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ICT Quoting Specialist

Ref: BROADBEAN_153661668791346

on 18 November 2022
Location
Sydney, New South Wales
Contract Type
Permanent
Salary
$110,000 - $111,000 / Year

Job Title

Senior ICT Quoting Specialist

Division/Business Unit/Team

Integrated Client Services

Reporting to (job title)

ICT Quoting Manager

Location

Sydney

This role is to act as the Senior ICT quoting specialist & advisor for our ICT customers and deliver the best customer experience. The ICT quoting specialist will be expected to use their extensive experience in vendor relationships, pricing negotiations, distribution channels, and deal registrations to produce the most competitive and market leading quotes for our strategic, enterprise and government customers.

This role will be required to work closely with vendors, partners, all levels of sales teams and customers so exceptional communication and negotiation skills will be required. The ICT Quoting specialist will work at autonomously as the key liaison between sales and vendors and will be expected to make and justify pricing decisions. Using the Company Quoting Platform the ICT quoting specialist will make key data driven pricing decisions on a customer and technology basis, to ensure our quotes are competitive and align to our strategic direction in terms of product and solution choices.

The role will require an in depth understanding of vendors in the ICT industry, knowledge of programs, vendor offerings and associated pricing structures. They will work closely with the sales team using our digital quoting platform to provide successful quotes to the business and customers.

Candidate must be energetic, well-spoken and eager to close sales and increase revenue. Success will be evident in activity KPIs, performance results and clear demonstration of essential behavioural competencies.

This role adds additional value to the business and to our account managers by:

  • Good understanding of ICT Products and Solutions
  • Understanding of ICT vendors and distributors within Australia
  • Understanding the concept of SaaS and how licensing works and terms used
  • Understanding basic structure and benefit of security solutions
  • Having industry and customer knowledge which can be shared with our account and supplier teams
  • Take ownership of driving customer centric processes by producing fast and accurate quotes.
  • Understand how to strategically source pricing and quote competitively to help achieve sale wins and additional margin savings for the business. Registering deals as soon as possible to lock in pricing advantages, through our strategic partners. Strategically ensuring we achieve both competitive pricing to win business at the same time trying to maximise our margins and achieve great cost savings for the business
  • Assisting with small and large RFQ/RFP, advising when margin drop is required to secure the deal and achieve customer budget and assisting with obtaining correct margin approvals with management when applicable
  • Offering premium services for our customers by strategically being able to distinguish between the importance of checking stock availability and applying stock holds for critical projects verses achieving competitive pricing or at times trying to achieve both. Ensuring the customer has quickest delivery, project deadlines are met and proceeding smoothly to order stages of the sales cycle.
  • Understanding of CRM/ERP system and using such tools to help track and drive sales
  • Providing excellent customer service to our clients, ensuring quoting and pricing needs are met, tackling any concerns or enquires the client may have, assisting in issue resolution, and ensuring post sales queries are directed to the correct teams i.e. ICT Operations & Procurement.
  • Creating order handovers in a timely manner, within standard SLA's
  • Working collaboratively with multiple teams across the business and our suppliers to ensure a smooth end to end transition from customer quote to order and ensure the best results for Company as a business and our customers.
  • Applying governance across all quoting, ensuring margin matrix is followed, low margins are approved when required, customer contractual margins are adhered too, completing internal Operational Business Case (OBC) checks i.e. checking for price discrepancies, validating the bill of materials (BOM), ensure the preferred supplier is selected for the chosen vendor and appropriate discounts applied and overall ensuring best pricing & margin profitable quotes are produced
  • Develop a close working relationship with our preferred distributors and vendors
  • Participating in sale meetings & one on ones with the supported BDMs/Account Manager/Account Director (AM/AD), to get a greater understanding of what is in the sales pipeline - early involvement in the opportunity that will assist in securing competitive pricing
  • Participating in any vendor related training and updates, to broaden product knowledge and use of vendor toolsets that can assist in ICT Sales in quoting and selling of product
  • Ensuring the quotations fit in to Company policies and guidelines

The role will also be supporting the sales team in the growth of ICT new business sales and can be achieved by utilising customer data that is held in Company CMR/Quoting platform. Strategically using the right data to achieve business wins or analysing deal loss and the methods that can be put in place so that the business can benefit in the future, to increase the win rate. Using historical pricing to strategically achieve the right price points for our customers, as well as evaluating previous sold items & review end of life opportunities to promote upselling. Running pivotal reports such as reports on expired quotes and ensuring customer/sales follow ups are conducted to close the opportunity.

