LATAM Inside Sales Representative

Your Impact:

The Inside Sales Representative is responsible for using the Company sales model to create and develop new sales opportunities and to sell software consistently and predictably to achieve pre-determined sales targets; while at the same time ensuring a satisfied customer base which allows us to build a sustainable business for future success in the territory.

• Execute activities for prospecting, lead generation, and selling of SolarWinds products to customers on the assigned territory focusing on the core portfolio of products.
• Qualifying and validating customer-specific needs and developing solution criteria.
• Engage directly with IT decision makers from a variety of enterprises and locations using strong interpersonal skills and communicating effectively telephonically/virtually.
• Use a consultative approach to make warm calls and manage warm, inbound sales leads for product evaluation requests, customers who have downloaded trial versions of our products, and/or customers who have additional IT product needs.
• Achieve and exceed the new license bookings goal by identifying solutions and point opportunities in assigned installed base customer accounts/new strategic customer opportunities while owning the entire sales cycle.
• Partner with sales engineering to conduct technical and non-technical online web product demonstrations.
• Identify the best platform fit for the customer and cross-sell and up-sell opportunities, while building and maintaining customer rapport.
• Enter customer and related information in Salesforce with the purpose of maintaining the accuracy of the CRM and ensuring all lead development is documented in Salesforce.
• • Use independent judgement including discounting practices to create, update and renew quotes to maximize deal profitability.
• Provide timely and accurate business forecasts to sales and executive management.
• Build consultative relationships with end customers to close opportunities through both direct and channel partnerships.
• Pilot new go-to-market strategies, techniques or product marketing and provide feedback to cross-functional groups such as sales engineering and marketing for the purpose of improving general business and sales operations.
• Manage own success by independently conducting account analysis and creating a strategic approach to maximize quarterly goals — strategic approach includes custom communications as well as knowing when and how to utilize additional resources.
• Utilize Company product knowledge to partner with decision makers within assigned accounts to present broad Company solutions that include cross-selling across multiple IT disciplines.

Your Experience:

•  Solid understanding of the sales cadence in order to optimize its execution.
• 4+ years’ experience in a sales capacity, preferably account management.
• Previous experience working with a value-added reseller and/or distributor.
• Ability to build and sustain trust among customers of various levels at any organization.
• Ability to understand existing customer environment and be able to proactively cross sell & upsell.
• Strong interpersonal skills and the ability to communicate (oral and written) effectively is absolutely a must.
• Create need within existing customer base by using qualifying questions and the Company value proposition.
• Ability to learn and maintain in depth technical product knowledge. Must become internally certified in Company product portfolio.
• Ability to deliver product demonstrations.
• Ability to understand customer/prospect corporate IT goals and initiatives’ and align Company’ solutions to those initiatives.
• Ability to understand sales numbers and manage to daily sales metrics.
• Ability to pivot to customer needs while maintaining deal velocity and momentum.
• Demonstrated ability to work in a fast paced, ever-changing environment.
• Ability to adapt to changing business issues and requirements and be creative in suggesting new approaches.
• Should fully understand how to communicate with procurement departments and how to gather needed information regarding buying cycles and timelines.
• Solid understanding of IT concepts in order to quickly absorb and apply company-administered training.

Education/Experience

• High school degree required. BS/BA preferred
• Minimum of 4 years in a quota carrying sales role with demonstrated achievement

Travel Requirements

• Position Based in Miami, Florida and may require limited travel (up to 5%)