Sr. IT Sales Executive

Summary

 

Responsible for account penetration, development, management, and increasing breadth and depth through the promotion and sales of Project Solutions and Managed Services solutions for one of the fastest growing IT services companies in the U.S.   Sales to be focused on a broad range of emerging mid-market/mid to enterprise customers in the Southwest, United States.  This includes territory prospecting, client relationship and customer satisfaction management, proposal development, and closing opportunities.  The successful candidate will have a background in solution selling within the IT product and service industry.  Additionally, candidate must have experience in cultivating new accounts, managing extensive sales cycles, complete account management and a strong ability to penetrate to the highest levels of a company.

 

Solutions include: Professional Services and Project engagements, Managed Hosting/outsourcing, Technology Assessments, Microsoft Technology (infrastructure, development, and productivity), network/infrastructure projects, Symantec technologies (Enterprise vault and archiving) and other managed services.  This position is a Senior level sales position requiring an individual who is strategic in thought and persistent and competitive around driving to closure on revenue for the company. 

 Responsibilities and Duties

 

à     Support the development of a territory and market plan

à     Developing and executing strategic account plans

à     Develop and manage a pipeline in excess of 3x plan through

·         Initial heavy phone prospecting (average 50 new calls per day)

·         20 contacts per day

·         Customer facing meetings goal= 10 per week

à     Responsible for lead generation/lead management and follow-through

à     Daily prospecting within the targeted accounts and market including cold calling and referrals

à     Development of new client opportunities in with defined partners and Ensynch alliances

à     Interaction with Solutions Practice leads and TS sales on opportunity and pipeline/forecast management

à     Track progress, contacts, and sales through Salesforce.com

à     Identify larger opportunities to Sales VP

à     Ensure financial viability and credit worthiness of client

à     Monitor Accounts Payable information and support the collections process

à     Participate in company sales and marketing events

à     Work with alliance partners in support of sales

 Education

 

B.S./B.A degree preferred

 Work Experience

 

Proven revenue and GP production and quota attainment in services sales.  Proven account management across multiple accounts.  Minimum five years (6 or greater preferred) experience working in field sales, selling directly to executive, owner, business management, technology director decision makers and managing ongoing client relationships. Ability to call on executive business and financial management and present an ROI case and value proposition.  Knowledge of Information Technology including technology infrastructure, Microsoft, Novell, Citrix, Altiris, Symantec, Server and Desktop technology, security, web applications, Telco/Data, Software/Applications, Professional Services and data center/hosting market.  Familiarity with IT professional services and data center competition, high-level architecture and how to differentiate products and services to win sales. 

 Standards

 

à     Proven quota achievement (2.0 Million + annual revenue production)

à     Energy and tenacity in pursuing opportunities

à     Values: honesty, integrity, accountability

à     Strategic in developing remedies for company pain points

à     Familiarity with network, infrastructure, desktop management, and other related products

à     “Networker” capable of developing relationships, leads, and referrals

à     Broad network of existing businesses and decision makers

à     Knowledge of the mid-market and solutions

à     Writing skills, proposal and RFP response development

à     Presentation skills

à     Ability to find opportunities to sell Professional Services, Technology Consulting, Managed Solutions/Hosting, ASP/AIP, Development, Talent

à     Referenced experience in managing an account after initial opportunity closureSkills

                       

à     Wants to Win

à     Excellent time management and organization

à     Possesses strong organizational and interpersonal skills and self-motivation.

à     Possesses strong negotiating skills.

à     Possesses organizational skills and ability to pull resources together and facilitate a group from sales support, service, finance and operations to formulate account strategies.

à     Lead follow-through and Cold Calling

à     Possesses ability to interpret, comprehend and apply complex material, and data  –prepare, provide and convey diversified information to team members and management.
Possesses strong verbal communication skills.

à     Understanding of sales cycles and different closing methods

à     Excellent phone manners and oral and written communication

à     Follow-through and communication

à     Use of Microsoft Word and Excel (PowerPoint and Visio a plus)

à     Proposal generation and support

à     Ability to accurately forecast

à     Client satisfaction experience