Zutacore Cooling Technology Sales Specialist
6 months ago
Boston Limited
Boston is helping people in organizations accomplish more. The culture of the company is to harness the natural desire of people to do better both inside the workplace and outside by nurturing and encouraging the ability in people and inspiring them to demonstrate this by showing their best every day. This philosophy, of a growth mindset, should become foundational in making decisions that benefit our customers without compromising our morals or ethics. We want incredible people to join our team and help us with this mission.
A ZutaCore Cooling Technology Sales Specialist works independently and with the Boston Sales team to provide a specialist focus to drive the conversation and subsequent conversion of new logo business for Boston. This aligns with Boston’s strategy to facilitate the digital transformation our customers are aiming to achieve via HPC solutions. The key domain areas will be Banking, EDA, Automotive, Media, Government, and Scientific Research.
The Primary Accountability:
To drive the Executive conversation with both partners and end clients with a view to growing YoY cooling technology sales & profitability focusing on the UK & Germany. There will also be a requirement to covering other existing and future Boston geographies worldwide, however these will be covered on an ad-hoc basis.
**Responsibilities**:
- To support the Boston sales teams with qualified cooling technology opportunities by selecting the right configuration & working with the Technical Team resulting in the sale of a fully specified cooling solution. The Boston Sales representative, would own the relationship with the customer or partner whereas the ZutaCore Cooling Technology Sales Specialist would own the engagement with the customer or partner and leverage the right executive sponsors for the closure of the specific cooling technology business being worked on.
- Logically expand the footprint of Boston’s customer reach by engaging with existing Boston customers to open the conversation on cooling technologies as well as working to strategically approach new organizations and channel partners to help them define their cooling technology strategy.
- To plan and deliver the resources needed (both internally from Boston and externally by leveraging our technology partners) to ensure that conversations with customers lead to a product led ZutaCore BOM & the correct level of Professional Services to meet the key customer needs.
- To convert successfully closed business to marketable Case Studies that Boston can leverage on its website and social media platforms to promote its expertise in cooling technologies the marketplace.
- Accurately forecast back to management & technology partners the values associated with and close dates for the business being worked on. This will include ensuring that quotation offers from ZutaCore are up to date with pricing in customer quotations when orders are placed.
- To support the building of an internal sales team across all geographies that compliments the company culture to deliver high-quality service and support to the client base.
- To support and represent Boston and ZutaCore at industry events by evangelizing Zutacore’s cooling technology strategy to customers and partners. Ability to run a ZutaCore demo.
- Ensure that the Boston Technical FAE team who will be responsible for the technical sizing of the ZutaCore cooling solutions work in a timely manner to produce materials to support your selling.
- 70% of your time will be in the direct engagement with new prospects unrelated to existing customers and taking an active lead in generating new business by shaping client decisions to buy ZutaCore cooling solutions you are instrumental in creating.
- The remaining 10% of your time should be to influence our GTM by working with Marketing, Partners, Engineering, and other sales teams on current and future products with ZutaCore.
Qualifications:
Sales Leader: You should have a proven track record in sales creation with the ability to demonstrate YoY sales growth. You must be disciplined in business management, meeting sales targets and upholding the brand equity of your company, customers and vendors.
Technical Expertise: You should have a reasonable understanding of HPC/AI technologies as well as Enterprise and HPC server solutions and why cooling technologies are important in IT today. You should also possess the ability to demonstrate Boston’s areas of differentiation and knowledge to create industry-leading cases for customer success.
Credibility: Customers must have respect for you, and you should be able to demonstrate past cases where you have successfully created the business case and won approval from stakeholders.
Social Network: You should have a strong and active business network and can use platforms such as LinkedIn Navigator.
Professional Experience: At least 5 years in selling major manufacturer hardware-based solutions related products and
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