Inside Sales Representative

US-TX-Dallas

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Job Description

JOB SUMMARY
The Inside Sales Representative is responsible for meeting sales quota by selling the company’s software and services offerings and maintaining customer relationships within an assigned territory. This position will make phone calls to prospect and generate sales leads and opportunities aligned with our client’s business products among their existing and target customer base. Through these calls, the Inside Sales Representative will identify decision-makers, qualify opportunities and close new business.

ESSENTIAL DUTIES AND RESPONSIBILITIES

  • Consistently meet or exceed monthly and quarterly sales quota.
  • Generate new opportunities adequate to develop a sales pipeline to support quota attainment via telephone prospecting.
  • Set up and conduct product introduction (WebEx) presentations with identified management executives at targeted companies.
  • Manage all opportunities through the full sales process from qualification to closed multi-year agreements.
  • Document details of identified opportunities to ensure accurate and timely follow up on opportunities, leads and prospects.
  • Manage time to strike the right balance of performing outbound calls to prospects and leads and follow up to manage sales pipeline.
  • Support specific marketing programs, lead generation campaigns, and targeted sales activities.
  • Must be constantly striving for self-improvement and possess the curiosity to stay abreast of industry and market trends by utilizing various research organizations, sales books, and collateral.

KNOWLEDGE, SKILLS, and ABILITIES

  • Bachelor’s degree strongly preferred.
  • Excellent written and verbal communication skills required.
  • Strong organizational and presentation skills required.
  • Ability to build professional relationships and create rapport by telephone with prospects at all levels, including the executive or owner level.
  • Ability to uncover opportunities via phone conversation through probing questions to create a vision for our prospect as to how they will benefit from our products and services.
  • Ability to explain technical solutions to a non-technical audience.
  • Ability to prospect for new business by phone for long hours.
  • Ability to learn quickly and adapt to new processes.
  • Passion for winning and a desire for a career in sales.
  • Consultative B2B sales experience preferred.
  • Prior in-bound/out-bound calling/telesales/telemarketing experience preferred.

About Lanyon:
Lanyon is the leading provider of content and spend management solutions to the travel, transportation and hospitality industries. Lanyon’s solutions enable clients to increase visibility and management of travel spend, and enable hotels to increase revenue through lead generation and marketing solutions. Lanyon serves over 725 corporate clients and over 340 hotel companies, representing over 425 hotel brands and 93,000 hotel properties. Lanyon’s customer base includes 70% of the Corporate Travel 100, 50% of the Global 500, and 70% of the world’s hotel brands. 

We believe that our people are the reason we succeed. Many of them come from those industries and their knowledge, their focus and commitment is the intangible connection between our customers and our services. We believe in teamwork, innovation, accountability and integrity in everything we do.

Lanyon was acquired by Vista Equity Partners in December, 2012.  Vista Equity Partners is a leading private equity firm focused on investing in software and technology-enabled businesses.   With approximately $6 billion in committed equity capital, Vista seeks to partner with world-class management teams looking to reach their full potential. We understand the software business model and have developed specific operational improvements (the "Vista SOPs") to create value, and we combine this operational capability and understanding with a unique, long-term perspective. This combination encourages optimal business decisions, enables the pursuit of operational excellence, and drives maximum value creation for all shareholders.

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