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[ID] 3548 [Position] Sales Executive – Systems Integrator Vertical [Location] NJ - Central [Client] Our Client Our client ranks as one of the world’s leading Tier 1 Service Providers. A decade of acquisitions and organic growth has extended their global network to every region in the world. Their multi-billion dollar annual revenue allows for continued investment into advancing their global communications network, offering solutions to enterprises and service providers through a single source. [Recruiter] Matthew Reaves [Location Keywords] New Jersey, East coast [ID #] 3548 [Description] 
The Opportunity Common Agenda has been entrusted to conduct a search for a Sales Executive • To act as a bridge between the organization and the GSI(Global SI) • To nurture / develop a relationship between the GSI and the organization for mutual benefit • Create GTM offerings – Sell to, Sell Thru & Sell with initiatives. • Need to possess superior sales and business development skills who can grow the System Integration business and Network Outsourcing partners in the United States. Responsibilities • Establish executive relationships with market leaders, and those companies that represent significant cross-sell and up-sell opportunities. • Have a strategic vision – both short term and long term. • Have a clear and well-defined focus about the objective • Develop and maintain strong relationships with a broad array of IT and business Leaders. • Develop all business opportunities that are strategic from a revenue perspective or complex in nature, requiring high-level complex selling skills. • Simultaneously lead multiple projects and manage the business development process by building and maintaining technical and industry expertise to understand and identify individual prospect and customer needs. • Complex selling and account planning. • Develop – financial analysis and business case for each selling situation. • Optimize profitability through financial analysis and prudent business practices. • Leverage technology, manage and support the sales and external partnering processes. • Employ solution-selling techniques to identify business needs and developing customized solutions to solve client business problems. • Identify and coordinate the resources that will be required to complete the sales process. • Have good leadership skills and thus be able to motivate his/her virtual project-specific team in order to achieve synergy • Provide monthly reporting of funnel, pipeline, and forecast. • Achieve assigned monthly/quarterly sales quota. • Conduct effective client presentations. • Generate new sales at a level that meets or exceeds established quota across product lines. • Maintain a funnel of strategic business prospects, and position critical resources on business opportunities with responsibility for managing to assigned quota and closing business. • Effectively manage customer expectations regarding service features, delivery and implementation. • Perform business contract review and quality control to ensure integrity of the order and improve book-to-billing ratio. • Perform high-level positioning and identification of strategic business applications utilizing the portfolio of services and offerings. • Manage status reporting and analytical procedures to provide management with a comprehensive perspective on the effectiveness of Global Account development. • Ensure efficient and timely communication with prospects, customers and partners relative to promotions, new products and services, and other marketing and sales activities. • Understand the business, market needs and the competitive environment of the client • Competition Analysis and Market Trends • Provide organization the inputs on investments based on customer growth plans, market trends, emerging growth markets and business needs. • Thoroughly understand the business of the organization in order to develop a true business relationship with the customer and cater to his/her needs accordingly • Relationship Building at all levels of the customer organization • Promote the value proposition to customers • Work closely with internal teams – technical solutions architects, commercial management, product management, global account team members, and other support organizations to ensure close link between customer requirements and our ability to deliver excellent service. • Create, identify and develop productive relationships with customers to expanding our business in the System Integration market . Experience • Strong understanding of the network, data center, managed hosting, storage, security and collaboration (audio/web/video conferencing and enterprise voice) environment • Superior sales skills – to identify opportunities, close deals, develop and maintain customer relationships • Strong presentation skills and ability to interact well with customers and internal stakeholders • Ability to think creatively, identify problems and offer solutions with minimal guidance • Ability to complete assignments within tight and often difficult deadlines • Strong people management skills • Ability to create innovative GTM models with the SI partners • Experience of Sell to, Sell thru and Sell with SI’s • Partner Enablement • Self starter and ability to work independently and as part of a team • Strong Problem solving ability • Ability to manage multiple priorities • Strong sense of urgency • Motivated self-starter with strong teamwork skills • Ability to work with executive level prospects and customers • Experience in managing SI partners, consultative sales management or application selling enterprise network solutions that include data networking and IP-based technologies along with Managed Services • Telecommunications industry experience • Project management skills; and excellent written and verbal communications skills • Experience working in multicultural, and global environments
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