Job Details:
Description
• Seek out new opportunities and expands and enhances existing opportunities to build and manage the pipeline in specialty area.
• Maintain knowledge of competitors in account to strategically position company's products and services better.
• Develop pursuit plans and manage the pipeline to ensure alignment with account managers.
• Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.
• Contributes to proposal development, negotiations and deal closings.
• Work closely with and support account manager, providing technical expertise and support, and participating in client engagements up to C-level engagements for more complex solutions in smaller
accounts.
• Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.
• Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.
Scope and Impact:
• May coordinate internal & external partners to deliver appropriate solution sale.
• Establishes relationships with customer/partner at all organizational levels; able to interface with senior levels in internal and external groups.
• Assigned average or higher size quota.
• Account size ranges; may work in a Small-Medium, Enterprise, or Corporate Segment; varied sales cycle.
Qualifications
Education and Experience Required:
*.University or Bachelor's degree preferred.
*.Directly related previous work experience.
*.Demonstrated success in achieving progressively higher quota.
*.Extensive vertical industry knowledge required.
*.Typically 5-8 years advanced sales experience required.
Knowledge and Skills Required:
*.Is considered an expert in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large solutions.
*.Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
*.Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
*.Understands the role of IT within area of specialization and how company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities
*.Account planning and accurate account revenue forecasting skills.
*.Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
*.Cultivates & maintains positive relationships with customers to ensure account retention & growth, and position company as the preferred vendor for meeting all business needs
*.Excellent project management skills.
*.Establishes a professional working relationship, up to the executive level, with the client.
*.Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals.
*.Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers...
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