Description:
In this role, you’ll focus on increasing awareness and positioning our client’s products with key national and regional carriers. You will build strong relationships with channel partners to maintain front-of-mind brand awareness. You are confident and engaging in presenting technical solutions to decision makers, sales professionals, and technical experts, ultimately helping to increase product sales.
What will you do?
- Must develop a solid understanding of the client's value proposition and be able to translate the value proposition into both written and oral communications with Carrier Account Managers, leaders and customers.
- Candidates must possess the ability and confidence to engage stakeholders, evoke interest in products and solutions, qualify and disqualify opportunities, think quickly on their feet, and apply value propositions to specific business scenarios and a variety of buyers.
- Align with all layers of the carrier to drive demand and new business opportunities
- Establish an ongoing cadence of prioritizing contacts, and contacting them through a coordinated outreach of email, phone and face-to-face meetings.
- Capture and enter corresponding activity into Salesforce CRM, and report on business meetings, development, support, forecasting and pipeline velocity as well as key market/segment intelligence.
- Serve as a daily point of contact by carrier assignment to drive the day-to-day relationships and increase “Google Buy-in” by consistently articulating the Google Pixel for Business Proposition
- Develop and maintain effective relationships of influence with key carrier contacts. (i.e Sales Managers, Directors, Account Managers, etc.)
- Educate carriers; respond to pre-sales product questions & provide training regularly
- Schedule and conduct meetings with carriers, maintaining a strong appointment calendar
- Provide frontline sales support. (i.e answer questions, support customer sales calls, resolve concerns and overcome business objections)
- Generate and maintain opportunity/revenue pipeline and assist carrier sales teams in uncovering new opportunities and closing deals
- Follow up on quotes and opportunities, providing pricing and joint business planning
- Develop and organize training content and educate carrier representatives on products, programs, promotions, and Google Pixel’s overall value proposition
- Conduct branded carrier floor days, promotions, lunch and learns, and other events as required
- Collect and report relevant intelligence and submit timely reporting on the state of the business
- Maintain effective communication with management
- Assume ownership of assigned market and drive results with limited direction
- Gather sales forecasts, projections & provide thoughtful recommendations
What will you need to succeed?
- Bachelor’s degree or equivalent work experience
- Solid experience selling or educating others on a technical product or solution
- Experience with in one or all of the following segments; Mid-Market, Enterprise or SMB
- Engaging presentation and training skills, with the ability to engage audiences and capture mindshare
- Excellent sales skills with the ability to apply a variety of sales techniques and demonstrated ability to achieve quota
- Experience in an IT or channel sales environment
- Knowledge of mid-market business networking technology
- Tech savvy with a passion for innovative and emerging technology
- Excellent verbal and written communication skills
- Strong interpersonal skills with the ability to build relationships of influence
- Strong time management and organization skills with the ability to multi-task and effectively manage priorities to achieve results
- Proficiency with Google Workspace tools, software and products
- 50% travel within assigned territory or market