Summary This sales role will collaborate with field Account Executives (AE) to identify, qualify, develop, propose and close Logicalis Managed Services (e.g. Managed Security Services, Infrastructure Management Services, Cloud Managed Services and Service Desk). The individual is responsible for driving sales growth with profitable, long-term contracts that deliver business results for our clients and establish and/ or build on our customer relationships. Essential Duties and Responsibilities * Understands and maintains an in-depth knowledge of Logicalis' solution portfolio, including solution scope, value proposition, differentiation, qualifications, governance process, implementation approach, and contract terms. * Understands and maintains an in-depth knowledge of the market including a clients' IT operations, competitive landscape and industry trends. * Identifies new opportunities that intersect a client's need and Logicalis' solution value. * Builds opportunity pursuit plans to focus and coordinate Logicalis sales efforts. * Qualifies opportunities based on specific criteria to prioritize sales activities and increase win rates. * Maintains a qualified opportunity pipeline sufficient to meet target sales objectives. * Develops opportunities by building client advocacy and gathering information required for a proposal. * Writes effective proposals that enable our client to make a Logicalis decision. * Navigates client decision making process resulting in a win/ verbal approval. * Closes business by navigating a client's approval and signature process and writing, delivering, and negotiating contracts. * Enables a successful transition for the Service Delivery implementation team through supporting processes and communication * Collaborates with Account Executives and other sales resources for effective sales execution * Establishes trust with decision makers through knowledge, expertise, integrity, thought leadership, and client experience. * Leads the sales pursuit with the client and supporting Logicalis team. * Follows all Logicalis sales, quality assurance and approval processes including the use of all related tools and resources. * Contributes to Logicalis' sales collateral and/ or intellectual capital (Sales Presentations, Proposals, PoVs, Win Writeups, etc.). * Demonstrates and actively promotes an understanding and commitment to the mission of Logicalis through performing behaviors consistent with the organization's values. * Maintains a working knowledge of applicable Federal, State, and Local laws and regulations as well as policies and procedures of Logicalis in order to ensure adherence in a manner that reflects honest, ethical and professional behaviors. Supervisory Responsibilities This job has no supervisory responsibilities. Qualifications To perform this job successfully, an individual must be able to perform each "Essential Duty & Responsibility" satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Education/Experience/Technical Requirements/Certifications Equivalent combination accepted. Education * Bachelor's Degree in related field. Experience / Technical Requirements * 10 years' experience combining products and services into technology solutions that meet client's business needs within markets they serve. * Demonstrated consultative and solution selling skills including ability to deliver solution or vertical point of view as necessary. * Strong business acumen and IT knowledge with ability to engage at all levels (including Executive management) to uncover business challenges and desired outcomes. * Strong sales leadership and communication skills. * Demonstrated business and financial case development. * Understands different contacts/positions within client's enterprise and is comfortable consulting within and outside of data center. * Demonstrated knowledge of current solution trends, rules/regulations, legislation, compliance requirements, etc. * Member of or associated with industry organizations that furthers growth as trusted advisor with Account Executives, Area Sales Directors and clients. * Proficient use of all Microsoft Office applications and other sales tools. Certifications * Industry related certifications are a plus. Other Skills and Abilities * Executive Communication skills - oral, written and presentation skills. * Strong Relationship Building skills. * Self-starter with excellent organizational, administrative and interpersonal skills. * Works well with team members and cross-departmentally. Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this Job, the employee is constantly required to sit, talk, see, hear, and use hands and arms. The employee is frequently required to stand; move about, climb steps or balance and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 10 pounds. The above statements describe the general nature and level of work being performed by individuals assigned to this classification. This is not intended to be an exhaustive list of all responsibilities and duties required of personnel so classified. Logicalis is an Equal Opportunity Employer. It is our policy to employ people who are qualified by reason of education, training, experience, and demonstrated performance. We value diversity and inclusion at our company. We do not discriminate on the basis of race, color, religion, national origin, gender, sexual orientation, marital status, age, height, weight, disability, veteran status, or any other reason prohibited by applicable federal or state laws. NOTE: It is Logicalis' practice that when a client requires medical testing, the employee must accept that requirement as a condition of their assignment and either submit to the tests or show proof they've completed the test satisfactorily (i.e., TB Test negative). Salary Compensation Range: $145,000 to $155,000 plus commission
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