Overview

Inside Sales / Sales Development Jobs in Rabat, Rabat-Salé-Kénitra, Morocco at DXC Technology Morocco

Title: Inside Sales / Sales Development

Company: DXC Technology Morocco

Location: Rabat, Rabat-Salé-Kénitra, Morocco

Inside Sales / Sales Development (B2B, Enterprise & Midmarket)

Purpose of the role

Develop target accounts in the Enterprise and Midmarket segments, qualify demand across portfolio (Digital Solutions, Cloud & Infrastructure, Cyber Security), and progress prospects to sales-qualified opportunities. Ensure structured handover to Field Sales and Presales, with high CRM discipline and predictable pipeline execution.

Target audience and scope

  • Target customers: Midmarket (100–1,000 employees) and Enterprise (1,000+ employees).
  • Buying centre: IT, Security, Line of Business, Procurement, Management.
  • Scope: Lead and opportunity development through to qualified opportunity; closing ownership depends on deal size and complexity and typically sits with Field Sales.

Key responsibilities

1) Account and stakeholder development

  • Research, segment and prioritise target accounts and contacts; maintain a working target list.
  • Identify and engage relevant stakeholders within the buying centre; build multi-threaded relationships.
  • Create compelling conversation entry points based on concrete use cases (Cloud, Infrastructure, Security).

2) Discovery and qualification

  • Run structured discovery in initial and follow-up conversations (business drivers, technical context, current state).
  • Qualify using clear criteria: problem, impact, stakeholders, decision path, timing and commercial frame.
  • Document findings and agree a qualified next step (meeting with agenda, follow-up cadence, or disqualification with rationale).

3) Opportunity and pipeline management

  • Progress leads to Sales Qualified Leads (SQLs) and qualified opportunities; manage nurture over longer cycles.
  • Maintain high pipeline hygiene in CRM: stage, close date, value, probability, next steps, activity logs and call notes.
  • Prepare reliable inputs for weekly pipeline reviews and forecasting (conversion rates, pipeline coverage, ageing).

4) Orchestration and handover quality

  • Coordinate tightly with Field Sales, Presales and Solution Experts; align on next steps and customer messaging.
  • Deliver high-quality handovers to Field Sales: customer context, validated need, stakeholder map, urgency, and next meeting with agenda.
  • Support commercial preparation as required: presales involvement, internal clarifications, and concise opportunity summaries.

5) Cross-sell and up-sell in existing accounts

  • Identify expansion potential in existing accounts and initiate follow-up opportunities with the account team.
  • Connect portfolio building blocks across Cloud, Infrastructure and Security to customer roadmaps.

Tools and ways of working

  • CRM is the single source of truth (e.g., Salesforce or equivalent): opportunity management, activity tracking, reporting and data quality.
  • Use standard prospecting and research tools (e.g., LinkedIn Sales Navigator, account intelligence and firmographic databases).
  • Operate in a compliant manner: GDPR-aligned outreach, documented consent/opt-out handling, and accurate contact records.

Performance expectations and KPIs

Success is managed transparently via measurable outcomes. Typical metrics include:

  • Sales Qualified Leads (SQLs) per month and per segment.
  • Conversion rates (Lead → SQL → Opportunity) and meeting-to-opportunity conversion.
  • Pipeline volume, pipeline coverage and opportunity ageing in the individual scope.
  • Quality of discovery and handovers: documented needs, stakeholder coverage and clear next steps.
  • CRM data quality and forecast reliability inputs.
  • Contribution to opportunity pipeline and order intake together with Field Sales.

Principle: no ‘meeting at any cost’. The objective is always a qualified next step: a meeting with a clear agenda, a defined follow-up, or a properly documented disqualification.

Requirements (hard skills)

  • 2+ years of experience in B2B Inside Sales, Sales Development (BDR/SDR) or comparable roles; ideally in IT, technology or IT services.
  • Confident use of CRM and pipeline management (stages, activities, reporting).
  • Ability to understand and structure enterprise use cases across Cloud, Infrastructure and Cyber Security and translate them into next steps.
  • Experience with structured discovery and qualification, including buying-centre navigation.
  • Business-fluent language.

Requirements (soft skills)

  • Strong communication at eye level with both technical experts and senior decision-makers.
  • High self-organisation, prioritisation and consistent follow-up discipline.
  • Resilience and professional handling of rejection and long decision cycles.
  • Analytical thinking and clear summarisation (customer situation, risks, next steps).
  • Team orientation and reliability across interfaces (Field Sales, Presales, Marketing).

Nice-to-have

  • Experience with enterprise accounts and multi-stakeholder sales cycles.
  • Social selling experience and campaign follow-up (inbound and outbound).
  • Basic understanding of commercial processes (offer preparation, internal approvals, RFx environments).

Key interfaces

  • Field Sales / Account Management
  • Presales / Solution Experts
  • Marketing / Campaign Management
  • Bid Management and Commercial functions (as applicable)
  • Delivery and Customer Success (as applicable)

Langues: French, Spanish, Italian, English. (With focus on France, Benelux, Iberia & Italy accounts)

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