Job Description
The Inside Sales Representative (ISR) position at Optiv + ClearShark is critical to the success of our business. As a member of the Optiv + ClearShark Sales Organization you must embody our core tenants which are as follows: easy to do business with, superb execution, effective communication, teamwork, responsibility, be THE BEST, and have fun.
The ISR serves as the central point of contact and liaison for all Inside Sales responsibilities, supporting an opportunity for a specific Account Team. The ISR interfaces with all key stakeholders throughout the Sales Process in order to ensure the quotes are delivered smoothly and efficiently, and purchase orders are secured and processed on-time.
How you’ll make an impact
ISRs are assigned to dedicated Major Account Team(s) made up of Account Managers, ISRs, and Sales Engineers, focused on a strategic territory (Account Team) within US Public Sector. An ISR is responsible for preparing quotes, and all supporting activities, for customers as directed by the assigned Sales Team, to include:
- Document and develop Bill of Material (BOM) based on guidance from Customers, AM’s, SE’s and Vendor Partners/Distributors
- Obtain accurate and valid cost quote from Distributor/OEM Partner/vendor
- Understand and accurately apply pricing strategy per instructions from Sales Team (i.e. cost markup, discount from list, discount for GWAC, GWAC ceiling compliance, combination and option year quotes)
- Transfer cost quote into Optiv + ClearShark quote template and accurately apply pricing strategy
- Manage and track quoting process through two-tier partners and IDIQ contract holders
- Ensure correct part numbers/SKUs, quantities, pricing, POC, terms, date(s), etc.
- Be highly available and responsive in order to turn around on quotes quickly (Target: 2 hours after all prerequisite information is received)
- Serve as pivot point for Optiv + ClearShark Sales Team for all key stakeholders when Sales Teams are not available
- Verify and follow up as required to ensure sales and acquisition process is executed smoothly
- Opportunity Management:
- Create opportunities in Optiv + ClearShark CRM consistent with Optiv + ClearShark process & procedures (CRM 2.0)
- Be a power user and maintain proficiency in all relevant aspects of Optiv + ClearShark CRM
- Enter and update key information in a timely fashion
- Register deals and maintain current registrations with OEM partners
- Manage and track deal flow through two-tier and IDIQ contract holders, and GWAC transactions
- Upload all associated files in CRM/Storage in a timely and consistent manner
- Assist Sales Team in tracking follow-up and next steps on all active opportunities per CRM 2.0 guidelines,
- Act as first point of contact, and intermediary between Optiv + ClearShark and OEM Sales Team for resolution of Customer Satisfaction issues
- Request for Quotes/Proposals (RFQ/RFP):
- Be the point person for our Sales Team in managing acquisition process
- Receive, respond, and manage timely and compliant response to all RFQ/RFP requests
- Ensure associated terms & conditions are properly reviewed, responded, and flowed down
- Work with Sales Team, distributor/OEM partner, etc. to resolve any inconsistencies or questions during the quoting process
- Verify/validate all responses are properly received by customer acquisition official
- Manage and report status on RFQ/RFP’s all key stakeholders
- Purchase Orders:
- Receive and review purchase orders and verify they are consistent with corresponding quote
- Correspond to acquisition officials to acknowledge receipt and execution of PO’s
- Prepare accurate and complete PO package for our Sales Operations team
- Follow up with Sales Operations to ensure order was sent to vendor/distributor/OEM Partner
- Update CRM and capture all relevant documentation at each stage of PO process
- Target response to Order Administration: One hour after receiving fully executed PO from customer
- Vendor Knowledge:
- Become sales certified in specified vendor products (on-line training via portal), for the key OEMs within a Sales Team
- Maintain solid relationships with counterparts with Distributors/OEM Partners
- Participate in vendor activities, seminars, conferences, etc. as requested
- Understand nuances of vendor products and business systems to minimize delays and errors and maintain an understanding of OEM channel discounting and revenue models
- Teamwork:
- Support Sales Account Team assigned territory (ENTER ACCOUNT TEAM)
- Potentially support additional Account Teams as needed to support the growth of the organization
- Facilitate team communications across the Sales Team, partners, and operations team
- Maintain collaborative, positive, and professional demeanor in difficult situations
- Be proactive and escalate issues as appropriate to minimize conflict
- Ask questions, use good judgment, and take the initiative to get things done!
- Business Acumen:
- Understand and be sensitive to myriad of business factors driving actions and results (i.e.: fiscal quarter ends, customer politics, competitive dynamics, acquisition policies, etc.)
- Embrace the fluidity of the sales environment
- Adapt to change and rapidly developing sales environments
- Understand, recognize, and prioritize core issues that must be addressed to move sale forward
What we’re looking for
- Each sales team and territory is unique and may require different expectations and actions to achieve success
- Every ISR must be capable and comfortable serving as the primary POC for specific customers and roles in the sales quoting and acquisition process
- This may include prospecting and assisting with demand generation activities and setting up meetings for the sales team
- Back-up for other ISRs when out of office
- Highschool diploma or equivalent
- Three years’ experience preferred
- Available for west coast hours
- Strong Excel and computer skills; NetSuite, SalesForce, or similar CRM system preferable
- Desirable familiarity with current product lines and technology
- Excellent communication, team player and strong business acumen
- Attention to detail, reporting skills, deadline-oriented
What you can expect from Optiv
-
A company committed to championing Diversity, Equality, and Inclusion through our Employee Resource Groups.
- Work/life balance
- Professional training resources
- Creative problem-solving and the ability to tackle unique, complex projects
- Volunteer Opportunities. “Optiv Chips In” encourages employees to volunteer and engage with their teams and communities.
- The ability and technology necessary to productively work remotely/from home (where applicable)
EEO Statement
Optiv + ClearShark is an equal opportunity employer. All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, status as an individual with a disability, veteran status, or any other basis protected by federal, state, or local law.
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