Our client provides Hybrid Hosting solutions, enterprise Colocation , Cloud Hosting , Dedicated Hosting , Managed Hosting , Disaster Recovery , and Business Continuance services to a global customer base. Their custom solutions allow companies to easily migrate across platform and solution type. Their network of geographically-dispersed data centers and expertise in managed and cloud hosting allow clients to combine infrastructure solutions to meet their business needs.
Our client is a profitable, well-funded, and mid-sized enterprise focused services delivery firm that has a leadership position in cloud computing. They deliver custom web environments, private clouds, enterprise class storage, and co-location. They are seeking an Account Executive that will sell all of the above, globally.
The Sr. Account Executive is responsible for generating revenue through optimized remote selling and the development of both lead sources and self generated leads. Specific responsibilities include: prospecting, identifying, qualifying, proposing, and closing cloud, dedicated, small collocation and value-added service sales opportunities.
Location: Chicago, IL
Essential Duties and Responsibilities:
Ø Enforce and comply with all of the company’s Sales, Operations, Finance and Legal process.
Ø Prospecting, identifying, qualifying, advancing, and closing cloud, complex dedicated, remote ( shipped in) collocation and value-added service sales opportunities.
Ø Executing 1st appointments ( brand new customer engagements) each week.
Ø Maintaining an outbound call volume in excess of 20 calls/day or 100/week.
Ø Leveraging email and social networking for sales success.
Ø Building and maintaining an opportunity funnel that is 10X assigned monthly quota
Ø Ensuring that the weighted average sales funnel for the current month is 2X assigned quota
Ø Updating all Sugar CRM expected close dates and sales stages a minimum of 2X per week ( by Tuesday close of business and by Friday close of business)
Ø Ensuring by the 3rd day of each month that all opportunities from previous months have their expected close dates moved forward or sales stage moved to “Closed Lost”.
Ø Ensuring by the 3rd day of each new month that the monthly forecast commit is input on the SugarCRM forecast tab.
Ø Ensuring that all current ( base) customers are contacted at least once every 3 months and that the account notes are properly updated with specific details of the accounts status and future plans.
Ø That all reseller and referral agents are entered into Sugar CRM ( and properly designated) so that they can be de-conflicted by Sales Development during inbound opportunity engagement.
Ø Maintaining a conversion ration of greater than 30% for all inbound and lead gen opportunities / meetings.
Ø Learning the company product lines with great speed and maintaining a solid grasp of our technology architecture, our means of execution, and our business value to customers.
Ø Targeting Small and Medium Sized Enterprises
Ø Consistently achieve targeted sales quota. Provide an updated business after any month less than 80% attainment showing specific plans and commitments to improve quota efficiency.
Ø Work closely with the infrastructure and support group to ensure the successful implementation of customer solutions. Ensure that each project with greater than a single server is started with a kick-off meeting led by the assigned AE.
Ø Work closely with the local operations team to assist in growing the overall revenue stream of our Internet Data Centers through add on sales to the existing customer base.
Ø Participate in the development of new service ideas and sales strategies as needed.
Ø Participate in trade shows and presentations to industry/customer groups.
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.
Ø Should have 2-15 years proven sales experience in managed services or a related field, such as data networking products or Internet services.
Ø Should have direct experience in the Outsource/IT Service business.
Ø A Bachelor’s degree or equivalent work-related experience is required.
Ø Ability to generate and close complex sales opportunities.
Ø Knowledge and understanding of specific vertical markets.
Ø Must have a successful track record in meeting sales quota objectives.
Ø Must have experience in selling complex services to businesses.
Ø Must have a basic understanding of and experience in strategic selling.
Ø Must have strong interpersonal skills and desire to work in a dynamic and fast-paced environment.
Ø Must have the ability to work autonomously and be self-motivated.
Ø Should have completed a structured sales training program.
Ø Must have strong verbal and written skills.
Ø Must be willing to learn and adapt as necessary to accommodate changes in industry and company directions.
Ø Should have software integration sales experience.
Additional attributes include self-motivation, exceptional organizational and time management skills, plus enthusiasm to drive sales and work independently in a global organization.
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