Description
About IP Fabric Named Garter Cool Vendor in Network Automation for 2022, IP Fabric is a disruptive, emerging technology capturing the minds and excitement of critical network infrastructure engineers across Europe and the US by enumerating and modeling the behavior of the entire global networks. We have grown exponentially for four years in a row, now spanning from the West Coast of the US to Prague, the Czech Republic, and beyond. Our company vision is to define and lead the technology space of Network Assurance. To realize this vision we are looking for the sharpest minds in the business to join us and grow as part of our distributed team.
Opportunity: We are hiring for all key markets across EMEA (North - UKI/Nordics/Benelux, Central - DE/AT/CH, France, South -IT/ES/PT) with the opportunity to be based in our offices in London or Prague. Initially reporting to the Global Channel Lead, this role will take responsibility for an individual sales quota purely focused on new business acquisition. Enterprise sales opportunities will be run in collaboration with regional partners, as we are a channel-first organization. Considering the emerging nature of this software and the inherent complexity of enterprise software sales, this person must have experience in enterprise software sales, ideally from a background in either Networking or Security. The ideal candidate will be diligent in sales process execution and Salesforce-based opportunity reporting and management. Early-stage partnerships will bring some level of inbound pipeline however the ability to generate new interest and opportunities on which to collaborate with partners will be crucial to success in this role.
What You'll Do: New business generation – Based on a list of Tier 1 Enterprise accounts in your given market you will be responsible for generating new business opportunities and progressing them through the IP Fabric sales cycle. Attend conferences in your respective region to meet with customers and partners to educate them on Network Assurance. Coordinate internal resources (solution architect, business development, marketing, leadership) as needed to support sales pipeline progress. Accurately report on all activity and necessary data in CRM. Use a consultative sales approach to help prospects understand the transformational impact of Network Assurance and ensure strong opportunity management through multi-threading deals and working with Network Engineering, Operations, Security, and Automation teams. Execute demand generation campaigns with partners.
What You'll Need: 2+ years of business development or inside sales experience in managing and growing enterprise accounts for software sales. Excellent Presentation and Communication Skills: Confident in using a structured approach to prepare and deliver a situationally relevant presentation that is communicated in an interesting, engaging and provocative manner and motivates the audience to take action. Objection Handling: Skilled at anticipating and overcoming a customer or prospect’s negative objection. Consultative selling: serve as a thought leader and coach through all phases of the sales cycle. Help partners to map their customers’ requirements and business drivers to IP Fabric technical capability thus helping to create viable short and long-term solutions. Negotiation: Demonstrate success at effectively negotiating terms with end-users or partners, closing the respective business over the phone. A strong understanding of a B2B SaaS sales environment, including sales tools, content, training methodologies, and how people buy SaaS solutions. Deep knowledge of MEDD(P)ICC. Ability to learn fast and adapt to new and dynamic environments — we are an early-stage startup.
Why IP Fabric? Rapid career development with established metrics to get you to where you want to go. Direct influence on building out a Go-to-Market strategy in a rapidly growing technology space. A seller-centric commission structure that is set up to help you hit OTE faster Access to early-stage startup stock options. Remote working environment with the potential for significant travel if desired Unlimited addressable market