Hybrid Inside Sales Representative

Fast Lane is a global IT education and consulting services company, providing advanced IT training and professional services for technical vendors such as Cisco, NetApp, Gigamon, Google, VMware, Microsoft, AWS and more. We enable our customers to execute their digital business strategies through our comprehensive portfolio of authorized training courses focused on emerging technologies as well as through our custom professional services. Our core competency is the outsourced delivery, development, management and marketing of vendor-authorized technical training on advanced technologies including Cloud Computing, DevOps Deployment, IoT, Big Data, Security and Mobility.

Reports to: Director of Sales

Meeting frequency: Weekly

Position Classification: Salary Exempt

Performance review: 90-day performance review and weekly and monthly customer experience review

Job Description

Fast Lane is looking for a qualified Inside Sales Representative to work virtually in North America or out of our Morrisville, NC headquarters. This position is a mid-level role 3-5 years of previous experience in a business-to-business sales role is preferred. This Inside Sales Representative will be a hybrid role and will include some named accounts and a geographic territory in Canada. They will also work closely with a Strategic Account Manager/s (SAM/s). An inside sales representative will play a fundamental role in achieving our ambitious customer acquisition and revenue growth objectives. This person must be comfortable making dozens of calls per day, working with channel partners and Vendor reps, generating interest, assessing customer needs, qualifying prospects and closing sales. In addition, the ISR will be identifying opportunities for follow up by the SAM/s. Compensation will include a competitive base salary and commissions.

Specific responsibilities include:

  • Named account planning and strategizing
  • Researching accounts, identifying key players and generating interest
  • Achieving daily call plans
  • Prospecting and closing training business within assigned opportunities
  • Identifying and understanding customer needs and interests then effectively communicate benefits and opportunities of training with Fast Lane.
  • Routing qualified opportunities to the appropriate Regional Account Manager for further development and closure
  • Answering incoming customer inquiries via phone, e-mail or chat
  • Following up with existing customers after classes
  • Managing call campaigns on specific marketing promotions and initiatives within assigned territory(ies)
  • Establishing a relationship with vendor partners and associated channel to help identify and support key customers
  • Staying current on the competitive landscape
  • Effectively utilizing Fast Lane’s CRM to track pipeline and develop a rich customer database
  • Partnering with Vendor Partner Account teams

Product Knowledge

  • Complete understanding of value propositions for different vendor offerings
  • Understands certification and certificate tracks
  • Continuously update knowledge and keep up with updates and product changes

Quality Course Delivery

  • Follow up on all students who attended open enrollment programs
  • Review and follow up on class evaluations
  • Speak with product managers and operations about delivery issues
  • Complete full circle follow up on customer satisfaction issues and resolution

Customer conversation and follow up

  • Follow up on inbound web questions from customers
  • Follow up on online web registrations
  • Find answers to customer questions so you can correctly answer
  • Partner with Vendor Partner Account teams to further relationships in accounts
  • Reach out to past individual customers to offer to follow on services
  • Handle class cancellation calls
  • Maintain history of customer conversations in CRM
  • Maintain vendor interest and correct contact information of customer in CRM
  • Generate leads by calling prospect lists provided by Manager
  • Contact customers for follow up regarding payment
  • Partner with SAM to assist with developing SAMs named accounts

The successful candidate will have the following characteristics:

  • 3-5+ year successful track record in B2B sales role
  • Ability to ask circumstance, challenge and closing qualifying questions
  • Skill using business tools including Internet, MS Windows, Excel, Word and Outlook
  • Can do, people-orientated positive attitude is essential
  • Strong organizational, verbal, and written skills
  • Skills using productivity and collaboration tools including:
    • World Wide Web (research accounts)
    • Windows 10 Operating System o Microsoft Excel, Word and Outlook
    • Microsoft Teams
    • Skype for Business
    • Cisco WebEx
    • Zoom
  • Ability to multi-task, priorities, and manage time effectively
  • Experience with communication over the phone and handling 40 + calls per day
  • Strong listening and presentation skills
  • Ability to uncover and use internal resources for service and consulting opportunities
  • Independent, self-motivated worker requiring little supervision
  • Ability to handle multiple clients simultaneously in a fast-paced environment