Driving net new pipeline generation and existing Pipeline through marketing leads

- Advance 25% of marketing qualified prospects (MQP) to a 20% opportunity stage in MSSP. This should equal 10% of net new EPG pipeline in the current Financial Year. Will be measured as (10% of new pipeline generated in the current financial year / total new pipeline generated in the current financial year) less (banked revenue for current financial year + existing EPG pipeline for current financial year)

- Accelerate 30% of total pipeline through marketing intervention. Move opportunity from its current SSP (Solution Sales Process) stage to the next SSP stage.

Driving assigned sales quota and pipeline generation from targeted activity

- Ensure assigned account revenue targets are achieved and drive for new revenue opportunities in conjunction with the mapped Account Manager.

- Identify roadblocks within accounts effecting deployment and engage resources to remove obstacles.

- Proactively engage customers around marketing campaigns and formal territory plans.

- Identification and qualification of product and solution opportunities leads within managed accounts.

- Driving Software Assurance (SA) Value program awareness and uptake across all EA/SA customers

- Joint territory planning with key partners and successful engagement across opportunity pipeline

- Data mining and analysis of opportunities within managed accounts using Sales & Siebel tools, reporting findings to account team and direct manager.

Managing Customer Relationships

- Drive customer and partner satisfaction through understanding customer needs, providing responsive service to customer issues, integrating partners into the sales process and building relationships with key customer contacts.

- Drive data integrity and depth of customer profile information within Client's customer database.

- Crisp articulation of Client's vision, products, solutions & capabilities to key contacts within assigned accounts.

- Identify, plan and implement reaction to competitive activity as identified through relationships with accounts and partners.

- Custodian of the Territory Plan and ensuring adherence to the Client's Solution Sales Process

- Regular status and performance reporting with the Inside Sales Team lead and mapped Sales Manager. This will include the following data:

- New activities/opportunities initiated across low-touch accounts

- Customer issue escalation and response

- Opportunities identified, refined and updated and moved through prospect & qualify stages.

- Identified deployment issues, opportunities created and progress of current deployment cycle within accounts.

- Competitive win opportunities logged and closed.

- Penetration of support agreements, including Premier and Essentials, into the defined territory

- Execution of marketing campaigns and driving customer attendance at key events

- Fortnightly review meeting with Account Manager/ Sales Manager & account teams to review upcoming planned activities.

- Custodian of all marketing activities and drive traction in the assigned accounts.

- Maintaining effective Customer intelligence for the defined territory

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