relationships with multiple internal and external stakeholders
• Strong communication (verbal and written) and presentation skills; fluency in English
• Self-starter
• Limited travel required (2-3 Times a year)

Functional and technical competencies

• Strategic Territory Planning
• Relationship management
• Negotiation skills

• Project management skills
• Computer and social media savvy