Inside Sales Representative

Job Summary

As part of the Tenable Team, this role will be responsible for following up open opportunities and working with partners to convert the quote to order in High Velocity (HV) and Commercial segments. This will be a partner facing role involved in opportunity management, liaising with partner and driving the opportunity towards closure. It is a supporting role to quotes team and will cover both new and renewal business

This role supporting the Tenable Network Security portfolio will involve:

• Follow up and providing feedback on open quotes in High Velocity (HV) and Commercial segments

• Contacting partner by phone or email to gain information and qualify the opportunity then provide details to product and sales team at Westcon

• Identify upsell opportunities and address any issues and liaise with the relevant dept to resolve

• Develop partner relationships and Increase engagement with customers to understand reasons for non- purchase

• Ensure customer satisfaction through the timely provision of accurate information and quotes

• Complete administrative tasks and ensure sales pipeline is accurate and remains full of qualified opportunities and leads.

• Update opportunity status in D365 system and provide additional information on fortnightly cadence call with Tenable

• Provide basic product information and manage enquiries when needed on Tenable products and provide partners with relevant tools to assist them

• Develop rapport and strong relationship with Tenable team and key stakeholders

• Contribute and engage with wider Tenable Westcon vendor team and attend team meetings as required

• Additionally, the position may require ad-hoc follow-up on marketing activities to drive participation and awareness

• Allocate time effectively to ensure partner expectations are achieved and role requirements are met

• Complete basic product certifications as needed to ensure accurate knowledge of products and recent changes

• Attainment of quarterly KPIs and Tenable targets

• Articulate the Westcon Group value messaging in a professional and consistent manner.

Duties and Responsibilities

• Follow up on open quotes by proactively calling partners to determine status and progressing to closure
• Provide forecast and feedback on pipeline in a timely and accurate manner and record information in CRM
• Escalate complex requests and contribute to resolving all issues by consulting with appropriate internal resources for guidance through to resolution
• Provides excellent customer service by responding to requests and queries in a timely and professional manner
• Support vendor marketing initiatives by communicating offers to the partner base
• Develop understanding of the vendor strategy and products to be able to effectively support customers
• Report back to Westcon Comstor management on relevant market information
• Accomplish administrative tasks to support team and business objectives

POSITION REQUIREMENTS

Skills and Knowledge

Customer Service:

• Strong written and verbal English
• Good understanding of Customer Relationship Management
• Understanding & delivering the “Best in Class” Customer Service at all times
• Confident in dealing with partners and developing ongoing relationship with Westcon

Technology:

• General knowledge of Cybersecurity and Communications technology
• Proficiency to use standard software: MS Office Applications & Database software
• General Computer literacy

Finance & Compliance:

• Calculate and maintain minimum profitability requirements on a transaction level
• Understanding of foreign currency and conversion of values between AUD and USD

Experience and Qualifications

• Customer Service experience
• Sales experience

Personal Attributes

Desired Skills

• Strong team player
• Proactive nature
• Responsible and accountable for key performance areas
• Objective, professional & diligent
• Effective communication skills at all levels – verbal & written
• Strong administration skills
• Able to resolve problems and deliver under pressure
• Attention to detail
• Enthusiastic and energetic
• Flexible and adaptable to new concepts and methods of working
• Highly motivated to maintain and achieve team and Company goals

Values

• Demonstrates and embraces Westcon-Comstor values of Excellence, Innovation, Partnership, Integrity and Empowerment

Operating Environment

• High performance and busy sales environment to achieve and maintain high levels of customer satisfaction
• Excellence in service levels required to both internal and external customers