Inside Sales Representative (SLED)

The Inside Sales Representative is responsible for generating Lexmark hardware sales to a segment of the SLED marketplace.  The position involves interacting directly with SLED customers in the geography as well as our dealers and partners that sell Lexmark products into this space.   The role requires a high level of daily activity including prospecting for new end user opportunities and leveraging relationships with our partner community.  The ISR will also work with an assigned Outside Account Manager to drive new customer opportunities in the territory.  This roll will work to coordinate the appropriate Lexmark specialists and resources that may be required to close any individual sale.  SLED experience is preferred, but not a requirement.

Core Role Capabilities:

This will primarily be accomplished via a mixture of face-to-face meetings and telephone sales activity through which the ISR will be expected to develop relationships with resellers to foster loyalty and ultimately sales of Lexmark products and services.  The role is within Lexmark’s Channel organization which is tasked with driving sales into the small to medium business segment through specifically in the state/local government and education customers while supporting business partners, IT resellers and copier dealers selling the company's products and/or services.  Required telephone activity will include identifying decision makers, determining customer needs, identifying features and benefits, overcoming customer objections and training resellers on Lexmark Products. The ISR will be accountable for meeting substantial sales targets through the Lexmark reseller partners within their territory.

• Ability to identify new revenue opportunities for utilizing offerings from Lexmark including hardware, software, and services.
• Proven ability to work with an end users, dealers, identifying industry specific trends, challenges and opportunities.
• Responsible for delivering and/or coordinating resources to provide consistent and quality sales, service and solutions training.  
• Strong relationship building skills along with excellent communication and persuasion skills.

Job Expectations:

• Strong sales skills including prospecting, strategic questioning, and presentation skills.
• Ability to build and maintain a network of colleagues, partners and customers to share information and develop prospects.
• Ability to effectively work with, engage, and manage multiple Lexmark and Partner team resources
• Ability to lead an effort to plan, organize, develop, and complete a proposal response
• Demonstrate strong knowledge of Lexmark hardware and solutions offerings 
• Experienced with high degree of proficiency using MS Excel, PowerPoint, and MS-Word
• Minimum expectation is to achieve annual revenue objectives

Requirements:

• Minimum of 2+ years sales experience
• Bachelor’s degree preferred
• Experience in the SLED industry preferred
• Technical hardware background preferred
• Sales coaching or training experience preferred
• Prior outbound sales experience preferred

• Proficiency with spreadsheet and database applications
• Determination and drive to assist in sales efforts
• Ability to assemble data from multiple sources to initiate solving problems and complete tasks quickly
• Ability to communicate in a convincing manner and to adapt and learn new concepts quickly
• Excellent oral and written communication skills

Additionally, Regular reviews and communication with management and sales teams will be expected in order to understand areas of success and concern as Lexmark constantly seeks to improve the level of service offered to its resellers and partners.  Activity management and tracking will be required.

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