Inside Sales Representative

Description

Company Description

About Salient  The company manufactures and markets video surveillance and video management systems.  Salient is an innovative entrepreneurial enterprise, having experienced its initial growth in the 2010s during the analog to IP transition of cameras.  Salient offers multiple versions of its systems, including a classic on-premise version, a hybrid cloud version, and a camera to cloud solution.  This enables an end user to choose the appropriate version to best meet their individual needs.  The company’s products are open-architected and encourage best of breed integrations from leading software providers around the world.

About the Job The Inside Sales Representative (ISR) position plays a critical role in managing and driving the renewal process for Software Maintenance Agreements (SMA), a key revenue stream for the company. In this role, you will be responsible for proactively following up with customers to ensure timely and accurate renewal of their SMAs, maintaining a strong focus on customer satisfaction and retention. You will collaborate closely with Regional Sales Managers (RSMs) to strategize on high-value renewals, ensuring that all necessary stakeholders are aligned and that each renewal is processed efficiently.

Key Attributes, Talents and Characteristics for Success 

The ISR role requires a combination of organizational skills, strong communication, and a customer-focused mindset to excel in a dynamic environment.

• Highly organized and detail-oriented: Capable of managing multiple tasks simultaneously.
• Strong communication skills: Engage effectively with customers, resellers, and internal teams, ensuring clear and consistent      communication.
• Customer-centric mindset: Build long-lasting client relationships, respond promptly to inquiries, and provide high-level      support for technical and sales matters.
• Adaptability in a fast-paced environment: Balance efficiency with commitment to accuracy and quality      service.

Job Description

This position requires active involvement in providing quotes, system designs, and technical support to resellers, distributors, and customers. You will work directly with the RSMs to ensure all sales opportunities are maximized, supporting the overall sales strategy and helping to close deals in alignment with company goals. You will also manage the entire order processing workflow, ensuring customer purchase orders are verified and that all information is accurately recorded in Salesforce, enabling seamless transactions from start to finish. Additionally, you will play a key role in renewing recurring revenue by maintaining strong customer relationships, proactively managing contract renewals, and identifying opportunities to expand existing accounts.

Key Responsibilities:

SMA Renewals:

· Proactively manage and follow up on Software Maintenance Agreements (SMA) and ensure timely execution of renewals to maintain customer satisfaction and retention.

o For renewals involving dollar amounts of $5,000 and up you will collaborate closely with the Regional Sales Manager (RSM) to ensure a streamlined process.

§ Ensure the RSM is copied on every quote and follow-up communication for this deal size to enhance visibility and accountability.

o Implement a structured follow-up schedule with 30, 60, and 90-day checkpoints to ensure renewals are on track.

· Work in conjunction with the Technical Support team to identify and act on a list of calls with expired SMAs, fostering a timely renewal process.

· Oversee and update the renewal pipeline by making strategic decisions on pushing out or closing specific deals, making sure the pipeline is up to date and accurate.

· Prepare to provide updates on SMA opportunities during weekly ISR calls, highlighting progress, challenges, and next steps.

RSM Collaboration:

· Prepare detailed system designs and quotes for resellers and distributors, ensuring RSM involvement to align strategies and maximize opportunities.

o Include all relevant parameters and details in quote descriptions to facilitate understanding and decision-making for resellers.

· Offer high-level hardware and software assistance by addressing technical questions and providing effective solutions to resellers, distributors, and customers, with RSM involvement.

· Actively participate in bi-weekly meetings with the RSM to review large renewals, discuss upcoming projects, and align on sales strategies, ensuring cohesive efforts in reaching sales targets.

Order Processing:

· Receive, verify, and process customer purchase orders with a high level of accuracy and efficiency, ensuring all order details are thoroughly reviewed (e.g., pricing, quantities, shipping information) to prevent errors and delays.

· Proactively follow up on incomplete orders in backlog, collaborating with the RSM to prioritize and resolve outstanding issues by engaging with resellers to correct orders, ensuring timely processing and delivery that aligns with customer expectations.

· Monitor order fulfillment process from initiation to delivery, escalating any potential delays or problems to the appropriate team members, while keeping the customer informed of any changes to expected delivery dates.

· Collaborate with internal teams (e.g., manufacturing and accounting) to resolve any discrepancies or issues related to orders, ensuring timely fulfillment and customer satisfaction.

· Ensure all relevant order information is accurately entered and updated in Salesforce, maintaining data integrity across systems and providing real-time visibility into order statuses, inventory levels, and customer history.

· Maintain clear communication regarding order status to customers, addressing any concerns promptly.

Additional Responsibilities:

· Develop and maintain strong relationships with customers, resellers, and distributors to foster loyalty and long-term partnerships.

· Stay current on product offerings and updates to effectively communicate value propositions. 

· Maintain accurate and up-to-date customer records in Salesforce.

· Ensuring proper data integrity by consistently updating sales opportunities with current products and tracking progress through the sales pipeline. 

· Collaborate with other sales team members and departments to support overall business goals and objectives, acting as the primary point of contact at HQ for sales-related inquiries and initiatives.

· Assist the RSM with pipeline cleanup and follow-up on non-SMA deals as needed, provided all other tasks are completed and time permits.

Requirements

 Experience

· Proven experience in inside sales or a related field preferred.

· Bachelor’s degree in Business, Marketing, or a related field preferred.

· Experience in Microsoft Office and Salesforce preferred.

· Excellent communication and interpersonal skills.

· Strong analytical and problem-solving skills, with a keen attention to detail.

· Ability to work independently and collaboratively in a fast-paced environment.

· Ability to manage multiple tasks and prioritize effectively.

· A customer-centric mindset with a focus on delivering exceptional service.

· Technical aptitude to understand and explain complex software and hardware solutions.

· Possesses an energetic, outgoing, and friendly demeanor.

Additional Requirements

· Candidates will be subject to a background check in accordance with federal and state regulations. 

· Candidates must possess a valid driver’s license and maintain a clean driving record throughout their employment.

Benefits

Employee benefits include:

· Competitive Medical Benefits 

· Employer-sponsored Life Insurance, AD&D, Short-Term and Long-Term Disability Insurance 

· Voluntary Dental & Vision 

· 401(k) plan 

· Flexible PTO 

Equal Employment Opportunity
Salient Systems is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.

This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and transfer. Salient Systems makes hiring decisions based solely on qualifications, merit, and business needs at the time.