The role will also be supporting the sales team with ICT maintenance Renewal growth rate by proactively producing accurate renewals quotes prior to customer maintenance contract expiry date and providing the business with an ongoing revenue stream. Ensuring all maintenance renewal quotes are quoted with the agreed 60 Day or 90 Day period and utilising the Company Quoting platform for asset information and reporting that will encourage proactive discussions with the customer. Also ensuring customer follow ups are made for any outstanding renewals and ensuring deals are closed.

Overall the role should have a strong focus to help drive sales and increase business revenue.

The role is required to work outside of core hours as dedicated by business-critical activities and timelines during month/quarter/year end, including times line for our key vendors critical times.

Key Accountabilities

KPIs/Outcomes

Measures

Customer Experience

· Receiving inbound customer Sales enquiries and providing quotations, product/service information, support and pricing details in response to inbound enquiries, i.e. relationship building.

· Assisting customers with product configurations

· Providing excellent customer service to Company clients - understanding customer's requirements and maintaining a high level of customer relationship.

· Demonstration of excellent customer service measured by feedback from clients, peers, and AM's who this role interacts with

· Customer Satisfaction measures

· Customer feedback

New Business Quotes

· Provide accurate quotes for customers through a compilation of information from vendors and distributors within agreed timeframes.

· Utilizing vendor tools to assist with quoting including CCW Cisco tool, used for building cisco product & maintenance configurations and to assist with pricing & BOM validations.

· Participating in RFQ/RFP process by collating vendor quotes and/or preparing customer facing quotes to be used for commercial analysis and implemented into a SOW.

· Participation in following up quotes and liaising with salespeople to exchange information on account activities.

· Organise Stock holds as required

· Ensuring customers orders are handed to ICT operations team including all necessary handover documentation and validations and following it through to the end to ensure customer has received their orders

· Timely & accurate quoting and ordering as per agreed SLAs

· Authorised changes to quoting and/or ordering procedures are issued and adopted

· Feedback from clients, AM's and finance/purchasing/pre sales

· Customer quotes delivered to SLAs

Renewal Quotes

· Timely and Accurate Renewal Quote preparation (Creation) for customers.

· Follow-up with clients, vendors and Account Managers on status of renewal quotations.

· Ensure quotes are generated and submitted to client as per SLA

· All Quotes are stored in Company Quoting platform

· All Quotes conform to the Maintenance Sales and Quoting policy as published on LEAP.

· Utilizing cisco tools such as the CCW-R to create simple and/or complex renewal Cisco quotes for our customers

· Validation of Customer quote acceptance documentation before handing over to ICT Operations Team to process.

· Uploading finalised quotes in SAP, ready for handover to ICT operations team

· Ensure all handovers to ICT Operations Team contain all agreed validated documentation along with any other details required.

· Renewal quotes generated and submitted to client / AM no later than 30 days BEFORE expiry of current maintenance contract.

· Renewal Rate

· P&L results and RMS Reporting.

· RMS Jobs created for all renewals and RMS job number quoted on all client quotes.

· SLAs and KPIs to be adhered to (including customer SLAs)

· Delays in Order Management being able to process Orders due to incomplete handovers.

· Renewals Metrics Report

Vendor / Client Quote Creation

· Liaising with vendors / clients to ensure correct contract details for:

o Coverage periods

o Incremental purchases for alignment purposes

o Location details

o Quantities / User Counts

o Serial Numbers / Model and device details

o Prices (sell / buy / margin)

· 100% correct contract details recorded

· Feedback from Vendors/Clients

· Feedback from Sales Teams

Strategic Pricing

· Assisting in the coordination of the tender/proposal process as required, mainly by sourcing out the special pricing & Deal registration.

