What you will do: The Senior Sales Executive must have a proven track record selling “as-a-service” complex technology offerings that include managed services, public cloud, mainframe, security and outsourcing. He/she will have accountability for the creation of new bookings from the acquisition of new clients through consultative engagement process. He/she must be highly motivated and have the ability and desire to run their self-functioning sales unit by partnering with Sales Engineering, Operations, and Marketing within the business.
The candidate will be a strategic thinker and self-starter who is focused on creating solutions and solving business problems with a consultative sales approach, and be a multi-dimensional thinker who operates not only on the basis of important past experiences but with the incorporation of new approaches and developments that occur in the this fast-moving market.
The candidate also must possess strong presentation skills and be able to communicate professionally in written responses to emails, RFPs, and reports. As a member of the Ensono Sales team, they will ensure proper execution for the lifecycle of a deal establishing sound relationships with internal stakeholders and channel partners.
Key activities include:
·Proactively identify new revenue opportunities and relationships to drive account and revenue growth
·Create new and sustain existing senior relationships
·Promote and drive client relationships by providing thought leadership and consultation on the alignment of client business needs to Ensono and partner products and services
·Drive contract negotiations for new business in partnership with Legal
·Work closely with Sales Engineering and the customer on solution, value, and pricing scenarios
·Responsible for developing and delivery of prospective client proposals
·Represent Ensono at field events such as conferences, seminars, etc.
·Communicate information effectively to diverse audiences, internal and external to the company, recognizing business and product terms and value
Challenge the current thinking, assumptions, and status quo to drive results and innovation
What you will need:
·A minimum of 10 years of sales experience
·A minimum of 3-5 years of selling technology/managed service solutions
·Must be organized, analytical, creative and adaptive
·A proven track record of both achieving and over-achieving goals in past sales positions
·Significant experience and discipline in managing, reporting and accurately forecasting sales pipelines
·Excellent written and verbal communication skills as well as teamwork capabilities
·Experience in managing and closing complex sales opportunities
·Proven success in managing client opportunities with multiple lines of business
·Proven ability to influence cross-functional teams without direct line authority
·Experience in working with managed services, hosting, mainframe, security and outsourcing is required
·Broad relationship development and people networking experience, including leveraging existing channel partner relationships to drive new business development
·Ability to bring-to-the-fold, cultivate and strengthen strong client relationships with senior business and IT staff members
·Ability to technically consult with C-level executives within client environment.
·Demonstrated experience at increasing deal close rates, utilizing a structured qualification process with identifying customer compelling events
·Candidates must be able to articulate technology and product positioning from a business perspective in addition to creating and maintaining relationships with the clients and vendors
What will set you apart:
·Experience in IT infrastructure transformation engagements
·Mastery of legacy IT such as IBM mainframe and mid-range with linkage to modern platforms like public and private cloud
·Existing relationships and contacts that will drive a robust pipeline
Travel: Travel to various client sites will be frequent; estimate 35% of weeks will involve travel.