Inside Sales Representative - Software

Chicago, IL
United States

Guidance Software

201 to 500 employees

At Guidance Software, we love working with gifted, ethical, enthusiastic people. Throughout our company and across our partner and customer communities, we solve problems by collaborating with some of the best minds in security and digital investigations every day. If you’re ready to use your skills to make a real difference in the world, take a closer look at Guidance Software. We can do great things together.

Company Info

Job description

The Commercial Inside Sales Representative develops and closes net new opportunities for the Encase product line to Commercial clients using a consultative sales approach

ESSENTIAL FUNCTIONS:

  • Sell EnCase Enterprise, EnCase eDiscovery, EnCase Cybersecurity to net new customers. Upsell EnCase Enterprise to existing EnCase Forensic customers. Continuously identify opportunities for customer development and revenue growth
  • Engage in cold-call prospecting to nurture clients to create net new opportunities. Responsible for meeting call volume targets as outlined in the Standard Operating Procedures
  • Develop opportunities through cold-call prospecting, leads driven via webinars, email promotions, trade shows and events, web enquiries and phone enquiries etc. using consultative sales skills
  • Responsible for implementing call quality processes and implementing specific call guidelines
  • Execute an entrepreneurial approach - Initiate proactive outbound phone follow up calls to lay the groundwork, develop the foundation to nurture prospects into opportunities in the long run
  • Responsible for achievement of quarterly, year-to-date and annual sales goals/targets
  • Execute Inside Sales Partner strategy to generate net new opportunities
  • Coordinate and ensure successful customer implementation. Own post-sale customer hand-off to Field Account management team and ensure execution in a timely manner
  • Participate in ad-hoc sales campaigns and programs to help generate new prospects/opportunities
  • Ensure opportunities are qualified properly and ensure referral to Field Sales team as appropriate and in accordance with internal rules of engagement
  • Utilize Salesforce.com to ensure activities are documented properly, opportunities are forecasted accurately and adequate information regarding the prospect and/or opportunity is communicated
  • Ensure internal rules of engagement and other processes are followed at all times. Escalate issues and concerns when appropriate
  • Comply with company policies and procedures. Complete additional duties as specified to include but not limited to – commission claims, reporting and training team members
  • Ability and willingness to work late night and early morning hours. Prioritize multiple tasks in a fast paced team environment

ESSENTIAL REQUIREMENTS:

  • Minimum 5+ years inside sales experience in a B2B commercial inside sales role. Experience in selling technology solutions to Director and C-Level executives to SMB and Large enterprises including Fortune 500 and Fortune 1000 companies in an inside sales environment is required
  • Excellent phone communication skills. Experience meeting minimum outbound call volume and/or talk time goals in most recent role is mandatory. Excellent business writing skills is a must
  • Ability to generate accurate forecasts to properly project quarterly and yearly sales. Experience generating 3x to 4x pipelines for B2B sales deals in most recent role is a must
  • Experience using consultative sales skills in most recent role is required. Experience adhering to call-scripts, guidelines to meet/exceed goals of weekly and monthly call coaching sessions
  • Strong ability to manage the sales cycle from start to finish by leading prospect from enquiry to close. Must be organized and detail-oriented with excellent follow-up skills
  • Basic computer knowledge required. Ability to multi-task with several tools, work independently and prioritize tasks, honor rules of engagement and follow policies, processes and procedures
  • Ability to work shifts, additional hours at quarter end or based on business needs
  • Travel may be required occasionally based on business needs

Company is an Equal Opportunity Employer (EOE). Company provides equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran or disabled status.

Company Description

At Guidance, we exist to turn chaos and the unknown into order and the known so that companies and their customers can go about their daily lives as usual without worry or disruption, knowing their most valuable information is safe and secure. Makers of EnCase, the gold standard in digital investigations and endpoint data security, Guidance provides a mission-critical foundation of applications that have been deployed on an estimated 25 million endpoints and work in concert with other leading enterprise technologies from companies such as Cisco, Intel, Box, Dropbox, Blue Coat Systems, and LogRhythm. Our field-tested and court-proven solutions are used with confidence by more than 70 of the Fortune 100 and hundreds of agencies worldwide. Get to know us at guidancesoftware.com.

Work location: Chicago, IL

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