Technical Sales Representative

2 weeks ago

Melbourne, Victoria, Australia Smartbear Full time

**About Us**:
We span from test automation, API lifecycle, collaboration, performance testing, test management, and more.

Our philosophy is to not only embrace open source, but openness altogether, which includes diversity, equity, and inclusion. And it's by that principle that we make our tools easy to try, easy to buy, and easy to integrate. We're used by 15 million developers, testers, and operations engineers at over 24,000 organizations - including world-renowned innovators like Adobe, JetBlue, FedEx, and Microsoft.

**Technical Sales Representative**:
**About the Role**:
We are looking for a competent Technical Sales Representative to find business opportunities and manage customer relationships. You will use proactive and inbound selling strategies in order to preserve and expand our customer base. Using your knowledge of digital transformation and change management you will act as a trusted advisor and business consultant to the customer, running the sales process end to end with them.

Your overarching goal is to identify opportunities with prospects and new clients and build them into long-term profitable relationships.

**Your Responsibilities**
- Becoming familiar with the SmartBear products and services
- Finding new sales prospects from both inbound and self-sourced leads
- Quickly identifying business challenges that our prospective customers face and using consultative sales methodology providing solutions for their business, recommending which SmartBear products best suits their needs
- Managing the entire sales cycle from finding a client to securing a deal
- including preparing quotes, negotiating prices, contracts through to completing the customer order.
- Organising product demonstrations to prospective clients
- Arranging for the distribution or renewal of the software licences for the customers
- Selling through internal champions to multiple stakeholders, as well as directly to C -level executives
- Consistently close new business each month/quarter at or above quota level
- Work in collaboration with other internal stakeholders to evolve SmartBear's sales strategy when new features and products are introduced
- Preparing reports on pipeline opportunities and progression of opportunities for the sales management team.
- Preparing reports and submitting records of business expenses incurred

**What you will need to bring to SmartBear**:

- Account Executive/Inside Sales Experience
- software sales experience a plus
- Track record of winning new customers/new teams
- Be comfortable with conversations that may become technical and detail oriented.
- Knowledge of MS Office; knowledge of CRM software (eg. Salesforce) is a plus
- Be enthusiastic and passionate
- especially software sales
- Hold a bachelor's degree or equivalent
- Excellent interpersonal skills, both written and verbal

**Who exceeds in this role? Top performers will demonstrate**:

- An understanding of how businesses grow, and confidence advising C-level executives on growth strategies
- Genuine curiosity about business and technology
- Experience working in a high growth "scale up" environment
- A growth mindset and a habit of seeking feedback for self-development
- Humility and enthusiasm in their work
- High performance in areas outside of professional work (E.g hobbies, side business, sport, creative)

**Salary**: $65,000 plus superannuation, eligibility to earn commission

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