Sales Specialist - Internal Sales (SMB/Mid-Market)

Job Description

Qualifies and progresses sales opportunities within a broad geographic territory covering both Small and Medium Business (SMB) and Mid-Market segments. Processes a high volume of virtual transactions, engaging directly with a select subset of customers to validate opportunities and ensure sufficient resource allocation. Serves as an opportunity facilitator, receiving and managing inbound opportunities from partners, marketing teams, and Sales Development Representatives (SDRs). Maintains a comprehensive understanding of [Employer hidden — sign up to reveal]’s full product portfolio to deliver the “One [Employer hidden — sign up to reveal] Story”. Engages specialist teams to enhance the sales process in areas requiring deep technical expertise. Aids in moving deals down the sales funnel by qualifying opportunities and holding partners accountable to manage and close deals. Analyzes data and creates accurate weekly, monthly, and quarterly sales forecasts. Stays informed about industry trends, market dynamics, and competitive landscapes.

• Specialization and Focus - Generalist, with knowledge of the full product portfolio and a focus on Networking and Security. Operates as a unit with team members in an iAE pod. Strong ability to coordinate on strategy, education, and sales to scale reach and delivery within a shared set of Mid-Market and SMB accounts.
• Customer Engagement and Accountability - May interact with customers or partners through the qualifying process.
• The Internal Sales Process - Spends most of the time prospecting, may re-enter the sales process to support deal agreement and closing.
• Corporate Interlock - Low corporate interlock (limited to no time with the BUs).
• Typical Sales Cycle - Medium Sales Complexity. Average length of deal is 3 months. Typical deal size is <$50K, with most sales between $50K to $250K.
• Success Measures - Goal achievement is measured at 60% of total Networking revenue and 40% Team Goal across pod (all architectures).

What You'll Do

• Manages straightforward opportunities with partners across a shared set of Mid-Market accounts within a pod.
• Builds pipelines, manages, and closes opportunities for the portfolio.
• Develops relationships with iAE team members within the POD and Partners.
• Supports qualification of cross-architecture opportunities across the pod.
• Target accounts, in coordination with pod team members, based on RAD (retain, acquire, develop) data, inbound leads and opportunities, and AI assisted intent/ next best action insights.
• Studies customer(s) organization, product(s), key offerings, industry, and business challenges to anticipate customer needs and develops customer profiles.
• Utilizes emerging market insights and competitive analysis to help partners effectively position [Employer hidden — sign up to reveal] offerings, and drive initial opportunity conversations.
• Leads discovery sessions independently, uncovering both stated and hidden needs.
• Provide relevant marketing materials and basic insights to support Partner outreach efforts and customer engagement activities.
• Provide actionable insights and recommendations based on general industry knowledge and data analysis.
• Helps build preliminary business cases incorporating partner capabilities and customer ROI.
• Applies advanced knowledge of [Employer hidden — sign up to reveal]’s portfolio presents multi-product solutions within the same architecture (e.g., Collaboration + Security). Applies knowledge in Networking to recommend appropriate solutions to partners based on customer needs.
• Articulates the value of [Employer hidden — sign up to reveal]’s Networking products and services using standard methodologies.
• Validates technical feasibility, licensing requirements, and scalability of proposed solutions before presenting to customers/Partners.
• Manages pipeline in CRM, ensuring deal stages, legal forecasts, and key customer interactions are updated in real-time.
• Navigates internal approval processes, including finance and procurement workflows, to push deals through contracting with minimal intervention.
• Begins to establish credibility and visibility with partners and team members by participating in key meetings and contributing to discussions.
• Expands sharing knowledge with peers by offering informal guidance; showcases teamwork.

Minimum Qualifications

Bachelors + 5 years of related experience, or Masters + 3 years of related experience, or PhD + 0 years of related experience.

Preferred Qualifications

Varies based on the team and business needs | Preferred Qualifications are desired education, experience, and skills that are in addition to Minimum Qualifications.

Why [Employer hidden — sign up to reveal]?

At [Employer hidden — sign up to reveal], we’re revolutionizing how data and infrastructure connect and protect organizations in the AI era – and beyond. We’ve been innovating fearlessly for 40 years to create solutions that power how humans and technology work together across the physical and digital worlds. These solutions provide customers with unparalleled security, visibility, and insights across the entire digital footprint. Fueled by the depth and breadth of our technology, we experiment and create meaningful solutions. Add to that our worldwide network of doers and experts, and you’ll see that the opportunities to grow and build are limitless. We work as a team, collaborating with empathy to make really big things happen on a global scale. Because our solutions are everywhere, our impact is everywhere. We are [Employer hidden — sign up to reveal], and our power starts with you.