Inside Sales Representative
Inside Sales Representative
Fast Lane is a global IT education and consulting services company, providing advanced IT training and professional services for technical vendors such as Cisco, NetApp, Gigamon, Google, VMware, Microsoft, AWS, and more. We enable our customers to execute their digital business strategies through our comprehensive portfolio of authorized training courses focused on emerging technologies as well as through our custom professional services. Our core competency is the outsourced delivery, development, management, and marketing of vendor-authorized technical training on advanced technologies including Cloud Computing, DevOps Deployment, IoT, Big Data, Security, and Mobility.
Reports to:
Director of Sales
Meeting frequency:
Weekly
Position Classification:
Salary Exempt
Performance review:
90-day performance review and weekly and monthly customer experience review
Job Description
Fast Lane is looking for a qualified Inside Sales Representative to work virtually in North America or out of our Morrisville, NC headquarters. This position is a mid-level role 3-5 years of previous experience in a business-to-business sales role is preferred. The Inside Sales Representative position will include some named accounts and a geographic territory in the US. They will also work closely with a Strategic Account Manager/s. An inside sales representative will play a fundamental role in achieving our ambitious customer acquisition and revenue growth objectives. This person must be comfortable making dozens of calls per day, working with channel partners and Vendor reps, generating interest, assessing customer needs, qualifying prospects, and closing sales. In addition, the ISR will be identifying opportunities for follow-up by the SAM/s. Compensation will include a competitive base salary and commissions.
Specific responsibilities include:
- Named account planning and strategizing
- Research accounts, identify key players and generate interest
- Achieving daily call plans
- Prospect and close training business within assigned opportunities
- Identify and understanding customer needs and interests then effectively communicate benefits and opportunities of training with Fast Lane.
- Route qualified opportunities to the appropriate RAM for further development and closure
- Answer incoming customer inquiries via phone, e-mail or chat
- Follow up with existing customers after classes
- Call campaigns on specific marketing promotions and initiatives
- Establish relationship with vendor partners and associated channel to help identify and support key customers
- Staying current on the competitive landscape
- Effectively utilize Fast Lane’s CRM to track pipeline and develop rich customer database
- Partner with Vendor Partner Account teams
Product Knowledge
- Complete understanding of value propositions for different vendor offerings
- Understands certification and certificate tracks
- Constantly updates knowledge and keeps up with updates and product changes
Quality Course Delivery
- Follow up on all students who attended open enrollment programs
- Review and follow up on class evaluations
- Speak with product managers and operations about delivery issues
- Complete full circle follow up on customer satisfaction issues and resolution
Customer conversation and follow up
- Follow up on inbound web questions from customers
- Follow up on online web registrations
- Find answers to customer questions so you can correctly answer
- Partner with Vendor Partner Account teams to further relationships in accounts
- Reach out to past individual customers to offer follow on services
- Handle class cancellation calls
- Maintain history of customer conversations in CRM
- Maintain vendor interest and correct contact information of customer in CRM
- Generate leads by calling prospect lists provided by Manger
- Contact customers for follow up regarding payment
- Partner with SAM to assist with developing SAMs named accounts
The successful candidate will have the following characteristics:
- 3-5+ year successful track record in B2B sales role
- Ability to ask circumstance, challenge, and closing qualifying questions
- Skill using business tools including Internet, MS Windows, Excel, Word, and Outlook
- Can do, people-orientated positive attitude is essential
- Strong organizational, verbal, and written skills
- Skills using productivity and collaboration tools including:
- World Wide Web (research accounts)
- Windows 10 Operating System
- Microsoft Excel, Word, and Outlook
- Microsoft Teams
- Skype for Business
- Cisco Web-Ex
- Zoom
- Ability to multi-task, prioritize, and manage time effectively
- Experience with communication over the phone and handling 40 + calls per day
- Strong listening and presentation skills
- The ability to uncover and use internal resources for service and consulting opportunities
- An independent, self-motivated worker requiring little supervision
- The ability to handle multiple clients simultaneously in a fast-paced environment