• Inside Sales, OEM Imaging

    Location US-FL-Sunrise
    Job ID
    1-39186
    Category
    Sales - All Openings
    Pos. Type
    Full Time
  • Company Overview

    At Nuance, we empower people with the ability to seamlessly interact with their connected devices and the digital world around them.  We are creating a world where technology thinks and acts the way people do by designing the most human, natural, and intuitive ways of interacting with technology.

     

    Our nimble technology uses analytics and advanced algorithms to transform the inanimate into animate and reduce complicated processes into simple ones.

     

    Join our Imaging team…greater document flexibility for more personal productivity.  We are passionate about designing and building secure technology that empowers companies to gain control of their document management processes and ensure their proprietary and customer information is protected.

    Job Summary

    Reporting the Director of OEM Sales, we are looking for an aggressive, highly motivated professional to join the Inside sales team supporting the OEM Imaging sales team plus directly manage sales in Latin America. The ISRs are value added support to the OEM Account Manager, while also providing and generating revenue with selected accounts. 

    The ISR is responsible for the development of a territory plan and executing against that plan by making outbound calls and turning calls into sales. The primary role will be to manage existing accounts that have monthly and quarterly business but the ISR will be required to occasionally travel to customers in North America and Latin America to generate revenue by attending events and engaging customers.

     

    Principal duties and responsibilities:

    • Lead qualification – phone and/or email at least 9 times and 3 weeks before disqualification.
    • Manage all Latin American partners and meet with key partners on a yearly basis
    • Attend 2 to 4 events in Latin America per year to recruit new partners.
    • Qualify inbound lead for fit (budget, timeframe, named evaluator, competition).
    • Gather address and contact information to update SFDC (“clean account” and check for duplicates or same company).
    • Cold lead regeneration - call/email leads monthly that were valid but disqualified due to non-response.
    • Nurture evaluators at least every 10 days answering questions, offering assistance, re-qualifying timeline and competition.
    • “Care and feeding” of royalty accounts - checking on reports, reviewing history, updating accrual information, updating SFDC contact information
    • Assist with translation of Nuance information into Spanish and potentially Portuguese. 
    • Reach out to known install base monthly.
    • Campaign based upgrade, upsell, and cross sell activities.
    • Actively work with accounts with information when a new version is available.
    • Solicit attendance at Developer’s conference, other events
    • Market feedback or product  feedback requests
    • Manage a list of support quotes when warranty expires.
    • Solicit for references, named or unnamed
    • Process add-ons or upgrade contracts.
    • Keep a list of the use case to identify new markets/use cases for OCR.
    • General Customer satisfaction inquiries – directing customers on how to access support, copies of invoices or contracts, order status.
    • Perform tasks related to securing and keeping the products, tools, and processes that you are responsible for securing

    Education: Bachelor’s Degree preferred

     

    Minimum years of work experience: 5 Years

     

    Required skills:

    • Strong verbal and written communication skills in English and Spanish
    • Ability to work both in a team environment and independently.
    • Accustomed to managing a channel partnership / territory.
    • Highly motivated with a drive to succeed.
    • Ability to prioritize multiple engagements simultaneously
    • Experience with CRM applications, preferable Salesforce.com.
    • Effectively present technical information to a non-technical audience which leads to further conversations with SE team.
    • Can effectively express concepts and plans in emails and other written communications.
    • Is a positive, proactive, and enthusiastic individual.
    • Bilingual – Ability to conduct business in English and Spanish

    Preferred skills:

    • Portuguese language skills would be helpful
    • Proven track record of overachievement against quota and sales metrics

    Additional Information

    Nuance offers a compelling and rewarding work environment. We offer market competitive salaries, bonus, equity, benefits, meaningful growth and development opportunities and a casual yet technically challenging work environment. Join our dynamic, entrepreneurial team and become part of our continuing success.  

     

    Nuance Communication Inc.  is an equal opportunity employer.  We evaluate qualified applicants without regard to race, age, color, religion, sex, national origin, disability, veteran status, gender identity, sexual orientation and other legally protected characteristics. The EEO is the Law poster and its supplement is available here. If you need a reasonable accommodation because of a disability for any part of the employment process, please call 781-565-5086 – Human Resources Department and let us know the nature of your request and your contact information.

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