· Allocate the correct Strategic supplier according to the Preferred Supplier Matrix to ensure maximum profitability through rebate program incentives.

· Ownership of margins and pricing for all procurement orders and communication with the AM's in regard to this. Obtain low margin approvals before quoting, as required.

· Assisting with pricing for Asset tagging/asset registering.

· Analyzing and validating OBCs, applying the checks prior to sending the quote to the customer. To ensure BOMs are validated, pricing is correct and the appropriate discounts and margins have been applied by the pre- sales team, to prevent margin loss and maximize cost savings.

  • Promotion of Sales Support Promos to clients where applicable
  • Eligible quotes to be processed through electronic portal
  • Low margins approved through delegation of authority
  • Feedback from Procurement on supplier selection via orders report.
  • Feedback from Strategic Alliance Managers/Vendors on Rebate Targets

Margin Maximisation

· Ownership of Deal Registration for vendors to ensure best pricing and maximisation of GP.

· Making sure Deal registrations has occurred as early as possible by working with AMs/Pre- Sales on qualified opportunities. To make competitive and ensure margin maximisation.

· Working to achieve a shared margin savings target with OB procurement (additional margin savings of $165k a month as target value). Margin savings captured in a spreadsheet and saved on team site.

· Take responsibility to ensure that each opportunity has followed the margin approval matrix to ensure that we are achieving a healthy margin for our ICT Product and Maintenance portfolio.

  • Following the distributor RFP for best pricing.
  • Ensuring deal reg's are in place for all pricing requests and getting in early.
  • Achieve more than 54% discount on applicable Cisco Deals

Collaboration

· Develop and build internal and external relationships with Sales/CAE's, Pre Sales and PMO team, ICT Operations and Procurement also with our distributors/ vendors and customers/key vendors. Work jointly with others so procedures and guidelines are followed.

· Liaise with ICT Finance team which include ICT operations and procurement to ensure smooth workflow of sales orders

· Proactive national team backup. Take ownership of tasks given. Collaborate with relevant stakeholders to ensure tasks are completed.

· Getting involved in sales meetings to get across in early stages with opportunities.

· Having One on One meetings with the AM/ADs & their teams to get a greater understanding of what is happening in their accounts.

· Assisting Sales with RFQs and Tenders that are coming through.

· Feedback from other teams, vendors and customer

· Minimal escalations

· Liaising with internal teams

· Feedback from Team Leads and peers whilst working in other backing up in other states

· Feedback from Sales Team

Product Knowledge

· Liaising with Internal & External Resources for Technical Advice to deliver the best solution

· Liaising with vendors, distributors and third-party suppliers to obtain information for clients. Attending industry events and product trainings provided by suppliers.

· Regularly keeping abreast of new products and pricing changes.

· Completing individual online vendor training and keeping up to date with new vendor tools i.e. Cisco CCW-R & CCW new release features.

· Promote various promotions within the named clients where appropriate and the features and benefits of Company' products/services.

· Demonstration of products knowledge (measured by feedback from AM's)

· Feedback from clients

· Relationships developed with vendors, distributors and third-party suppliers - that aids process and business benefit

Record Management

· Utilise the relevant systems coding for correct record management:

o Company Quoting Platform - for Contract Data, client quotes and related correspondence

o SharePoint - for National Spreadsheets for visibility to financial and internal asset spreadsheets

· Correct and accurate record management in:

o Company CRM / Quoting platform

o SAP / ERP Platform

o SharePoint

o Emails

o Maintenance to be captured to RMS for future renewal

o Alerts of incorrect coding and escalation to ICT Quoting Team Leader

Continuous improvement

· Continuous self-development in usage of internal tools

· Use any new systems introduced to Company and externally as requested by management

· Proactively review and suggest potential operational / strategy business improvements to the following:

o Processes and procedures.

