Position Profile

October 21, 2017

POSITION TITLE: Sales Representative

REPORTING TO: VP Sales

LOCATION: Fremont, CA 94538

The Company is a value added reseller of a wide variety of products and services used to support IT, in both large and small enterprises. We are experts in data media and datacenter infrastructure solutions. We got our start in the early 1980s, designing and manufacturing custom equipment racks, to help mainframe datacenters use floor space more efficiently. As IT demand grew, we used that experience to create similar solutions for companies migrating from mainframe to distributed computing environments. Our product line has expanded in the last ten years to include all types of data media, technical furniture, KVM and secure console servers, advanced power devices, specialized enclosures for high-density applications, and more. The Company supports a diverse group of companies, from high-growth startups to prominent Fortune 500 corporations. Our customers of IT Managers, IT Procurement and Facilities professionals, and we understand the needs of each department and how they must collaborate with one another.

The Company seeks a Sales Representative to service the San Francisco bay area territories of the Peninsula and the South Bay. Over many years, we have developed close relationships with our vendor-partners, who will be instrumental in your success at our company, by conducting in-depth and ongoing detailed product training on their respective offerings, in addition to hands-on training provided by The Company personnel.

SCOPE AND RESPONSIBILITIES:

Responsibilities include, but are not limited to:

  • Extensive cold calling, and identifying decision makers.
  • Quantify The Company opportunities and present products, services and solutions.
  • Meet with potential and existing customers to determine product, project and service needs, project initiatives, and goals.
  • Increase The Company's market share and revenue by creating and building on client relationships.
  • Lead follow-up and conversion, and maintain/develop and leverage existing relationships, with both customers and vendors/partners.
  • Define and develop strategic sales and account plans.
  • Utilize The Company resources to close projects and create satisfied customers.
  • Rigorously use reporting tools (i.e. Salesforce.com) as the source and archive for all data, actions, commitments, and tracking of business and sales activity.

EXPERIENCE/SKILLS REQUIRED:

  • Must be disciplined, self motivated, be able to work independently with minimal supervision, and possess high ethical standards in dealings with customers, vendors and The Company personnel.
  • Must have a minimum of five to seven years successful outside sales experience within the IT industry.
  • Must have extensive successful track record of effective cold calling, prospecting for potential clients and lead conversion.
  • Successful experience, knowledge and understanding of how to continuously fill the sales pipeline for a lengthy sales cycle.
  • Experience utilizing a CRM software or database.
  • Understanding of fortune 1000 companies' organizational structures and experience in selling to those companies at all levels.
  • Basic understanding and ability to discuss business and financial concepts and terms such as Capex, Opex, ROI, ROA, etc.
  • Technical or related product sales experience.
  • Data center, critical facilities exposure/experience is a plus.
  • Strong knowledge of Microsoft Office applications including: Word, Excel, PowerPoint, and Outlook.
  • Strong project management skills; attention to detail and strong follow up skills.
  • General office procedure skills, priority setting, time management, flexibility, and interpersonal skills.
  • Demonstrate a strong team orientation, must have excellent attention to detail and follow-through abilities, and excellent verbal and written communication skills.
  • Must possess a dynamic personality with high energy and ability to professionally sell at all organizational levels.

PERSONAL ATTRIBUTES:

  • "Hunter" sales mentality and personality.
  • Patience of dealing with long selling cycle; ability to shorten it when possible, and have the stamina to keep the pipeline full.
  • Excellent communication and presentation skills, both verbal and written.
  • The candidate should be comfortable learning about, and then communicating, the nuances of server cabinets and racks, KVM equipment, power equipment, and backup media, among other products in our diverse set.
  • Outstanding networking and people skills.
  • Results driven.
  • Assertive not aggressive.
  • High level of enthusiasm.
  • Self motivated and self disciplined.
  • Candidate will be required to travel within the territory on a daily basis.

EDUCATION:

College degree is a plus.

REWARDS:

The Company recognizes the importance of investing in our employees, and we train them in our products, services and industry. For the Sales Representative position, we offer a modest base salary, an un-capped commission plan, a comprehensive benefit package, and a unique, collaborative environment. Benefits included medical and dental, PTO, 401k plus matching (after introductory period), and paid expenses.

LOCAL CANDIDATES ONLY PLEASE; NO RELOCATION PROVIDED.