Services Sales Executive
3 weeks ago
Role and Responsibilities Include But Not Limited To:
Reporting to the Director of Services Sales, the Services Sales Executive will be the prime on all services activities in the Central Canada Region. The Services Sales Executive is responsible for all face-to-face proactive sales efforts for all network services, IT professional services, IT managed services. This position interacts with and provides resources to all levels of sales and sales management. This position is responsible for identifying, qualifying, and closing key opportunities. Customer satisfaction, as well as financial measures (revenue and/or gross profit), will directly relate to the performance of the position. The successful Service Sales Executive will develop and utilize sales plans and strategies to economically reach sales goals.
Essential Functions
- Build strategies to drive Services revenues and/or gross profits within the assigned module/vertical customer segment, maintaining a high activity level in accounts to achieve plan results. (50%)
- Support services sales effort/strategy and coordination of appropriate practice/technical resources (ie. Practice Leads, Technical Sales Engineers, etc.). Focus on the identification of new solution opportunities, protect existing revenue base, manage internal/external communication, escalate appropriate roadblocks/issues to management, and maintain overall customer satisfaction. (30%)
- Maintain appropriate sales funnel and provide accurate forecasts to sales management with regard to network and IT related services/solutions. (10%)
- Attend and participate in account team reviews and strategy sessions geared at protecting existing business and driving new revenue opportunities. (10%)
Lead Development
- Identify and qualify new leads through named channels in collaboration with the extended Account Executive team, networking events, cold calling, marketing and other sources.
- Continually develop and further qualify leads and manage them through the OnX services sales cycle from prospect to qualified leads to proposal to contract including coordination of appropriate OnX Services Leads.
Proposal Generation and Delivery
- Drive proposal development process from solution strategy discussions through solution design, pricing, proposal document preparation.
- Gather and document customer defined requirements from which proposed solutions are developed.
Contract Preparation, Delivery and Close Deal
- Drive contract preparation process from strategy discussions through contract preparation and negotiations.
- Be familiar with a proposed contracts terms and conditions to answer most questions regarding contract interpretation.
- Ensure orderly hand-off and transition to assigned Technical Account Executive for Services contracts.
MINIMUM REQUIREMENTS
- Considerable experience leading client engagement from prospect to close at an enterprise account level.
- Proven track record in identifying new leads, qualifying prospects, and closing sales to new customers consistently meeting or exceeding assigned quota.
- Demonstrated sales experience and a proven track record within the IT consulting or IT services industry. This may include: Public cloud services – Azure, AWS and / or GCP
- Digital application services
- IT Outsourcing
- Infrastructure management
- Back-up / Disaster recovery solutions
- Enterprise Software Sales
- Experienced in solutions and consultative selling.
- Strong understanding and working knowledge of the IT applications, infrastructure and networking technologies.
- Digitally proficient with an understanding and experience in selling DevOps, transformational applications services, mobility and public cloud.
- Experience with the Microsoft stack (O365, Azure and SharePoint) is an asset.
- Miller Heiman Strategic Selling is an asset
- Proven ability to effectively sell to executive management and other key decision makers with a company.
- Strong sense of urgency, proactive and responsive behavior, follow-through, and customer empathy.
- Experience in disciplined, phased sales process and attendant tools including CRM.
- Effective communication skills, written and oral
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