New England sales: IT infrastructure consulting services
Xtra Effort Solutions - Massachusetts

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Role: New England, sales: IT infrastructure consulting and managed services for middle tier and large enterprise accounts. Project based consulting and services related to virtualization, cloud computing, data management, security, performance, networks, and server software

Office: 30 minutes north of Boston

Company:
  • 70 employees
  • 18 years in business
  • Team had 100% growth in services for 2012; 21% growth in product for 2012
  • Sample Partners: Juniper, Brocade, HP, F5, Commvault, Symantec, Microsoft, Oracle, VMWare, IBM, NetApp, Cisco, Riverbed, and Redhat
  • Unique laboratory to replicate client environments in advance of deployment, mitigating risk and building client (and prospect) confidence
Compensation:
  • Salary: $80k plus commissions
  • Draw that is only recoverable against that month's sales commissions for beginning months; (previous draws are NON-recoverable)
  • First year anticipated On Target Earnings: $140k - $170k, depending upon experience and quota (18+- months to really begin to hit stride)
  • Two year plus years anticipated earnings: $200k+ annual earnings
  • No earnings cap
  • Aggressive accelerators
  • Excellent benefits, including medical, dental, flexible spending, life, disability, vacation, and 401k match,
What is desirable about the company?

  • Culture: open, candid, thoughtful, communicative, good chemistry across sales, operations and consulting . from the CEO > ACROSS (flat culture)
  • Excellent sales operations support team: processing quotes, working with vendors, etc.
  • Manager serves as an active, hands-on mentor . but NOT a micro manager
  • Excellent reputation within the market; their original clients from eighteen years ago are still customers
  • Mature partners with technology companies
  • Exceptional earnings potential: several sales people earn $300k+ year after year
  • Hi ethics
  • Strong sales orientation; all sales people treated fairly
Recent sample deal: cold called a prospect and discovered they were planning to insource their server operations, and needed consultation and help to design and deploy an internal architecture for servers, storage, security, networking, etc.

The sales person built trust across several departments, identified needs, contacted appropriate partners (including NetApp, Oracle, HP, and Symantec), lead the process over creating a solution (with his solution architects), beat the competition, and closed business the business. The result was $100k in gross profit

Quota :
  • First 90 days, no quota
  • First year; $300k gross profit (prorated, so probably less than $300k)
Candidate criteria:
  • 5 - 10 years of professional experience since graduating college, INCLUDING 5+ Business to Business sales experience
  • Experienced with consistent use of CRM system
  • Excellent in developing new prospect appointments; can articulate their prospecting process
  • Consistent success reaching or surpassing quota via the closing of NEW accounts
  • Top 10% of sales team
  • Average career tenure of 3+ years per job
  • Driven
  • Competitive
  • Active
  • Independent
  • Smart
  • Collaborative, team oriented
  • Creative
  • High levels of outbound sales activity
  • Proven hunter of net new accounts
  • Major account selling experience to $500m+ accounts; 5+ month selling cycles
  • Honest
  • Willing to share compensation, on target earnings, quota achievement, and W2 history
  • Patience and resilience during the on-boarding process
  • Sales success with IT solutions or IT staffing is preferred

Xtra Effort Solutions - 23 months ago - save job