SMB Digital Sales Representative

Job Description

Responsibilities

• Manages virtually (via phone, email, and social platforms) a defined set of Small and Medium Business (SMB) accounts, including assigned and acquired customers.
• Builds, maintains, and forecasts a sales pipeline focused on SMB growth, and develops account plans aligned to SMB segmentation strategy.
• Works closely with distribution partners, managed resellers, and field sales teams to progress opportunities to closure.
• Actively generates and qualifies leads within the SMB segment to create new business opportunities.
• Sets and executes sales strategy for assigned SMB territory or account cluster.

Requirements

• Bachelor’s Degree or equivalent (preferably IT/Sales).
• 3-5 years of relevant SMB sales experience or equivalent.
• Proficient in SMB account management, acquisition, retention, and development.
• Strong understanding of company’s SMB-focused portfolio of products and services.
• Knowledge of IT and networking solutions tailored for SMB challenges.
• Excellent communication and negotiation skills for SMB decision-makers.
• Ability to collaborate within a team and occasionally lead SMB-focused initiatives.
• Depending on role, may require hunter approach for new SMB acquisition or strategic “farmer” approach for SMB relationship selling.
• Proficient in CRM tools (e.g., Salesforce) for managing SMB relationships and associated data.