Data Sales Specialist

Role Overview

The Data Sales Specialist shall prospect their territory, convert inbound web leads, and establish a vendor network in order to attain quota selling IPC’s Technology Platform. Some support from inside sales and some web inbound leads will be provided, however, the right candidate shall be a self-starter with excellent “hunting” skills and an established network of prospects, potential customers, industry peers and vendors.

Responsibilities

• Meet or exceed revenue goals as established by the IPC Senior Management.
• Customer contract negotiations to attain quota, within pre-approved gross margin parameters.
• Understand and articulate the company’s value proposition through a consultative sales approach.
• Understand financial industry market structure and current trends.
• Establish and qualify pipeline, engaging appropriate resources to develop technical requirements and solutions.
• Utilize CRM to maintain account information, funnels and forecasts in order to meet & exceed revenue goals.
• Maintain knowledge on current technologies & services relevant to IPC and the overall technology managed services industry.
• Recommend and attend relevant industry technology & networking events.
• Attend meetings with qualified prospects at client locations.
• Timely completion of required paperwork and reports.

How You Will Make an Impact

• Work as an individual contributor within a fast paced, sales team environment with target and revenue deadlines.
• Work within a wider team environment encompassing product development, marketing and operations as required.
• Demonstrate a thorough understanding of trading industry technology and buying cycles.
• Achieve or exceed assigned sales and business targets within an assigned account base as assigned from time to time and target accounts within the markets.
• Keep updated of the new players and evolutions of existing market players within the industry and relevant.
• Generate new revenue through closing sales to new business customers.
• Establish new business contacts through a variety of networking as a point of lead generation.
• Within any assigned global accounts work to develop a thorough contact matrix across all regions and maintain a good working relationship within the account base.
• Within any assigned global or key accounts work with global customer and IPC stakeholders to present and maintain a unified approach.
• Update account plans monthly and upload to SFDC.
• Within existing clients ensure regular product updates are presented to clients to ensure the full suite of opportunities are determined on a multiyear basis.
• Cold call customers/prospects, appointment setting and opportunity tracking.
• Provide, acquire and integrate industry knowledge related to general trends, emerging technologies, & competitors.
• Develop and manage sales funnel and be familiar with CRM.
• Analyze and manage pipeline activity and monitor sales activity.
• Maintain contact with the customer up to C-Level, resolve problems, and seek additional opportunities.
• Attend local networking events to assist in new sales lead generation.
• Work with (and actively learn from) sales team colleagues with regard to training and development opportunities.

Essential Skills and Experience to be Successful in this Role

• 8+ years of technical sales experience.
• 3 to 5 years of experience selling to the financial buy side vertical.
• Solution sales skills.
• High-level understanding of computer networking technology and industry trends.
• Experience in consultative sales within a service-based organization.
• Ability to develop a professional rapport, overcome objections and maintain influential demeanor both in person and over the phone.
• Salesforce CRM advanced knowledge.

Desired Skills and Experience

• Degree from 4-year college with proven academic success.
• Experience working for a Network, Systems Integration, Computer Hardware/Software Reseller or Managed Services Provider.
• Excellent organizational skills.
• Experience with Customer Relationship Management (CRM) tools and processes preferred.
• Experience in selling technology or technology services (Managed IT Services, SaaS, HaaS, Hosted Services, Professional IT / Integration Services).
• Relevant Technical or Sales Certifications (MCP, VSP, VTSP, ITIL).

What’s in It for You?

At IPC, your compensation is only part of the package. We are committed to investing in a range of programs and initiatives to improve the overall experience of our employees. In addition to a collaborative, high-performing team environment, we’re pleased to offer benefits including:

• Private Medical Insurance, Dental Insurance and Optical Reimbursement.
• Salary Sacrifice Pension Scheme.
• 25 Holidays per Year Plus Public Holidays.
• Additional Time off for Charity Work and Volunteering.
• Tuition Reimbursement.
• Certification Bonus Program.
• Access to “IPC University” our Internal E-Learning Platform.
• Enhanced Parental Leave.
• Wellness Program.
• Fitness Membership.
• Cycle to Work Scheme.
• Season Ticket Loan.
• Employee Referral Scheme.

Additional Information

At IPC, we believe that hybrid working creates an inclusive, flexible environment where employees can perform at their best, and teams can collaborate, innovate, and celebrate successes together. We spend around 60% of our time in the office and around 40% of our time working remotely. Some employees may be required to work from the office or client sites more than 60% of the time, if required by their role and/or client needs. Your precise work schedule will be determined by you and your Line Manager before commencement of employment with IPC.