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OEM Commercial Inside Sales Representative

POSITION SUMMARY

The OEM Inside Sales Representative will build and manage OEM Partnerships in the Region via the phone for small sized software companies, information providers and hardware companies, many of which are in start-up mode. This job will create the process for engaging and managing such partners and be responsible for a revenue number from these partnerships.

KEY RESPONSIBILITIES & TASKS

  • Manage a core set of partners & quota revenue – typically 20 – 40 depending on the geography.  This includes; customer satisfaction, enablement, onboarding, revenue tracking, selling new upgrades, expanding business where applicable, training salesforce, managing escalations, frequently checking in on progress, issues, obstacles, promoting success, etc.
  • Responsible for generating net new partner recruitments including lead generation, qualification of inbound leads, managing complete sales cycle through contract pricing/negotiations, closing, and ultimately booking new revenue.
  • Build approach plan and acquisition strategy for each to deliver sales targets and maximum customer satisfaction
  • Be prime Partner contact throughout the acquisition process through post acquisition and revenue based activities
  • Achieve the required quantity and quality of outbound calls to OEM prospects to qualify and convert enough new business to meet a monthly quota as set by Qlik management.
  • Generate OEM sales by cold/warm calling current and prospective customers
  • Attend joint sales calls with Partner when appropriate.
  • Prepare and execute “Seeing is Believing” (SIB) events
  • Build a sustainable pipeline with each Partner with regular reviews to maintain cadence, expectations and deliver results
  • Provide pricing, proposals and order management over the phone and through email. Utilize phone, email and web tools to communicate and present company offerings.
  • Forecast and track deals and present to management on regular basis
  • Work with other OEM Account Managers to ensure success.
  • Participation in trade show events, workshops, seminars and other marketing events as required.
  • Responsible for attaining/exceeding annual quota
  • Limited Travel is required in the Western Region.
  • Maintain Salesforce.com with accurate data

DIMENSIONS SPECIFIC TO THIS ROLE

Key Stakeholders

  • NA

Direct Reports

  • NA

Geographical accountability/Regions

  • U.S.A. & Western Canada

Revenue/Cost/P&L/ Budget responsibility

  • NA

Qualifications and Experience

  • 2-4 years of successful OEM specific sales experience in software (technology) solutions sales and account management – strategy, goal setting, consistent performance and results
  • Experience in selling solutions and concepts to senior decision makers, including product management, finance, executive, sales and marketing.
  • A sense of urgency and enthusiasm in a team environment. Leverage team resources in technical pre-sales, consulting, technical account management and marketing to achieve results.
  • Ability to qualify and prioritize prospects, and generate opportunities through prospecting, networking and relationship building
  • Strong communication and negotiation skills
  • Creative thinker with the ability to multi-task.
  • Able to receive and assimilate constructive management coaching
  • An outgoing, focused and organized person with a strong will to succeed
  • Ability to take deals from lead to closure to product launch.
  • Experience managing complex sales, using existing sales methodologies (CCS), in matrixed organization.
  • Knowledgeable in creating proposals with understanding of revenue recognition and royalty structures.
  • Ability to create pricing proposals that match customer needs and complex go-to-market situations.
  • Knowledge of development licenses, SaaS infrastructure, royalties, pre-payment methods, training and services pricing structures required.
  • Understanding of Business Intelligence, reporting and dashboards.
  • Must have excellent PPT and presentation skills, be a self starter and able to work independently within a matrixed organization.
  • Use of Salesforce.com experience desired.
  • Bachelor equivalent mandatory

Languages

  • Business level English mandatory
  • Other relevant languages would be an advantage

Mobility – infrequent travel, approximately once per quarter. Able to work at computer and phone for extended periods.

Qlik is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Qlik via-email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Qlik.

 *LI-AG

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About Qlik

Qlik is a leader in visual analytics. Its portfolio of products meets customers' growing needs from reporting and self-service visual analysis to guided, embedded and custom analytics. Approximately 40,000 customers rely on Qlik solutions to gain meaning out of information from varied sources, exploring the hidden relationships within data that lead to insights that ignite good ideas. Headquartered in Radnor, Pennsylvania, Qlik has offices around the world with more than 1700 partners covering more than 100 countries.