Latest Vacancies at Inlaks

Job Description

• Proactively prospect for new clients by networking, cold calling, or other means of generating interest from potential clients
• Manage the full sales life-cycle, from initial prospect through to closing sales
• Manage both new and existing clients, develop your pipeline of opportunities
• Accurately forecast and report to sales management
• Work both directly with clients and with partner vendors on business opportunities
• Achievement of monthly / quarterly / annual new business targets
• Develop and execute against sales activity plan in order to achieve the agreed targets
• Build and maintain relationships with new business prospects
• Meet with clients to qualify engagements and gain commitment
• Business Administration - manage the reporting of the KPI's* and general CRM housekeeping
• Sign up to and execute against a set of end to end sales methodology and processes
• Monitor and report on activities and provide relevant management information
• Liaise and attend meetings with other company functions necessary to perform duties and aid business and organisational development
• Support Channel Activity with Partner Account Mapping and Partner Activities
• Attend marketing events
• Attend training to develop relevant knowledge and skills

The Successful Applicant

• Minimum 5+ years technology sales experience
• Proven new business sales achievement against target - hunter mentality
• Ideally with experience of both Direct & In-Direct sales roles.
• Understanding of solution selling
• Understanding of Corporate IT teams and their buying processes
• Strong communication skills (Written and Verbal)

What's on Offer?
An exciting career path with Inlaks Limited.

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Reports To: Network and Security Consultant
Supervises: N/A
SBU/ Dept/Unit: Enterprise Business Unit

Accountability

• Providing technical support to EBU Sales team on all network and security opportunities
• Accountable for the networking and telecommunication infrastructures in EBU

Functions & Responsibilities

• Assist sales representatives during customer facing calls to help gather customer requirements
• Advise customers on the latest product and solution offerings with a good understanding of the supported features
• Guide customers on design scenarios; upgrade paths, product road maps, and industry best practices
• Stay current on industry technology trends through partner training and provide knowledge transfer to customers and team members
• Provide technical support during product demonstrations that familiarize the customers with the product(s) involved in the proposed solution
• Perform technical presentations to ensure understanding of the design and equipment requirements in support of the sales process
• Create a bill of materials for the sales representatives along with a clear outline of the benefits
• Produce diagrams and proposals as required to help document the overall solution and illustrate the recommended design
• Handle and coordinate RFP responses as required
• Review, interpret and respond to detailed business requirements specifications (BRS) to ensure alignment between customer expectations and current or future ICT capability
• Define and design technology solutions to assist the business in meeting their business objectives within the agreed enterprise architecture
• Carry out Proof of Concept implementation and support to showcase suitability of technology solutions for customer environments
• Undertake system assessments to document statistics of customer infrastructure inclusive of remediation steps for improvement
• Develop, test, implement and support technology solutions, and report on delivery commitments to ensure solutions are implemented as expected and to agreed timeframes.
• Develop new opportunities and creating enterprise wide deployments as well as drive the technical account strategy, design and build innovative solutions, and overcome technical obstacles to drive successful deployments and create long term customer value
• Manage relationships, engagements and communications with external and internal customers/vendors/partners, drawing up architecture, technical documents and projects timelines, and ensure objectives are met.
• Understand and properly communicate client’s expectations to the team
• Any other responsibility assigned by management

Key Perfomance Indicator

• 80% participation in local seminars and conferences to improve knowledge base on Network and Security Solution Offerings from our Partner OEMs
• % R&D completed to improve consultative selling skills
• Number of customer presentations
• Personal development - Cisco Certified Network Associate, ITIL etc

Skills / Competency Requirements
Required Knowledge, Skills & Abilities:

• Routing
• Switching
• Collaboration
• Wireless technologies
• Network Cabling
• Application Delivery Controllers
• Universal Threat Management
• Endpoint Protection
• Network Design
• ITIL
• PowerPoint Presentation Skills
• Proposal Design and Development
• Lead Generation
• Problem Identification
• Prospecting

Generic Skills:

