Role and Responsibilities:
Managed Services – Account Executive is responsible for selling Managed Services, which includes Managed IT Services, Managed Security Services, and Managed Compliance Services. This position is for a high achiever with a demonstrated track record of success in prospecting, technical pre-sales, consultative selling, qualifying, and closing.
Managed Services selling follows an activity-based sales model. As a Managed Services BDR, you will be expected to adhere to a targeted level of prospecting and client activity and use methods to create a funnel to allow you to attain a targeted level of new business revenue.
Managed Services solutions we offer:
- Managed IT Services – 24/7 remote monitoring and management, national service desk, outsourced remote/onsite IT support, staff augmentation.
- Managed Security Services – advanced endpoint protection, SIEM, SOC services, IDS, IPS, advanced email protection, content filtering, penetration testing, website security, Ransomware protection, Virtual CISO services
- Managed Compliance Services – compliance framework assessments (NIST, HIPAA, CMMC, ISO, ect), vulnerability assessments, internal/external penetration tests, general IT security assessments,
- Cloud Services – public/mega cloud, private cloud, cloud backup, IaaS, PaaS, M365
- Projects Services – infrastructure upgrades, network/server refreshes, PC upgrades
- Regulatory Compliance consulting and assistance
- Backup/disaster recovery, business resiliency/continuity, hyper-converged systems
Responsibilities include:
- Act as the Managed Services subject matter expert on customer appointments/sales calls.
- Use consultative selling techniques to position and present Managed Services to prospective customers in order to win the business.
- Conduct business development via prospecting activities; networking; and referral generation to achieve qualified selling opportunities.
- Manage leads, generated from marketing to prospects and existing accounts, and develop those leads into selling opportunities and closed sales.
- Engage Sales Engineering team to help provide technical guidance and recommendations.
- Using Company CRM, track all sales related activities daily, including phone contacts; referrals; appointments; quotes; and sales.
- Generate accurate sales forecasting by revenue and gross profit
- Develop and produce proposals and quotes for presentation to a client
- Represent the company professionally to all interested parties including customers, prospects, and outside vendor partners.
- Effectively manage time and resources
- Other duties as assigned
Requirements:
- Bachelor's degree in a technical discipline, business or related field, or equivalent combination of education and experience
- 3 years’ experience in pre-sales/selling of IT Products and Services, Managed IT Services, Managed Security Services
- Technical competency and knowledge of PC’s, networks, firewalls, servers, virtualization, routers, switches, storage devices, backup and disaster recovery and wireless access points
- Competency in consultation selling skills and strategy
- Valid Driver’s License & transportation
SKILLS AND ABILITIES:
- Ability to have a comprehensive and competent horizontal IT/Network discussion with a Director of IT or VP of IT
- Ability to discuss value of Managed Services to non-technical business owners/executives.
- Strong interpersonal and relationship-building skills
- Exhibit sensitivity and awareness of the specific needs of customers, business partners, and technical services team members supervised
- Adherence and commitment to company Core Values
- Excellent presentation, organizational and planning skills
- Process-oriented, with great attention to detail
- Strong passion for customer service
- Strong conflict resolution skills
- Strong verbal and written communications skills with an ability to express complex technical concepts in simple terms
- Ability to effectively adapt to rapidly changing technology and apply it to business needs