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Job Description:
General Summary:
Ingram Micro is changing how business is done in the cloud. Ingram Micro Cloud is a master cloud service provider (mCSP), offering channel partners and professionals access to a global marketplace, expertise, solutions and enablement programs that empower organizations to configure, provision and manage cloud technologies with confidence and ease.
The Sales Specialist, Cloud is responsible for driving vendor sales growth and retention across an assigned portfolio of existing and prospective Ingram Micro Cloud resellers, with a primary focus on SMB, in order to achieve sales and profit targets. As account owner, she/he is responsible for being the primary point of contact for those SMB partners in order to identify and address growth opportunities for new and different products, services, or program offerings based upon data-driven insights or demand generation campaigns.
The Sales Specialist, Cloud’s measures of success are opportunities and leads delivered, channel marketing insight surveys completed, revenue and margin goals achieved, and all results, leads and opportunities captured for follow-up in CRM Dynamics. She/he will qualify opportunities and will work in close collaboration with our Sales Engineers and Solution Architects to help resellers adopt Ingram Micro Cloud Portfolio as the preferred route to market.
Responsibilities:
- Develop, build and maintain relationships with SMB partners´ decision makers and influencers such as enterprise architects, vendors specialists and field sales
- Build trust and strategic relationships with key partners’ stakeholders by understanding the partners’ industry, business and top priorities
- Advise prospects and customers of appropriate growth opportunities applicable to their business needs and proactively engage in business and sales opportunities to establish strong customer/vendor relationships and achieve identified sales related objectives
- Identify and communicate complementary add-on and cross-selling opportunities to SMB partners by leveraging moderate knowledge and understanding of Ingram Micro Cloud’s diverse portfolio of products, programs, and services
- Proactively and professionally recommend and sell programs, products and services to customers that meet their objectives while also supporting Ingram Micro Cloud promotions and campaigns
- Own full sales motion from reseller identification to recruitment through coordination by sourcing potential new logo resellers for portfolio vendors
- Manage advanced inbound and outbound sales calls and client facing meetings in order to sell cloud solutions, quote prices, provide product information and build relationships with customers. Identifies root cause and drives issue resolution under minimal supervision
- Drive attainment of quarterly and annual assigned cloud revenue and margin targets
- Actively participate in qualifying opportunities, demonstrating broad account and technology knowledge, regarding partners’ technical requirements, competition, decision-making process and funding
- Drive & support specific demand generation campaigns and events related to Ingram Micro Cloud offering
- Actively participate in regular pipeline & business reviews at the country level
- Ensure the customers absolute success on Ingram Micro Cloud marketplace!
- Other duties and projects as assigned by manager
Qualification and experience:
- Bachelor’s degree or relevant additional experience in related field.
- +1 year of cloud ecosystem understanding & proven experience
- +2 years of demonstrated experience in cloud (i.e. IaaS, PaaS or SaaS) related selling scenarios
- +2 years’ experience of selling technology solutions
Key Skills and attributes:
- Relationship Building Experience, easygoing person
- Knowledge of professional, effective telephone techniques and customer care
- Comfortable navigating through ambiguity
- Excellent written and oral communication skills; ability to communicate with executive level in an articulate and professional manner
- Ability to work both independently and as a team member
- Ability to thrive in a fast-paced, multi-function, high-pressure environment
- Attention to details, time management skills, organizational skills
- Excellent written English (e.g. press releases, articles, presentations) and proven content design flair
Top Skills
What We Do
Ingram Micro helps businesses Realize the Promise of Technology™. It delivers a full spectrum of global technology and supply chain services to businesses around the world. Deep expertise in technology solutions, mobility, cloud, and supply chain solutions enables its business partners to operate efficiently and successfully in the markets they serve. Unrivaled agility, deep market insights and the trust and dependability that come from decades of proven relationships, set Ingram Micro apart and ahead.
