Project Location(s): Irving, TX / Hybrid / Remote
Reports to: Head-Enterprise Sales
Job Description
PBI / Micro.ai is a technology firm based in Irving, TX with clients across the world. We provide SaaS platform enabled technology product solutions to a wide range of industries covering Telecom, Manufacturing, Agriculture, Transportation, Utilities, Energy, Financial Institutions, etc. PBI has continuously evolved its product suite and technology to be one of the most flexible, client centric and secure for clients’ business needs.
Our work culture facilitates collaboration & teamwork, empowerment, lateral thinking, continuous on the job learning, intrapreneurial mindset and provides opportunities for personal and professional growth.
Core Responsibilities:
- Conducting secondary market research, generating leads from marketing campaigns and own initiative to develop qualified sales opportunities
- Contacting potential clients through cold calling and emails and secondary lead generation for new business opportunities and proactively seeking new business opportunities in the market
- Setting up meetings and calls between qualified, prospective clients and the sales / delivery teams
- Increasing ‘wallet share’ from newly acquired business over time by way to expanding the scope of work/engagement
- Reporting to the leadership team on periodic basis (weekly/monthly/quarterly) on sales results and using customer relationship management (CRM) software to manage leads and sales activities and track progress towards meeting sales goals
- Mentoring Sales Development Representatives and guiding them on sales process, industry characteristics, business scoping, sales quality, lead generation and lead conversation, etc
- Staying up-to-date on market trends, competition, and industry developments
Key Success Factors:
- To be successful in this role, you will use your effective communications skills and competitive attitude to drive an increased interest in our technology platform and artificial intelligence / machine learning solutions.
- You enjoy cultivating strong relationships with prospects/customers from first contact.
- Ultimately, you will boost sales and contribute to our long-term business growth.
- Persistence & Resilience
- Planning and organizing work
- Regular self-reviews on the status of efforts and results
- Solution orientation and problem-solving mindset.
Skills and Experience:
- Prior experience of 6-8 or more years of work experience as Sales Executive, Business Development Representative, or similar role.
- Ideal candidate would have worked in either of the following industries: Selling software and SaaS solutions to Industrial and Manufacturers, and / or to OEMs who make Industrial machines, Telcom, Telco operators, Telecom OEMs who make connected devices and machines
- Hands-on experience with selling to a cold prospect (you have the endurance to withstand all the people saying “no” to find the person who says “yes”)
- Track record of achieving objectives under metric-driven bonus plans
- Experience with CRM software and MS Excel & PowerPoint (developing/analyzing spreadsheets, charts, and presentations)
- Understanding of sales performance metrics
- Excellent written/verbal communication skills
- Ability to deliver engaging presentations
- Ability to understand sales strategies appropriate to a technology company
Educational Requirements:
- Bachelor’s Degree or equivalent in Computer Science / Engineering / Applied Mathematics / Applied Physics OR in Business
- Additional Certifications in IT areas will be an added advantage.