ISV Specialist

at  TOPTALENT

REQUIREMENTS

• Fluent in French (C1)
• Required: 2+ years of Cybersecurity training/sales
• Minimum 2+ Years experience working with Cloud providers/ISVs
• Detailed experience using Salesforce
• Enterprise sales experience
• Bachelor’s degree or equivalent practical experience.
• 3 or more years experience in technology sales and Customer Relationship Management.
• Demonstrated record of 3 years in exceeding sales pipeline or revenue goals in the technology industry with cloud computing solutions.
• Understanding of foundational cloud technologies (e.g. network, compute, database, middleware, visualization, etc.), with a passion for Google Cloud products (e.g. GSuite, Google Cloud Platform, etc).
• Excellent partner pipeline development and management skills, with the ability to present Go-To-Market strategies and results.

• Generate demand through joint campaigns, events, and prospecting customers to build ISV pipeline, as well as triage of partner-sourced opportunities.
• Deliver on quarterly sales targets for specified ISVs who are enabled on client platforms.
• Qualify and nurture these opportunities through collaboration with partners and client field reps.
• Identify customer business challenges and technical requirements, and map to the appropriate client contact and partner solution.
• Leverage repeatable sales plays as applicable and highlight opportunities to update industry pitches based on customer conversations.
• Perform research to provide account intelligence, identify key stakeholders, and build relationships and identify workloads in discussions with IT-decision-makers and practitioners.
• Deliver high-level business and technical messaging to prospective and existing customers.
• Establish joint accountability between ISV sales teams and client to move qualified opportunities through to closure.
• Maintain sales opportunity hygiene with timely and accurate updates in Customer Relationship Management (CRM) tool.
• Establish collaborative cross-functional relationships with peers, Sales, Customer Engineering, Partners, Marketing, and other key roles to drive results.
• Deliver on monthly and quarterly metrics: Pipeline Creation, Pipeline Qualification.