• Business Writing
• Taking Initiative
• Ownership
• Analytical Skills / Problem Solving
• Time Management
• Interpersonal Skills
• Meticulous approach to work

Professional Requirements
Qualification:

• First degree in any related discipline

Minimum Experience:

• Minimum 4 years of experience supporting core routing and switching related products
• Familiarity with at least one of the following technology categories: Network Security, Networking
• Cisco Certified Network Professional (CCNP)   

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Reports To: Head, Enterprise Business Unit (EBU)
Supervises: Account Managers
SBU/ Dept/Unit: Enterprise Business Unit

Accountability

• Responsible for generating ongoing revenue for INLAKS through the sale, delivery and support of high quality solutions to major clients and on occasion prospects while managing and ensuring high levels of client satisfaction and reference ability.

Functions & Responsibilities
Sales:

• Generate and manage sales/ revenue pipeline by identifying and winning profitable license, training, consulting and support & maintenance business;
• Manage and develop the relationship(s) across our Market allocated to maximize Inlaks’ product usage in the account;
• Engage and manage a team including Account Managers and peers like Pre-Sales consultants, the Client Engagement Manager, Training Manager, other services personnel and Finance as appropriate throughout the sales cycle;
• Proactively identify ways to help clients reach their strategic goals through constant knowledgeable and informed communication regarding Inlaks’ products, services and direction;
• Take ownership of sales proposals for the team, market and ensuring that they are provided to a high standard, in a timely manner;
• Generate ideas and suggestions, writing proposals, refining the scope of work and budget, negotiating prices, and assisting in the drawing up of contracts;
• Work as part of the account management team to identify and package new sales propositions. Each team member will, from time to time, be asked to research, write-up documentation and marketing pieces, or undertake other action items as defined in regular meetings.

Cash Collection:

• Ensure customer invoicing is promptly done by collaborating with internal stakeholders including Finance and Implementation teams;
• Ensure prompt follow up with customers to ensure payment;
• Treat cash collection as importantly as sales activity;
• Take ownership of the internal stakeholder collaboration and work to resolve any issues encountered in the process of cash collection.

Customer Satisfaction:

• Raise customer satisfaction for the nominated territory to the requisite corporate level;
• Ensure that reference-ability within the nominated territory is at the requisite corporate level

Services:

• Manage Inlaks deliverables including resourcing, and monitoring against an agreed plan;
• Oversee Inlaks services sales engagements and represent Inlaks on related steering committees to manage profitability and risk to Inlaks;
• Obtain required client and internal authorization and sign-off for services engagements

Relationships:

• Represent Inlaks to existing clients, and representing clients to Inlaks;
• Maintain and build customer relationships with the client’s stakeholders to promote customer loyalty, satisfaction and reference ability, and to expand outside of existing relationship
• Frequent and effective communication and interaction with client contacts at multiple levels
• Any other responsibility assigned by management

Key Performance Indicators

• Percentage Market Share
• Percentage of repeat business turnover/revenue
• Client acquisition rate
• Conversion rate of potential customers
• Customer satisfaction rating
• Attrition Rate
• Percentage increase in revenue
• Percentage of leads generated
• Staff appraisal ratings
• Customer Acquisition Cost (CAC) Ratio

Skills / Competency Requirements
Required Knowledge, Skills & Abilities:

• Client Relationship Management
• Key Account Management
• Cross and Upselling
• Negotiation
• Proposal Development
• Customer Value Management
• Sales and Budget Planning
• Market Development
• Product Development
• Strategy Implementation
• Innovation Management
• Business Intelligence

Generic Skills:

• Business Writing
• Initiative Taking
• Ownership
• Analytical Skills / Problem Solving
• Time Management
• Interpersonal Skills
• Meticulous approach to work
• Attention to detail
• Capable of meeting high standards
• Good problem-solving skills
• Strong proficiency in Microsoft Office, particularly Excel

Supervisory Skills:

• Conflict Management
• People Management
• Coaching and Mentoring

Professional Requirements
Qualification:

• First degree in any related discipline    

Minimum Experience:

