Job title: Sales Assistant – Inside Sales
Reports to: VP of Sales – Subject to Change
Department: Sales – San Jose Ca
Date Revised: 09/20/2018

Job purpose

As a Sales Support administrator, you will be an essential part of a successful sales team. You will support the ongoing growth of Exclusive Networks by providing the Regional Sales Managers and their customers with timely and accurate quotes. Special/Non Standard Pricing, Not For Resale Equipment Orders, and Support Renewals requests will be a regular part of your assigned duties.

During high volume times such as End of Quarter your additional duties may also include assisting Sales support with order processing and completion of administration tasks.

Your success will be measured by Revenue and Gross margin achievement along with quote accuracy, daily quote volume, and adherence to Service Level Agreements (SLA’s).

Accountabilities and activities

• To provide a high level of customer service to to our Partners as directed by the Regional Sales Manager and Executuve Leadership.
• You will be part of a team of resources issuing Quotations and processing Purchase orders. The Ability to easily adapt to changing, new, and varying customer and OEM partner requests will be essential.
• Maintaining and exceeding SLA’s for requests and being responsive.
• The candidate must be able to understand a diverse range of vendor products, processes, and procedures.

The Sales Assistant will hold strong internal relationships and use this resource to further enhance the reseller experience of Exclusive networks, other primary goals are to increase products brought through the client base and thus increasing gross margin.

Person specification

(required qualifications, training and experience)

Essential skills for the correct candidate will be:

• Responsive and efficient
• High degree of accuracy and attention to detail.
• Strong written communication skills combined with good telephone etiquette
• Good administrative skills
• Ability to learn and adapt quickly
• Knowledge of Microsoft Office (Outlook,Excel, & Word)
• Ability to problem solve, identifying a client’s needs and respond accordingly

Preferred attributes but not necessary are:

• Knowledge of IT Industry – knowledge of our vendors would be excellent
• Previous use of Netsuite or Salesforce.com CRM systems

Job title: Vendor Business Development Manager
Reports to: VP of Sales
Department: Sales
Date Revised: 10/20/2018

Job purpose

Accelerate Margin and Revenue Growth along with number of active partners for assigned Vendor relationships. Ownership for the day to day business management of revenue and profit targets. Development of the channel via existing and new reseller partnerships.

Accountabilities and activities

For Exclusive Networks:

• Product focus of 1-4 Vendors
• Understand where the vendor technology portfolio and placement to drive complementary solution across the entire vendor portfolio.
• Promote complimentary vendor solutions and articulate the Exclusive Networks message.

• Working to achieve individual and team targets against agreed profit and revenue requirements

• Key contact for the specified vendors within Exclusive Networks, developing relationships at all levels of the vendor organisation. Including but not limited Channel Teams, Distribution, Maintenance and Support, Product, and Sales.
• Training and enablement of Exclusive Networks teamensuring any accreditations are maintained

• Annual and quarterly business planning and review meetings with vendors, key customers and the Exclusive Networks Vendor Alliances Organization

• Managing key accounts alongside the Regional Sales Managers

• Work closely with the internal & external sales teams to set and co-ordinate partner meetings and new customer recruitment efforts.

• Proactively work with Exclusive Networks and Vendor marketing teams to:
  • Recruit, enable and drive new resellers
  • Develop end user lead generation programs with resellers
  • Implement sales & technical training programs

• Manage Pipeline, loan/demo process and Stock profile for the vendor
• Producing weekly, monthly and quarterly sales forecast reports and statistics along with monthly and quarterly results reports for Exclusive Networks management and the vendor.

For the Partners:

• Drive the quarterly business plan working alongside the Regional Sales Managers and Vendor Channel Team
• Work with the partner to on-board vendor through training and enablement across all relevant departments
• On-going training to educate the partner on new releases and competitive messaging
• Support vendor focused activities, such as end user events and focus days
• Align Vendor Business Objective with Exclusive Networks marketing activities to ensure proper messaging and improve sales results.
• The point of contact for escalation

General:

• The ability to form, build, and farm relationships by position the company and vendor’s value effectively and intelligentlyinternally, within the vendor, and partner base.
• The ability to clearly articulate the vendor message to suit the audience, for example technical, commercial or financial and gain the buy in of all stakeholders.
• Ensure that a professional “research driven” approach is adopted to each meeting and opportunity
• Liaising with internal departments eg: Operations, sales, technical consultants, in order to fulfil customer needs, such as arranging demonstrations, organising quotes, logistics and customer risk management.

Person specification

(required qualifications, training and experience)

• Highly motivated, with a pro-active approach to their workload
• Able to work on their own initiative and as part of a dynamic team
• Knowledge of the IT channel, Var Eco System and commercial challenges for distribution
• Confident, warm, fun personality that works hard
• Target-orientated
• Experienced presenting to senior level contacts
• Clear communication
• Analytical skills

Job title: Distributor Led Business Specialist – Internal Account Manager
Reports to: VP of Sales
Department:  Sales – U.S.
Location: San Jose, Ca
Date Revised: 09/20/2018

Job purpose

Distributor Led Business Specialist – Internal Account Manager will provide a single point of contact for a territory-based list of accounts and prospects.

Daily tasks include proactive calling into assigned account lists, prospecting, providing quotations within set SLA times, assisting with queries, looking for opportunities to grow transaction size and position complementary solutions.

The correct candidate will work to a financial target as well as KPI’s geared towards a high level of accuracy and ensuring requests are turned around in a timely fashion. All gaols will be aligned with the Key Vendor’s stated business objectives.

