Inside Sales Representative

The big picture

As an Inside Sales Representative, the role will be mainly focused on converting new business leads into paying customers. The exciting thing about this role is that Seequent has products within its portfolio that are world class and deemed by many existing customers as ‘best in breed’ for geological and geophysical data visualization and decision making. You’ll get the opportunity to demonstrate your capability to be creative and use your expertise in your discovery to help solve our customers complex issues. Everything starts and stops with our clients' goals and needs - we can't meet our goals without overcoming their challenges and having them meet their needs. The main objective for this role is to pick up the lead generation activity and progress those leads through the sales funnel, ultimately increasing the revenue potential from marketing programs. You will do some prospecting, but focus largely on qualifying, quoting and closing new business of the Seequent products. You will be integral in the experience our new customers receive through product evaluations, onboarding and self-start collateral. We’ll provide you with a fun and energetic working environment for you to reach out to our leads through telephone and email. The leads will come to you from Australia, New Zealand and Asia Pacific. In return for your tenacity to succeed, we’ll provide you with a base salary and a variable incentive OTE.

Our expectations of you

Lead Qualification, Onboarding and Conversion

The core objective of the role is to qualify sales leads through email and telephone outreach and convert them to paying customers. The inside sales role will be an integral collaborator of marketing campaign activity. It will involve a journey of engagement, education, milestone management, follow-up and closure.

Being a collaborative team player and feeding information back to the appropriate teams within the business and recording this within the CRM.

Some lead generation will be required through dedicated workflows using tools such as LinkedIn Sales Navigator.

What Success Looks Like

• An excellent ability to develop rapport and professionally represent Seequent as you take the leads on their journey to ‘buy in’ and learning more about their challenges and needs.
• Work with sales & /marketing to enhance and modify call scripts and email templates.
• Secure attendance at Seequent events to further assess potential sales opportunities and follow up on face to face connections made with our customer facing channel at these events.
• Develop a close working relationship with the regional marketing specialists to development content that is generating high quality leads.
• To understand how the needs of a customer aligns with the value proposition of the products we sell.
• To build trackability and close rate metrics for the region in the CRM of time taken to qualify and close leads.
• To work alongside the regional marketing specialists in defining the cost of acquisition and the return on investment of our campaigns. 

Sales/Revenue Generation

The successful applicant will need to have a high level of personal gravitas, together with extremely well-developed relationship building and excellent written and verbal communication skills. They will also be highly motivated, and results driven.

Creating revenue opportunities through contacting our leads, undertaking needs analysis and fitting that to the products and services that best meet the potential client’s needs.

To share and celebrate success – To work with our communications team on the reasons why a customer buys and the challenges we help them to overcome.

Providing high quality business cases and written summaries about our products and the benefits to the organization prior as part of the conversion to cash journey.

Taking a staged and preordained approach to supporting customers through the trial of a product.

Accurate maintenance of ‘CRM’ database.

What Success Looks Like

• Noticeable positive results in gaining new customers and meeting the targets of the regional budget.
• Increase our ‘Lead to Cash’ conversion time and the capacity to measure this. To play a key role in the length of the sales cycle, delivering monthly conversion metrics.
• Work with the regional marketing representative to make note of the success of the types of marketing events and campaigns that we hold in order to attract new customers and determine which ones are most successful in order to schedule more of them.
• To play a part in the evolving and growing of an existing account that would benefit from our existing product portfolio.
• You’ll be a team player and work in conjunction with the regional team to stay up to date on market trends.

Skills, Knowledge and Competencies required to be great at this role

• Excellent communications skills with natural ability to engage conversation
• Exceptional attention to detail with strong organisational skills
• Graduate or equivalent attitude to learning, with experience in software sales or customer service; interest in developing a career in sales
• Demonstrable experience working as part of a closeknit interdependent team
• Motivated with ability to work independently and prioritise own workload
• Proactive – identify ways to improve processes and recommend them, identify opportunities to learn and take them
• To act as the primary salesperson for new sales opportunities by working directly with prospective customers
• Excellent understanding of Microsoft Word, PowerPoint and Excel
• Resilient and composed under pressure
• Commitment to learning and self-development
• A welcoming attitude, and ability to reinforce the values of the company
• Be comfortable and confident with constant company evolution and change, with the opportunities and challenges that brings
• Expected to be "customer oriented", have good communication skills and ability to collaborate with many
• To develop and maintain consultative sales relationships with key-buying influences in a new account sales opportunity
• Technical Sales would be an advantage
• Proactive, always seeking to improve your own ability and to improve company processes.
• Experience with a CRM is a bonus

What We Support You With

People working with you - You will be working closely with the sales director, the sales operations manager and the regional marketing specialist. As is important at Seequent, you will be an integral member of a wider team. You will be a part of the virtual inside sales team across the globe.

Financial Resources - Seequent have committed to providing a well-supported and professional office environment and equipment.  Therefore, the budget will be in place to ensure this commitment is met.

Onboarding/Training - Setting you up for success is important to us. Providing you with a 90day plan, sales process maps, scripts and product value propositions will enable you to apply product(s) to the needs analysis that you undertake. You will not be required to become a geosciences expert, the success of this role is about your ability to be a discovery expert and to apply our products to the challenges you have uncovered.

Travel - It is not expected that travel will form a necessary component of this role, but if this was required within the scope of the role Seequent will pay for and arrange travel to the event or to the location of the customer’s premises.

Learning - Your brain is amazing, and you have the capacity to expand your skills and add new ones. We invest in learning platforms and in-person training to develop our people to reach new levels of professional competence.