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:
- Developing new Enterprise-level client accounts as well as maintaining existing account relationships to achieve individual and team sales targets
- Building a database of prospects and managing sales pipeline
- Developing effective sales strategies in preparations for initial engagements
- Leveraging existing base of industry contacts and clients to promote company software and SaaS portfolio
- Increasing ‘wallet share’ from newly acquired business over time by way to expanding the scope of work/engagement
- Preparing proposals in response to client RFIs and RFQs.
- Researching competitor product and services offerings
- 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
- Attending tradeshow and networking events to promote company product and services.
- Mentoring Sales team member and guiding them on sales process, industry characteristics, business scoping, sales quality, lead generation and lead conversation, etc.
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.
- 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 8-10+ years’ work experience as Sales Operation Lead, Sales Manager 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
- Experience selling complex technical solutions to executive decision-makers.
- Strong leadership and managerial experience
- 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
- Good self-management skills and ability to prioritize tasks effectively
- Excellent interpersonal skills and the ability to flourish in a competitive industry
Educational Requirements:
- Bachelor’s Degree or equivalent in Computer Science / Engineering / Applied Mathematics / Business Management
- Additional Certifications in IT areas will be an added advantage.