• Minimum of 5 years’ solutions sales and/or account management experience involving large, complex projects.
• Proven sales success, client management, and service delivery experience
• Excellent Subject Matter Expertise in some or all of OEM applications
• Track record of working with multi-site/country clients
• Proven stakeholder management skills, understanding of the sales process and methods, and profitability and risk management skills
• Strong consulting skills with excellent commercial awareness and negotiation skills
• Understanding Inlaks’ products and services, its competitors’ offerings and the key differentiators
• Advanced interpersonal skills and excellent written and verbal communication skills
• Proven conflict and issue management skills
• Experience of working with audiences with varying levels of technical understanding in different cultures

go to method of application »

Reports To: Head, Enterprise Business Unit (EBU)
Supervises: Junior Network Engineer
SBU/ Dept/Unit: Enterprise Business Unit

Accountability

• Responsible for interacting with Clients’ IT Strategists, Operations, Information Security, Business Owners, and Project Management teams to ensure operational availability
• Accountable for the networking and telecommunication infrastructures in EBU

Functions & Responsibilities

• Assist sales representatives with customer facing calls to help gather customer requirements
• Advise customers on the latest Cisco product offerings with a good understanding of the supported features
• Guide customers on design scenarios; upgrade paths, product road maps, and industry best practices
• Stay current on industry technology trends through partner training and provide knowledge transfer to customers and team members
• Conduct product demonstrations to familiarize the customers with the product(s) involved in the proposed solution
• Perform technical presentations to ensure understanding of the design and equipment requirements in support of the sales process
• Create a bill of materials for the sales representatives along with a clear outline of the benefits
• Produce Visio diagrams and proposals as required to help document the overall solution and illustrate the recommended design
• Handle and coordinate RFP responses as required
• Review, interpret and respond to detailed business requirements specifications (BRS) to ensure alignment between customer expectations and current or future ICT capability
• Provide input to the strategic direction of technology investments to assist in the development of the enterprise architecture and maximise the return on technology investment
• Define and design technology solutions to assist the business in meeting their business objectives within the agreed enterprise architecture
• Develop, test and implement technology solutions and report on delivery commitments to ensure solutions are implemented as expected and to agreed timeframes.
• Develop new opportunities and creating enterprise wide deployments as well as drive the technical account strategy, design and build innovative solutions, and overcome technical obstacles to drive successful deployments and create long term customer value
• Drive a team of technology professionals.
• Nurture and grow revenue base from current client base, use metrics and analytics to drive revenue and shorten lead and development times.
• Manage relationships, engagements and communications with external and internal customers/vendors/partners, drawing up architecture, technical documents, projects timelines and ensure objectives are met.
• Understand and properly communicate client’s expectations to the team
• Any other responsibility assigned by management

Key Performance Indicators

• Revenue from existing clients
• Revenue from new customers
• Number of upselling and cross selling opportunities
• Number of pre-sales activities that generated revenue

Skills / Competency Requirements
Required Knowledge, Skills & Abilities:

• Routing (ISR, ASR)
• Switching (Nexus)
• Load Balancing and Firewall technologies
• Collaboration
• Intrusion Prevention
• Wireless technologies
• Visio Skills
• Project Management
• Client Relationship Management
• PowerPoint Presentation Skills
• Proposal Design and Development
• Negotiation
• Prospecting
• Sales Planning and Closing
• Consultative Selling Skills

Generic Skills:

• Business Writing
• Initiative Taking
• Ownership
• Analytical Skills / Problem Solving
• Time Management
• Interpersonal Skills
• Meticulous approach to work
• Attention to detail
• Capable of meeting high standards
• Good problem-solving skills
• Strong proficiency in Microsoft Office, particularly Excel

Professional Requirements
Qualification:

• First degree in any related discipline    

Minimum Experience:

• Minimum 10 years of experience supporting Cisco core routing and switching related products
• Familiarity with at least one of the following Cisco technology categories: Security, Wireless, or Data center
• Cisco Certified Internetwork Expert (CCIE