About Us We aim to bring the Ocado Technology Platform (OTP) to the open market and sell it to external clients. Specifically the objective is to sell the AWS based cloud platform side of OTP, under the name Stance Platform.
At Ocado Technology we are innovators committed to transforming the way technology companies deploy applications on the cloud. Our developer platform simplifies the deployment process and its operations on AWS, providing a seamless, efficient, secure and cost effective solution for our clients.
The Role As the Sales Representative you will play a crucial role in driving these efforts by expanding our market presence. You will develop and execute a robust sales strategy, build and maintain strong customer relationships, and identify new leads to reach potential clients-all while consistently achieving sales targets. Your expertise in cloud infrastructure and SaaS/PaaS products will enable you to effectively convey our value proposition to both existing and high-profile new customers.
This role is critical for driving the growth and adoption of Stance - Internal Developers Platform designed to enable frictionless, cost effective and secure deployments on AWS for technology companies.
Responsibilities:
- Develop and Implement Sales Strategies: Create and execute effective sales strategies to generate and qualify leads, driving the sales pipeline for our SaaS/PaaS product.
- Lead Generation: Identify and cultivate potential customers through various channels including networking, cold calling, email campaigns, and attending industry events.
- Customer Relationship Management: Build and maintain strong relationships with potential and existing clients, understanding their needs and providing tailored solutions.
- Sales Presentations and Demonstrations: Conduct compelling presentations and product demonstrations to prospective clients, showcasing the value and benefits of our platform.
- Sales Pipeline Management: Maintain an organised and up-to-date sales pipeline, tracking progress and ensuring timely follow-up and communication with leads.
- Problem-Solving: Focus on understanding and solving customer problems rather than just selling a product, ensuring our platform meets their specific needs.
- Contract Negotiation and Closing: Negotiate and close deals with clients, ensuring mutually beneficial terms and achieving sales targets.
- Market Research: Stay updated on industry trends, competitive landscape, and customer needs to refine sales strategies and improve product offerings.
- Reporting and Analysis: Provide regular reports on sales activities, pipeline status, and forecasted revenue to the management team.
- Collaboration with Product: Work closely with the Head of Product to align on lead generation campaigns and optimise the conversion of marketing-qualified leads into sales opportunities.*
Knowledge, Skills and Experience
The ideal candidate will have a proven track record in selling PaaS / SaaS solutions and will be instrumental in building a robust sales pipeline to support our growth objectives in the rapidly evolving field of Platform Engineering.
Requirements:
- Experience: Experience in SaaS sales, with a proven track record of achieving or exceeding sales targets.
- Technical Understanding: Strong understanding of cloud platforms, particularly AWS, and experience in selling technical products to technology companies.
- Communication Skills: Excellent verbal and written communication skills, with the ability to articulate complex technical concepts to a non-technical audience.
- Sales Skills: Demonstrated ability to develop and implement successful sales strategies, generate leads, and close deals.
- CRM Proficiency: Proficient in using CRM software to manage sales activities and pipeline (e.g., Salesforce, HubSpot).
- Self-Motivated: Highly motivated, self-starter with a results-driven mindset and the ability to work independently.
- Customer Empathy: Ability to deeply understand customer needs and provide solutions that address their specific problems.
- Problem-Solving: Strong analytical and problem-solving skills, with a strategic approach to addressing customer needs and objections.
Preferred Qualifications:
Industry Knowledge: Familiarity with the developer tools market and an understanding of the unique challenges faced by technology companies in deploying applications.
Network: Established network of contacts within the technology sector.
Education: Bachelor's degree in Business, Marketing, Computer Science, or a related field.
