Sales Director @ Orion Systems Integrators

Sales & Account Management (5)
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Sales & Account Management (5)

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Orion Innovation is a premier, award-winning, global business and technology services firm. Orion delivers game-changing business transformation and product development rooted in digital strategy, experience design, and engineering, with a unique combination of agility, scale, and maturity. We work with a wide range of clients across many industries including financial services, professional services, telecommunications and media, consumer products, automotive, industrial automation, professional sports and entertainment, life sciences, ecommerce, and education.

Position: Sales Hunter Tech, Media, & Telecom

Location: NY/NJ, Boston, Atlanta, Dallas

Orion is a leader in digital transformation and digital product development. A new breed of player with a unique combination of agility, scale and maturity, we’re rooted in engineering and experience design. We have a team of over 5,500 associates in delivery centers across the U.S., Asia, and Eastern Europe. We help enterprises develop their roadmap for AI, analytics, cloud, and digital transformation and deliver technology-driven efﬁciencies, improved customer experiences and new digital offerings.

Our “agility at scale”, along with our deep industry expertise and relentless focus on hands-on execution of our clients digital transformation initiatives, is what truly differentiates us. We are on an exciting journey of innovation, leadership and accelerated growth. Orion is buzzing with activity, and there are ample opportunities for everyone to contribute, grow professionally and help establish Orion as a leader in our industry space. For further details visit www.orioninc.com.

Summary:

The TMT Sales Hunter is responsible for researching and pursuing new business leads for the growth of the business. The role involves active coordination across teams and demands exceptional inter-personal skills. The executive is expected to work on new business proposals and presentations which are a persuasive representation of an organization’s COI/services.

The Sales Hunter position is a key role responsible for executing sales and business development strategies for target companies in the Tech/Media/Telecom industry.

The candidate will play a hunter role, responsible for acquiring net new clients for OI. The position’s primary responsibility is to achieve new sales results for OI’s services. The candidate will develop revenue-producing relationships with decision-making CxO level executives, as well as drive the sales cycle of all assigned sales opportunities from initial prospect communication through contract execution. We would look at existing relationships and credibility with Telco carriers and Tech/Media companies.

Responsibilities:

Achieve monthly, quarterly, and annual sales targets established by the EVP of TMT Vertical.
Execute business development, offering positioning and sales strategies as a member of the sales team.
Achieve lead generation, prospecting and other sales management goals designed to build an optimal sales pipeline.
Develop strong, long-term relationships and referrals with senior management.
Manage the end-to-end sales process for all opportunities including initial client communication, on-site presentations, demos/POCs, RFI response, multi-day client workshops, RFP submission, negotiation and deal signing.
Be the focal point person for all communication and sales activities.
Work in close collaboration with OI’s presales/architecture team & practice (COI) teams to ensure that proposed offerings and services fully meet business and technology needs.
Provide support to customers during initial phases of an engagement. Follow up and ensure total client satisfaction through the life cycle of the relationship.
Demonstrate strong personal communication and presentation skills to establish interest, credibility, and trust.

Develop our system integration GTM model and identify new sales leads:

Collaborate with designated industry partners to achieve status, certifications, and publicity.
Research organizations and individuals online to identify new leads and potential new markets.
Research the needs of prospects and learning who makes key decisions about purchasing.
Contact potential clients and partner with sales executives to establish rapport and set up meetings.
Involvement of any new marketing initiatives.
Attend conferences, meetings, and industry events.

Helping prospects understand the value of our solutions:

Prepare PowerPoint presentations and sales displays.
Contact clients to inform them about new developments in the company’s solutions.
Developing quotes and proposals
Negotiate and renegotiate by phone, email, and in person.
Structure and shape deals for value, leveraging and provide input on OI offerings, services, capabilities

Maintaining fruitful relationships with prospects & maintaining call details in CRM:

Build contacts with potential clients to create new business opportunities.
Keep prospective client database updated.
Make cold calls for new business leads.
Support in writing new business proposals.
Maintain knowledge of all product and service offerings
Arrange executive meetings with prospective clients.
Generate accelerated acquisition of new customers.

Desired Skills and Experience:

10+ years of experience in selling IT services, preferably working in a leading IT services & Digital SI firm.
Proven track record of success in selling Digital transformation, Product Engineering, AI & Data Analytics, Cloud services.
Won and led deals of at least $5 million independently.
Consistent track record of over-achievement pertaining to client acquisition and sales revenue targets.
Focused on value selling and high-value model selling.
Ability to sell creative, complex business models to the client.
Strong organizational skills and ability to handle multiple activities in a dynamic, changing environment.
Strong local contact base and access to alumni, local associations, industry associations.
Experience with vendor selection processes including RFI and RFP issuance and response management.
Ability to maintain strong sales management focus and dedication during sales cycles that are typically six months to one year in duration.
Strong understanding of financials, profitability, and cash flow.
Understand and execute company strategy (financials, offerings, segments, target accounts)
Demonstrated ability to manage complex negotiation with senior-level business and technology executives.
Strong Moral Compass and Business Acumen

Orion is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, citizenship status, disability status, genetic information, protected veteran status, or any other characteristic protected by law.

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Orion Systems Integrators, LLC and its subsidiaries and its affiliates (collectively, “Orion,” “we” or “us”) are committed to protecting your privacy. This Candidate Privacy Policy (orioninc.com) (“Notice”) explains:

What information we collect during our application and recruitment process and why we collect it;
How we handle that information; and
How to access and update that information.

Your use of Orion services is governed by any applicable terms in this notice and our general Privacy Policy.

Sales Director

Tech, Media & Telecom

Orion Systems Integrators

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