Digital Sales Associate - Palo Alto Networks

Ingram Micro is a leading technology company for the global information technology ecosystem. With the ability to reach nearly 90% of the global population, we play a vital role in the worldwide IT sales channel, bringing products and services from technology manufacturers and cloud providers to business-to-business technology experts. Our market reach, diverse solutions and services portfolio, and digital platform Ingram Micro Xvantage™ set us apart. Learn more at www.ingrammicro.com

About the role:

The Digital Sales Associate (DSA) is primarily focused on opportunity and lead generation, identifying, progressing and closing new business opportunities within an assigned territory. The role plays an important part in driving growth in profit, market share and partner value, with a focus on Palo Alto Networks security solutions and offerings.

The ideal candidate will be energetic, highly motivated and driven to succeed. This is a fast-paced and highly visible role that combines social and digital selling techniques with a strong focus on building new business relationships.

The successful candidate will be confident engaging with stakeholders, building connections across different business groups and using a consultative approach to sales. They will be comfortable discussing business challenges and goals with Business Partners, prospects and vendor executives, while identifying opportunities to cross-sell and upsell Ingram Micro solutions.

Responsibilities, Supporting Actions:

• Engage customers through digital, social and phone-based sales activities, aligned to specific market segments and offerings.
• Manage inbound and outbound sales opportunities generated through marketing programs and business unit initiatives.
• Leverage marketing campaigns and programs to drive sales achievement, territory penetration and growth.
• Execute proactive sales plays and prospecting initiatives across new and existing customers using programmatic and digital sales strategies.
• Manage opportunities through the full sales cycle, from lead creation through to close, with a focus on Palo Alto Networks offerings.
• Own and manage quote follow-up activities to drive deal progression and conversion.
• Build and maintain strong relationships with customers, partners and vendor stakeholders within the assigned territory.
• Develop effective engagement and close plans to maximise vendor rebates and commercial opportunities.
• Identify and develop cross-sell and upsell opportunities, creating value-added solutions for customers and partners.
• Participate in coaching sessions and pursuit planning, developing win themes and strategies with partners.
• Participate in business unit planning and vendor activities to support sales and business objectives.
• Coordinate partner deliverables, including RFIs, RFP responses, SOWs and presentations.

Essential Skills, Experience & Requirements:

• 2+ years of experience in lead generation, business development or a similar sales role, with a proven track record of achieving personal sales targets.
• Experience working in the technology channel, IT distribution, or a similar B2B technology environment is advantageous but not essential.
• Exposure to or knowledge of Palo Alto Networks solutions is a plus, but not essential.
• Highly motivated, competitive and ambitious to build a successful career in sales.
• Strong understanding and practical use of social media and digital sales tools to identify and engage prospects.
• Excellent interpersonal and communication skills, with the ability to work independently and collaboratively within a team.
• Proven experience in digital, social and phone-based solution selling.
• A can-do attitude with a commercial, proactive and big-picture mindset.
• Digitally savvy, with the ability to identify and leverage new digital and social routes to market (RTMs) to generate sales opportunities.