o Business strategy improvement / opportunities.

o Strategy / product development identification.

o Any areas for process automation opportunities.

o Champion and own individual suggestions by engagement with the wider team to engender feedback and collaboration on the suitability of improvement recommendation

· Company Quoting System - correct usage and adherence to procedure

· Adoption of new systems

· A minimum of 2 process / strategy improvement recommendations per year, which are then successfully: championed and put in place, reviewed via:

o The relevant Practice / Business owner (for business strategy)

o ICT Quoting Team Leader

Compliance

· Assisting with documentation of sales procedures and systems when required.

· Conducting all work in accordance with the timeframes and attending all other aspects of the role as defined in Key role Responsibilities & Tasks.

· All processes relating to sales, procurement, credit and supporting functions adhered to

· Ensure compliance with Company' Quality Management System, Published Processes and other directives.

· Ensure compliance with Company Policies and Procedures as published on LEAP

· 100% compliance to relevant process - ongoing measure

· Adherence to all Company processes relevant to sales support as published on the BMS

· 100% compliance measured by Audits

Other

· Any Other tasks directed by the ICT Quoting Manager

· Feedback from Manager

Other accountabilities for the role include:

  • Accountable for achieving performance outcomes (as outlined in Performance Outcome Plan)
  • Adhere to Company policy relevant to the role and all activities undertaken in that role, including safe work practices and OH&S policies
  • Team Leaders/Managers - full people management responsibility for the team (for leadership roles only)
QUALIFICATIONS / EXPERIENCE / KNOWLEDGE REQUIRED

Essential / must have

Desirable / preferable

Education level, knowledge and work/industry experience

  • 3+ years experience in an service/sales position
  • Work experience made up of Customers Service/Sales
  • Prior experience in a Customer Services / Sales Support role within an IT company
  • Prior experience with e-portal solutions
  • Experience in quoting and liaising with customers
  • Experience with IT Maintenance Contracts or Renewals
  • Completion of High School education (to Year 12)
  • Secondary education to final year
  • Strong written English skills
  • CIT or other post-secondary qualifications in, Business, etc.
  • Business administration/IT certification

Professional/technical skills

  • Excellent organisational and administrative skills
  • Excellent attention to detail
  • Excellent communication skills and a growing Sales focus
  • Industry knowledge regarding IT vendors and distributors
  • Ability to work collaboratively with Account Managers, suppliers and customers (both internal and external)
  • Good Microsoft Excel skills
  • High level of numerical accuracy and PC skills Good written and verbal English skills
  • Sound product knowledge or a willingness to learn this aspect of the role
  • At least Intermediate level proficiency in the use of commonly-used personal computer (PC) applications software such as MS Word and MS Excel.
  • Personal values align with Company
  • Strong customer orientation
  • Ability to work unsupervised and to meet deadlines
  • Highly organized approach to work
  • Knowledge of IT related products such as Cisco, Riverbed, Juniper, Information Management software
  • Knowledge of computer equipment and related items
  • Familiarity with technology related services
  • Confidence to deal with all manner of telephone enquiries
  • Experience in provision of IT maintenance and support services

Behavioral (e.g. negotiation skills, presentation skills)

  • Ability to perform under pressure
  • Flexibility in approach to problems
  • Autonomous
  • Well organised
  • Ability to multi task

For more details please reach out to Rashmi on +61 2 8031 6212 OR rashmi.kumar@modis.com

About Modis

Modis delivers cross-industry IT and digital engineering expertise to accelerate innovation and digital transformation. By combining a unique service offering of Tech Consulting, Tech Talent Services and Tech Academy solutions Modis enables businesses to progress, scale and perform. Modis has a global footprint with 30,000+ consultants in over 20 countries focused on Cognitive Technologies,

Digital Transformation, Cloud & Infrastructure, Smart Ecosystem, and Industry 4.0 across the key sectors of Automotive & Transportation, Environmental & Energy, Software, Internet & Communication, Financial Services and Industrial Manufacturing.

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