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Inside Sales Specialist


TIBCO | 70814 Inside Sales - EMEA | Dublin, Leinster

Reporting to the Inside Sales Manager the Inside Sales Representative (ISR) participates in a team-selling environment, in an assigned geographic and/or vertical territory. The role requires conducting the full sales cycle, from prospection, qualification, product demonstration to negotiating and closing the deal.

In this capacity, the ISR will assist in identifying and qualifying new opportunities, executing account strategy and generating incremental software, consulting and training revenue in existing & new accounts. In addition, the ISR will facilitate and maintain successful relationships with customers and be responsible for their annual renewals, measured by their reference ability and customer satisfaction levels.

Skills & Requirements

The job holder will be expected to perform the following:-

  • Profiles accounts in the geographic and vertical territory
  • Conducts cold calls, prospects and qualifies account opportunities
  • Establishes and maintains ‘Account Selling’ plans
  • Contributes and participates in monthly Territory reviews
  • Plans and executes targeted business development activity
  • Manages all aspects of taking a deal to closure
  • Monthly Territory review
  • Ongoing forecast maintenance
  • Develops pipeline of new opportunities while closing existing opportunities
  • Identifies and creates business needs with senior executive decision makers
  • Creates and communicates the value of Spotfire solutions with prospects and clients
  • Develops individual account strategies to effectively penetrate accounts
  • Develops thorough understanding of each account's industry and business
  • Uses understanding of internal processes and resources to effectively execute the sale

Business development:

  • Leverages TIBCO Sales Methodology
  • Focuses on new logo account development
  • Secures incremental business with existing accounts
  • Plans and executes targeted business development activity
  • Manages inbound leads from the Marketing team to add to pipeline and takes them through the full sales cycle

Deal Closure:

  • Manages all aspects of taking a deal to closure
  • Ensures effective use of ‘virtual team’ i.e. Legal, Finance, Pre-sales, Professional services etc.
  • Meets or exceeds quarter and annual targets
  • Knowledge Management & Reporting:
  • Win/loss reporting per deal
  • Target Account Selling plans
  • Regular Territory review
  • Ongoing forecast maintenance
  • Populating TIBCO systems with account and market data

Account Management:

  • Supports all aspects of customer satisfaction
  • Maintenance and effectiveness of the TIBCO virtual team on any given account in territory
  • Is responsible for and measured against a set number of subscription renewals with customers in assigned territory
  • Development and ongoing maintenance of strong relations with all levels of customer and partner contacts
  • Support of the global TIBCO effort to generate revenue and referential customers


  • Maintenance of personal learning. This includes TIBCO specific knowledge (product and processes) and market information (competition and vertical) such as is required to be successful in the role.

Technical Skills:

  • Infrastructure and/or analytics knowledge are a plus
  • Some experience working in technology sales/business development preferred