Lead/Specialist/Leadership Role - Sales/New Business/Incubation - IT

Sales Lead New Business/Incubation Specialist (Leadership Role)

Responsibilities:

- Develops long term sales pipeline to increase market share in specialized area.

- Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.

- Provide support to the Account managers.

- Set direction for business development and solution replication.

- Creates and grows reference customers.

- Sell complex products or solutions to customers on a partnership basis.

- May act as a dedicated resource to a few strategic accounts.

- Services specialists may also be responsible for selling small outsourcing deals.

- For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity, to higher- total contract-value renewals.

- Establish a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry.

- Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions.

- Contribute to enduring executive relationships that establish ' consultative professionalism and promote its total solution capabilities.

- Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics.

- Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.

Education and Experience Required:

- University or Bachelor's degree; Advanced University or MBA preferred.

- Directly related previous work experience.

- Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.

- Prior selling experience includes multiple, diverse set of selling responsibilities.

- Viewed as expert in given field by company and customer.

- Considered a mentor of selling strategy, including designing strategy.

- Typically 12+ years of related sales experience.

- Project management skills required.

- 3-5 years' experience.

Knowledge and Skills:

- Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.

- Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.

- Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution.

- In-depth knowledge of client's business, organizational structure, business processes and financial structure.

- Considerable knowledge of the customer's infrastructure and architecture.

- Demonstrates leadership and initiative in successfully driving services sales in accounts prospecting, negotiating and closing deals.

- Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer's requirements.

- Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.

- Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.

- Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.

- Excellent project oversight skills.

- Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account.

- Utilizes Siebel as an expert and accurately forecasts business.

- Successful partner engagement experience.

- Works effectively with our partners to drive additional revenue.

- Understand and sells high value software solutions.

- Demonstrates the ability to leverage #39;s portfolio of products and services to change the playing field against our competition.

- Understands the leverage of services as part of strategic portfolio of products.

- Promotes services as part of all strategic opportunities.

- Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.