Sales Manager - with Growth Opportunities

Position Description – 
Sales Manager – Quantum @ ACA Pacific Pty Ltd

Location: Melbourne or Sydney 

Quantum are a dynamic, team-driven organisation with a passion for innovation and transformation. Our dedicated, highly skilled, and collaborative team of professionals work together towards a common goal of driving success for our customers. We enjoy a fun, but hard-working environment where everyone’s contributions make a difference.

Quantum offers end-to-end solutions that help you navigate the data landscape of unstructured data - to classify, manage, store, share, and protect your data for greater productivity and efficiency. It’s not only about managing data. It’s about making sure you can extract value from it to gain a competitive edge. Between 80-90% of data collected today is unstructured. Locked inside these video and audio files, photos, security camera footage, sensor data, scientific data, and satellite imagery is a wealth of information that holds the key to informed decision-making.

Job Overview: 

As part of our Australia & New Zealand operations, the Sales Manager will work for ACA Pacific, focusing solely on the Quantum Business. You will be responsible for identifying and closing business opportunities for Australia & NZ and fully executing against revenue targets. Our most successful salespeople can position Quantum as the provider of choice amidst aggressive competition by using a solutions-based approach matching our hardware, software, and services products to critical customer needs. 

In addition to quickly establishing strong end user customer relationships and understanding our customer’s businesses, we expect the Sales manager will also build effective relationships internally with services, marketing, operations, etc. so our customer’s expectations are always exceeded. 

Job Duties: 

• Actively pursue net-new logo business with aggressive prospecting into existing install base
• 100% Outbound end-user customer focused role. 
• Build and maintain a strong pipeline ensuring that you achieve your quarterly sales targets.
• Accurately forecast pipeline deals through SalesForce.com and participate in weekly funnel calls with peers.
• Manage all RFI, RFQ, and RFP processes.
• Collaborate as appropriate with Channel Partners to expand the reach of our products and services.
• Utilize consultative, solution based selling techniques to identify opportunities for Quantum’s full end to end portfolio of products and services. 
• Research and thoroughly understand Quantum’s competitive landscape.
• Represent both the voice of the customer to Quantum and the voice of Quantum to the customer as required to resolve issues and attain revenue goals.
• Act as a central point of escalation for customer concerns or supply chain/technical issues and drive resolution.
• Participate as required in business improvement initiatives. 
• Own all aspects of your ANZ Territory

Job Requirements: 

• A minimum of 5 years of enterprise, end user focused sales experience, preferably in the data storage/software industry, is required.
• A minimum of 5 years’ experience working in the data storage industry focused on selling storage solutions to improve complex workflows and long-term archiving.
• End User customer selling experience.
• Bachelor’s degree is preferred.
• Consultative or solutions selling approach is a must.
• Demonstrated knowledge of negotiation tactics and persuasive techniques.
• Ability to motivate and inspire others.
• Intimate knowledge of the local IT channel landscape
• Exemplary interpersonal and verbal communication skills, as well as presentation skills.
• Excellent customer service skills.
• Team oriented.
• Must be able to prioritize and multi-task.
• Exceptional organization skills and time management techniques.
• Special attention to detail and follow-up.
• Individual must exhibit a positive, "can-do" attitude.
• Strong problem-solving abilities.
• A high degree of honesty, integrity and sound judgment.
• A hunter with proven prospecting skills, consistently opening doors to new customers and navigating seamlessly between the boardroom and the data centre while passionately positioning the advantages of Quantum’s end-to-end portfolio of solutions.
• Working knowledge of Primary and Secondary Disk Storage as well as Data Archive.