Must be willing to travel to client sites or conferences as needed.
Must have a reliable internet connection and a quiet, distraction-free work environment when working from home.
Must have excellent grammar and written and oral communication skills.
Must have a high-level understanding of computer networking technology and industry trends.
Must have a proven track record of selling to managed accounts.
Must have at least 5 years of experience selling technology solutions, including wireless, security, IP telephony, and software.
A BA/BS in Business, Management, Computer Science, or an Engineering field is preferred.
Prior experience working with ServiceNow is preferred.
Responsibilities
Develop and execute a territory or vertical sales strategy to achieve and exceed revenue targets.
Prospect, qualify, and close new business opportunities for managed services, cloud solutions, cybersecurity offerings, and professional services.
Build relationships with C-level and senior IT decision makers, understand their business challenges, and align solutions to those challenges.
Deliver presentations, proposals, and solution roadmaps tailored to client needs.
Address objections and concerns by explaining the company’s approach, methodologies, technology portfolio, and service value proposition.
Collaborate with internal technical teams to scope solutions, create statements of work, and ensure accurate handoff to service delivery.
Maintain a healthy pipeline through outbound activity, networking, and channel partnerships.
Track sales activities, forecasts, and pipeline updates accurately in the customer relationship management system.
Stay current on industry trends, the competitive landscape, and emerging technologies relevant to managed service provider and managed security service provider offerings.
Achieve strong conversion rates for phone and in-person consultations.
Establish and maintain working relationships with potential and existing clients.
Sell additional services to current clients.
Use sales materials and call guides to screen prospects, identify business needs, communicate relevant information about solutions and services, and set appropriate expectations for each service.
Complete daily sales activity updates, weekly sales checklists, and other requested information-system updates to track progress and performance.
Use HubSpot to record client information and manage client relationships and the sales process.
Prepare and present regular progress reports for management.
Maintain an accurate opportunity funnel.
Participate in management and strategy meetings.
Follow up on presales activities.
Build and expand a network of referral partners.
Participate in activities and events that promote the company’s products and services.
Participate in developing new project proposals.
Recommend policies and procedures to enhance sales operations.
Travel to key sales events, strategic industry functions, and client sites to advance relationships and revenue opportunities.
Desired Qualifications
A BA/BS in Business, Management, Computer Science, or an Engineering field.
Prior experience working with ServiceNow.
The Sr. Sales Executive is responsible for effectively driving business growth and expanding strategic accounts within our Managed Services and IT solutions portfolio. This role requires a proven hunter mentality, deep understanding of the MSP and MSSP ecosystem, and the ability to translate complex technology offerings into clear business value for mid-market and enterprise clients.
Key Considerations:
Must be authorized to work in the U.S.
This is a full-time, direct hire position.
Must be willing to travel to client sites or conferences as needed.
While working from home, employees must have a reliable internet connection and must work in an environment free of noise and distraction.
This position is on the Eastern Regional Sales team (AL, AK, CT, DC, DE, FL, GA, IL, KY, LA, MA, MD, ME, MS, NC, NH, NJ, NY, PA, RI, SC, TN, VA, VT, WV)
Compensation Disclaimer: The pay range listed for this position is based on market data across various U.S. locations and reflects the company’s good faith estimate of what it reasonably expects to pay. Actual compensation may vary depending on geographic location, relevant experience, and other job-related factors. This range also accounts for potential growth and progression within the role. Final compensation will be determined after a successful interview process and may be discussed in more detail during later stages.
Develop and execute a territory or vertical sales strategy to achieve and exceed revenue targets.
Prospect, qualify, and close new business opportunities for managed services, cloud solutions, cybersecurity offerings and professional services.
Build strong relationships with C-level and senior IT decision makers, understanding their business challenges and aligning solutions accordingly.
Deliver compelling presentations, proposals, and solution roadmaps tailored to client needs.
Uncover objections and overcome underlying concerns by sharing information regarding the BCS365 approach, methodologies, technology portfolio, and the value proposition of our service offerings.
Collaborate with internal technical teams to scope solutions, create SOWs, and ensure accurate handoff to service delivery.
Maintain a healthy pipeline through consistent outbound activity, networking, and leveraging channel partnerships.
Track sales activities, forecasts, and pipeline updates in CRM with accuracy and discipline.
Stay current on industry trends, competitive landscape, and emerging technologies relevant to MSP and MSSP services.
Achieve strong conversion rates for phone and in-person consultations.
Establish and maintain excellent working relationships with potential and existing clients.
Actively engage in selling current clients additional services.
Utilize BCS365 sales material and call guides to: Screen prospects effectively, identify and understand business needs, convey relevant and compelling information regarding BCS solutions / services, and set appropriate expectations for each service.
Promptly complete daily sales activity updates, weekly sales checklists and other requested information systems to track progress and performance.
Use HubSpot database and activity management software to accurately record client information and effectively manage client relations and the sales process.
Prepare and present regular progress reports for management.
Maintain accurate Opportunity Funnel.
Participate in ongoing management and strategy meetings.
Follow up on all presale’s activities.
Build and expand a network of referral partners.
Participate in activities and events that promote BCS365 products and services.
Participate in the development of new project proposals.
Recommend policies and procedures to enhance sales operations.
Travel to key sales events, strategic industry functions, and clients’ sites to advance relationship and drive revenue opportunities.
Excellent grammar, written and oral communication skills.
High-level understanding of computer networking technology and industry trends.
Proven success selling to Managed Accounts.
BA/BS in Business, Management, Computer Science or Engineering fields preferred.
Prior experience working with ServiceNow preferred.
Minimum of 5+ years of experience includes selling technology solutions including wireless, security, IP Telephony, software etc.