Engages with clients to understand their business initiatives and IT capabilities and position Logicalis solutions to provide strategic value; subject matter expert (SME) in the Logicalis Solution Portfolio as well as industry trends. Works with the client in defining potential opportunities as well as collaborating with Logicalis peers in solution development and refinement. Drives demand generation initiatives, qualifies potential client engagements and helps progress sales opportunities.
Essential Duties and Responsibilities
Engages with clients and prospects by calling on line of business and IT leadership including titles such as CMO, CFO, CIO, COO and other key and influential individuals.
Obtains knowledge of client organizations and develops client relationships.
Provides subject matter expertise to clients and provides guidance to team members.
Builds strong business relationships with partners and vendors.
Leads demand generation efforts within existing and prospective accounts.
Works with teams to close profitable solution transactions.
Helps generate product and services proposals and quotations.
Leads teams in sales pursuits, demonstrating solution and business knowledge needed to close deal.
Speaks with authority and has point of view (POV) about industry and/or client s business, and how Logicalis solutions bring benefits to their enterprise and drives valued business outcomes.
Facilitates workshops to help clients connect their business initiatives with technology solutions.
Conveys knowledge of solutions business as it relates to client s desired business outcomes and industry.
Creates strong business cases and high-level financial models including ROI and TCO analysis to help in positioning and selling of Logicalis solutions.
Understands client s industry business challenges and engages in opportunities and solutions that bring value to these clients.
Keeps up to date on Logicalis Solution Portfolio as well as Logicalis and partner resources available; coordinates applicable Logicalis and partner resources to progress deal once opportunities are identified.
Collaborates with peers across Logicalis matrix organization.
Maintains awareness of industry trends and directions in IT solutions space.
Adopts and masters Logicalis sales process including use of all related tools, artifacts, and CRM; participates in consistent forecasting cadence process with accuracy and timeliness.
Prepares presentations, proposals and sales contracts.
Identifies and resolves client concerns.
Demonstrates and actively promotes an understanding and commitment to the mission of Logicalis through performing behaviors consistent with the organization's values.
Maintains a working knowledge of applicable Federal, State, and Local laws and regulations as well as policies and procedures of Logicalis in order to ensure adherence in a manner that reflects honest, ethical and professional behaviors.
Supports and conducts self in a manner consistent with customer service expectations.
This job has no supervisory responsibilities.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Bachelor s Degree in related field.
Experience / Technical Requirements
5 years experience combining products and services into technology solutions that meet client s business needs within markets they serve.
Experience working with and developing solutions for lines of business and technology decision makers.
Understands different contacts/positions within client s enterprise and is comfortable consulting within and outside of data center.
Experience working with, and developing, Cloud, IOT or Security Solutions.
Demonstrated knowledge of current solution trends and current client challenges.
Understands sales process and has experience working through sales process to close deals.
Experience as consultative Sales Specialist and subject matter expert.
Proficient use of all Microsoft Office applications, CRM and other sales tools.
May consider an equivalent combination of education and experience.
Cloud, IOT or Security Certifications.
History of both Technical and Sales Certifications.
Other Skills and Abilities
Excellent communication skills oral and written presentation abilities.
Ability to confidently and professionally interact with external clients and internal teams.
Strong customer interaction skills.
Self-starter with excellent organizational, administrative and interpersonal skills.
Works well with team members and cross-departmentally.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this Job, the employee is constantly required to sit, talk, see, hear, and use hands and arms. The employee is frequently required to stand; move about, climb steps or balance and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 10 pounds.
The above statements describe the general nature and level of work being performed by individuals assigned to this classification. This is not intended to be an exhaustive list of all responsibilities and duties required of personnel so classified.
Logicalis is an Equal Opportunity Employer. It is our policy to employ people who are qualified by reason of education, training, experience, and demonstrated performance. We value diversity and inclusion at our company. We do not discriminate on the basis of race, color, religion, national origin, gender, sexual orientation, marital status, age, height, weight, disability, veteran status, or any other reason prohibited by applicable federal or state laws.
Associated topics: business development, cloud technology solution, IT, IT service, salesforce, sales force, sales compensation, sentext solution, software, software solution