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Inside Sales Representative
Req#: 183738
Updated: 04/18/2013
Job Type: Full Time
Location: US-IA-Des Moines
Category: Sales
Salary: Salary + Commission
Benefits: Benefits
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Job Description

An Inside Sales Representative is responsible for selling enterprise-wide learning systems, online courseware and professional e-learning services into large and complex organizations using SumTotal's consultative sales techniques. This position requires the ability to identify, call on, and interact with the senior level executives and decision makers at targeted organizations.


  • Must penetrate new territories and build a steady pipeline of business using a variety of techniques, including following up on prospect inquiries, tradeshow attendees, purchased lists, customer and prospect referrals and cold calling.
  • Will also work closely with outside sales group to close business and fulfill quarterly and annual sales quotas.
  • Responsible for facilitating the proposal writing process, marshalling internal company resources and providing Proposal Writer(s) with required customer information.
  • Must produce consistent, accurate activity and sales reporting using the company’s standardized tracking and reporting tools (including, ticket tracking system and GeoNet) to communicate with senior management and members of the marketing, inside sales and outside sales teams.
  • Responsible for keeping sales pipeline up-to-date and accurately forecasting future business.
  • Inside Sales Representative must obtain, demonstrate and maintain an understanding of the learning industry, in-depth product and service knowledge, and be proficient at providing product demos, answering customer and prospect questions about the company’s products, including feature sets, functionality and pricing.
  • Responsible for attending scheduled training sessions on new products, services, pricing, procedures, etc.
  • Must be proactive in keeping up-to-date and accurate knowledge, information and support materials.
  • Fast-paced work environment requires aggressive, results-oriented candidates.
  • Must have enthusiasm, excellent speaking voice and proven telephone skills.
  • Must be able to work well in a team environment and be a self-starter who can perform under pressure and with minimum supervision.
  • Success criteria for this position include consistent volume of telephone contacts, accuracy of information obtained, quality and volume of opportunities/appointments generated, and meeting quarterly and annual sales quotas.
  • Perform other duties as assigned.
  • A bachelor's degree or equivalent experience
  • 1-3 years of software sales experience preferred 
  • Excellent telephone and communication skills
  • Working knowledge of the Internet and MS-Office software. Knowledge of software sales, technical or computer products, and the Internet a definite plus.

More about SumTotal: SumTotal Systems is the global leader in strategic human capital management (HCM) software, and offers an integrated line of solutions dedicated to managing companies’ most valuable asset- its people. As the largest and most profitable independent HCM company in the industry and recognized by analysts as the most complete solution, SumTotal is proud to include over half of the Fortune 500 as our customers. We are looking for people who are passionate, dedicated, and motivated by lifelong learning. We provide each employee not just a competitive salary structure, bonuses, and a benefits plan, but also a chance to develop your talent. If you’re creative, forward thinking, and have a passion for excellence, SumTotal is the right place for you. For more information, please check out

SumTotal is an EEOC/AAP employer.

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