Summary
Sells to K-12, Higher Education, counties, cities/municipalities, state agencies, water districts and publicly funded transportation/energy organizations. Plays pivotal role in sales process and positions large portfolio of technology products and services. Delivers large strategic wins using go-to-market sales model driving business relevant/customer value selling and exceeding goals.
Essential Duties and Responsibilities
* Owns all sales activities in assigned accounts or regions and achieves/exceeds established sales targets monthly, quarterly and annually.
* Creates business cases and high-level financial models including ROI and TCO analysis to help in positioning and selling of technology-based solutions to solve business problems.
* Engages proactively with Solutions and Services, Marketing and Operations teams.
* Engages National Resource Center (NRC) for assistance with formal bid responses.
* Works with our legal teams to provide legal/risk review on GovEd engagements.
* Leverages our Government Contracts to accelerate procurement and avoid formal bid when possible.
* Abides by all customer/prospect's procurement policies and proactively assists them with compliance.
* Establishes clear priorities for new and existing client sales to drive sales growth.
* Drives comprehensive prospecting plan, which includes: personal networking, social networking, industry organizations, trade shows, Internet Web sites, vendor partnerships, and customer references.
* Drives "hunter" approach to prospecting, demonstrating tenacity at opening doors and setting appointments.
* Builds and maintains research on prospective and current customers relating to how each customer is organized (hierarchically, brands, channels, and key relationships).
* Builds formal Account Plans for top 10 prospects/customers as directed by Area Sales Director.
* Establishes and maintains current customer and potential customer relationships at multiple layers within organization (technical, business, political, procurement, etc.).
* Gains clear understanding of customer business requirements.
* Educates customers on full breadth of solutions offered by Logicalis.
* Builds brand recognition for company within assigned territory.
* Builds executive credibility; acts as trusted advisor with all accounts.
* Maintains detailed understanding and knowledge of Logicalis products and competencies.
* Works within Logicalis sales engagement model.
* Prepares presentations, proposals and sales contracts.
* Identifies and resolves customer concerns.
* 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.
* Supports and conducts self in a manner consistent with customer service expectations.
Supervisory Responsibilities
This job has no supervisory responsibilities.
Qualifications
To perform this job successfully, an individual must be able to perform each essential duty 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/Certification
Education:
* Bachelor's Degree in related field.
Experience / Technical Requirements
* 3 years demonstrated outside sales experience selling Information Technology products (i.e. HP Storage, Cisco, and IBM) and consulting services/managed services.
* 3 years combining products and services into technology solutions that meet customer business needs.
* Experience in responding to complex government formal bids (RFP's).
* Experience in B2G technical sales.
* Technical sales expertise selling to both medium and large customer markets and strong familiarity with Cloud, Managed Services, and Web 2.0 technical concepts.
* Fundamental understanding of consultative, solutions sales process for dedicated, managed, cloud, and hybrid web hosting solutions.
* Demonstrated success in strategic thinking, planning and implementation - a strong desire and t rack record of getting things done.
* Proficient use of Microsoft Office applications, Salesforce and other sales tools.
May consider an equivalent combination of education and experience.
Certifications
* Various vendor certifications as necessary.
Other Skills and Abilities
* Ability to travel within geography as necessary for customer appointments and meetings both internally and externally to Logicalis.
* Strong technical and customer interaction skills.
* Self-starter with excellent organizational, administrative and interpersonal skills.
* Ability to multi-task and work in fast paced environment.
* Ability to successfully work as a team and independently.
* Detail oriented.
* Ability to follow through with tasks, projects, troubleshooting with minimal supervision.
* Outstanding oral, written, technical and business communication skills.
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, orientation, marital status, age, height, weight, disability, veteran status, or any other reason prohibited by applicable federal or state laws.