US-PA: Wayne-Inside Sales-New Business Representative

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Job Title: Inside Sales-New Business Representative
Job Location: PA: Wayne
Pay Rate: Open
Job Length: full time
Start Date: 2008-08-25

Company Name: SunGard Availability Services
Contact: Human Resources
Phone: email only
Fax: Apply at web site

Description: Travel: Max-10%



Area of Responsibility: Territory Management



• Demonstrate ability to quickly master SunGard service suite

• Demonstrate ability/willingness to learn to sell consultatively

Demonstrate ability/willingness to cold call to create a book of business

• Meet/Exceed all assigned goals to include quota performance, creation of new qualified opportunities, and network development.

• Follow direction from Manager and Lead/AE4 to help in the cultivation, execution and delivery of sales and services to an assigned base of accounts or territory.

• Follow direction from Manager and Lead/AE4 to help in the building of a pipeline within the territory assigned.

• Regularly review the OSO system for new leads or leads under development by the LMR staff. Follow-up on leads within 48 hours of assignment. Move leads as appropriate through the system.

• Develop (with aid of Manager and assigned Lead AE) a Territory Management Plan

• Develop relationships with sales teams of Channel and Affinity Partners

• Participate in local trade groups, continuity planning groups, etc.

• Develop a strategy for managing the account/territory.

• Stay up to date on changes in marketplace and SunGard services. Inform clients/prospects as appropriate.



Area of Responsibility: Operations



• Work with operations to ensure client satisfaction – learn to set and manage expectations accordingly.

• Work with Implementation, Professional Services and Operations team to help ensure initial experiences with SunGard have a high degree of client satisfaction.

• Work with operations (to include informal training work with Operations team sitting shift, working tests, etc) to gain a fuller understanding of SunGard service delivery

• Learn value of proactive internal/external communication specific to testing requirements or issues in advance of testing including technical, perceptual or contractual issues.

• Take part in client/prospect tours as needed and deemed appropriate by management and Lead AE/AE4.



Area of Responsibility: Sales Force Automation



• Make productive use of all sales force automation tools available.

• Regularly review and use OSO

• Q2C System—gain proficiency in creating opportunities, quotes, and contracts in system.

• Utilize techniques/processes taught during sales orientation and ongoing SunGard Sales Development Program.



Area of Responsibility: Financial/Billing, Contract and Legal Administration



• Understand financial and contractual obligations as they relate to client/prospect.

• Work with management and AE4 to ensure client understands same obligations (reduce A/R issues).

• Follow established processes in working with SunGard legal to expedite contract processing.



Area of Responsibility: Sales Support and Marketing



• Develop relationship with sales support to maximize solution sales with prospects.

• Master techniques required for Territory Development—Cold Calling, Networking, Ecosystem Development, Targeted Email/Mail Campaigns, etc.













• College Degree preferred but will consider applicants with equivalent work-related experience with a minimum educational requirement of a H.S. Diploma or GED equivalent.

• 1-3 years leadership experience within academic, military, or corporate business environment.

• Basic knowledge of business administration and the financial decision process.

• Must be able to make initial “cold” contact phone calls.

• Professional personal presentation skills for face-to-face sales meetings and presentations. .

• Ability to thrive in high-pressure, quota-driven sales environment.

• Strong Computer keyboarding skills and the ability to manage high levels of internal/external, in/out bound e-mail correspondence.

• Experienced in Excel, MSWord, and databases will be required to generate reports, correspondence, and research, records updates and lead generation documentation.

• Ability to listen, extrapolate information and leverage resources to provide solutions.

• Ability to quickly establish rapport and develop win/win solutions.

• Willingness to show problem ownership/ability to admit mistakes/employ corrective action

• Ability to effectively learn technical products, services and solutions and readily apply new knowledge is required.

• Must be organized and be able to multi-task across a complex organizational structure.

• Creditworthiness and ability to use a personal credit card for all reimbursable expenses is required.





SUNGARD IS AN EQUAL OPPORTUNITY EMPLOYER, M/F/D/V



SS5065




Please refer to Job code SS5065 when responding to this ad.


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