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Inside Sales Representative

Position Summary

An Inside Sales Representative is responsible for business development and pipeline requirements, building/maintaining relationships with Partners, qualifying and developing revenue opportunities, account planning, working closely with Account Executives and Marketing. Inside Sales Representatives will work closely with channel partners to build positive working relationships to maximize sales. A strong understanding of selling Software-as-a-Services (SaaS) to the Channel vs. direct to End Users is critical. Establish and maintain productive, long-term relationships with customers and identify and recruit new partners for sales growth. Partner with clients to understand business needs, issues, strategies, priorities to deliver valuable solutions.
Identifies key trends/customer needs, leverages industry knowledge, utilizes consultative skills to bring qualified sales opportunities to Account Team. Inside Sales Representative will be a valuable contributor to the Sales Team while helping to provide definition and implementation of the plan for Sales to achieve their objectives.

Essential Functions

  • Strong business development and pipeline management skills.
  • Understanding the Software-as-a-Service model and Monthly Recurring Revenue objectives.
  • Inside Sales Representative will work closely with Account Executives, Solution Architects, Management, and Marketing.
  • Ability to Client and qualify opportunities; identify risk; and work closely with company personnel including sales, service, solution architects, and management.
  • Build and maintain network of colleagues and customers to share information and obtain prospects
  • Establishes/maintains productive long-term networks/relationships with customers
  • Observes and or participates in presenting products, services and solutions that can benefit customers' needs
  • Responsibilities include development of sales and service execution activities that may include direction on role-play and mentoring, customization and delivery of channel sales, marketing, etc.
  • Use HWN tools and systems to successfully identify and manage the opportunity to close process
  • Vast experience selling and marketing services to Channel Partners
  • Develop, maintain, and expand productive, professional relationships with key partner personnel
  • Strong interpersonal and speaking skills
  • Responsive with effective follow-up skills
  • Proactively recruit new qualifying partners
  • Accurate forecasting skills and metrics
  • Creative and organized with attention to detail
  • Ability to work independently


Required Qualifications

  • 5-10 years successful experience as an Inside Sales Representative or similar role. Experience with Channel Sales a plus.
  • Technical and consultative sales experience
  • Knowledge and understanding of marketing into the Channel
  • Strong presentation skills
  • Experience with B2B tools, contact databases and business research
  • Excellent, verbal and written communication skills
  • Strong Communication skills with business customers through multiple channels including email, phone, Ring Central, Teams et.
  • Thrives on working under pressure in a dynamic environment and stays flexible through organizational growth and change.
  • Strong organizational skills and attention to detail
  • Ability to multi-task, prioritize, and manage time effectively.
  • PC proficiency and knowledge of Microsoft Suite (o365). CRM and Partner Portal experience a plus.
  • Cybersecurity sales experience a plus.


Preferred Skills

  • Four-year college degree from an accredited institution
Additional Notes
The above is general description of the position, it does not preclude duties and responsibilities that may be assigned or re-assigned to the position at any time.
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