Accountabilities and activities

• To provide a high level of customer service to assigned accounts and prospects. as an internal resource dedicated resource issuing Quotations and processing Purchase orders as well as completing administrative tasks as an when necessary. (i.e. Loans, Deal Registration, deliveries/logistics).
• Drive prospects to complete required credit applications,
• Position NFR units and customer attendance to Exclusive Networks event/webinars.
• Ensure that the CRM database in up to date with the correct Opportunity status etc.
• Assist and manage renewals business with a view to upsell and cross sell
• To provide support (both administrative & sales) with the end goal of helping to exceed targets and widen the range of Exclusive Networks services and solutions offered to customers.
• To own and manage the sales cycle by liaising with the key stakeholders in order to ensure a smooth transactional flow through delivery and completion.
• To develop and maintain strong customer and supplier relationships that enhances and promotes the sales of Exclusive Networks portfolio.
• The candidate must be able to understand a diverse range of vendor products ensuring that knowledge of features and pricing is up to date. The account manager will hold strong internal relationships and use this resource to further enhance the reseller experience of Exclusive networks, other primary goals are to increase products brought through the client base and thus increasing gross margin.

Person specification

(required qualifications, training and experience)

Essential skills for the correct candidate will be:

• Responsive and efficient
• Strong communication skills, with good telephone manner
• Commercially aware
• Attention to detail
• Good administrative skills
• Ability to learn quickly
• Holds strong relationships both internally and externally
• Takes responsibility for personal development with a strong desire to work to and surpass targets
• Knowledge of Microsoft Office (Excel & Word) and Salesforce
• Ability to problem solve, identifying a client’s needs and respond accordingly
• Self starter who can motivate themselves and takes a positive approach to sales

Preferred attributes but not necessary are:

• Knowledge of IT Industry – knowledge of our vendors would be excellent
• Previous use of Netsuite or Salesforce.com  CRM system

Travel requirement

Primary location is our office in San Jose. There may be the requirement for off-site meetings and events.

Job title: Presales Engineering Specialist
Reports to: Sr. Director Support and Product
Department: Support and Engineering
Date Revised: 09/20/2018

Job purpose

Support Exclusive Networks sales resouces and their reseller customers in activities that provide value and drive revenue growth.  Assist the business unit in development of the channel via existing and new reseller partnerships, and serve as a trusted go to technical resource to our vendors and their channel partners.

Accountabilities and activities

For Exclusive Networks

• Obtain and maintain high level presales and where warranted post sales technical certification for assigned Vendor Partners.
• Understand where the vendor complements and competes within the existing vendor landscape.
• Participate in conference calls and web meetings with Partners to assist in positioning of correct solutions for a given end user opportunity.
• Serve as a resource that our Vendors can rely on when they are faced with unique or challenging customer opportunities

• Working to achieve both individual and team targets against agreed revenue and profit requirements

• Support Exclusive Networks Marketing and Business Development Organizations in messaging and training that drive toward stated EXN and vendor business objectives.
• Training and enablement of Exclusive Networks teamensuring any accreditations are maintained
• Develop and maintain relationships with Presales and Installation leaders with in key customers.

• Work closely with the internal & external sales teams to set and coordinate trainings, technical discovery sessions,
• Manage Pipeline, loan process and Stock profile for the vendor
• Ensure internal systems are update date with vendor pricelists, collateral, discount structures and processes.
• Producing monthly sales forecast reports and statistics for Exclusive Networks management and the vendor
• Support the teams External Product Managers with their focus vendors where required.

For the Partners

• Drive the quarterly business plan working alongside the Account Manager and Vendor Channel Team

• Help create end user opportunities for the focus vendors

• Work with the partner to on-board vendor through training and enablement across all relevant departments
• On-going training to educate the partner on new releases and competitive messaging
• Support vendor focused activities, such as end user events and focus days
• The point of contact for escalation

General

• Telephone, email, and/or onsite pre-sales, and some times post-sales, support.
• Identifies current and future customer service requirements with potential and actual customers and other persons in a position to understand service requirements.
• Provides customers product, service, or equipment technical and engineering information.
• Working with internal sales team to prepares cost estimates.
• Develops customer’s staff by providing technical information and training.
• Prepares sales engineering reports by collecting, analysing, and summarizing sales information and engineering and application trends.
• Maintains professional and technical knowledge.
• Identifying short-term and long-range issues that must be addressed; providing information and commentary pertinent to deliberations; recommending options and courses of action; implementing directives.
• Contributes to team effort by accomplishing related results as needed.
• The ability to form, build and form relationships, network effectively and intelligently, internally, within the vendor and partner base.

Liaising with internal departments eg: Operations, sales, technical consultants, in order to fulfil customer needs.

Person specification

Problem solving, network and security knowledge, assess and analyse customer requirement, product development, presentation skill, verbal and written communication.

(required qualifications, training and experience)

• Multiple OS familiarity – Windows Desktop and Servers, MacOS, Android, iOS, Linux ..etc.
• Network and Security technology – TCP/IP, Network Protocols, Ethernet, switches, router, firewall, current network and security trends.
• Network and Security Industry and vendor product certification is plus.  Such as Cisco, Palo Alto Networks, Fortinet ..etc
• Highly motivated, with a pro-active approach to their workload
• Able to work on their own initiative and as part of a team
• Knowledge of the IT channel and commercial challenges for distribution
• Experienced presenting to senior level contacts
• Clear communication
• Analytical skills