Overview

In this role, you will partner with internal new business development, engineering and professional services teams and will strive to find new strategic solutions for our existing customers that will expand and grow our existing book of business. This role involves extensive travel to build and maintain relationships with key customer stakeholders. You will regularly conduct relationship reviews alongside your operations team peers who support these customers, and you will take the lead in developing and executing solution strategies for your accounts.

We expect you to help mentor less experienced sales team members and key delivery resources; to identify new opportunities for Bailiwick; and to be a part of our process to implement positive change in our business. In addition, you will serve as a positive leader and role model, helping Bailiwick successfully achieve our long-term vision and promote and utilize the Value Selling methodology in every aspect of your selling process and customer relationship development.

Your Impact

The essential functions of this position include:

Sales / Account Management

• Have significant knowledge of Bailiwick's services and capabilities.
• Serve as the primary resource in educating prospects and customers on Bailiwick's services and capabilities, history and technology trends relevant to the customers.
• Create quick, concise verbal and written statements to capture and maintain the attention of key stakeholders.
• Identify, pursue and open new prospect relationships and revenue streams that have current and future unmet needs for Bailiwick's service.
• Build and maintain long-term customer relationships through a creative and proactive Value Selling approach, constantly identify ways for Bailiwick to add value to our customers.
• Define and execute clear sales strategies for pursuing prospects through calling, value proposition communications, professional networking and brokered introductions from existing customer relationships. The ideal candidate does not get easily discouraged with rejection.
• Define and execute clear sales strategies for identifying good Bailiwick "fit" prospects.
• Utilize research tools to get a good understanding of the customer's business, goals, and initiatives so that they can deliver convincing TUFA business fit presentations.
• Quickly assess and identify decision makers and secure audiences with them.
• Patient yet persistent. Does not take no for an answer, specifically from gatekeepers such as procurement.
• Communicate with confidence and ease about customer's business, Bailiwick's services, and the fit between them.
• Create and deliver professional presentations for business fit and, in some cases, solution fit presentations.
• Creates efficient and robust itineraries of sales appointments to maximize travel.
• Able to navigate the initial opportunity discovery meeting with the customer without assistance from others. Knows what to listen for and look for to quickly determine if it is a good fit for Bailiwick.
• Create convincing executive summary overviews for proposals.
• Responsible for reviewing and editing content for all proposals.
• Responsible for understanding the financial model of proposals and leading the negotiation with the customer.
• Actively lead the process to develop customer proposal, RFQ, and/or RFI responses. Work with New Business Development, Engineering, Professional Service Group, etc., as necessary, to develop the proposal and win the opportunity.
• Annually achieve a minimum of $5 million in revenue at targeted margins within 2 years. Success would be to consistently achieve more than $10 million in revenue at targeted margins within 4 years.
• Achieve competence in the use of Bailiwick's technology and tools relevant to the AE role. For example, be proficient with the CRM sales forecasting tools, including selling activities, opportunity information, prospect profile, and post-mortem analysis.
• Communicate and work well with team members within the sales team and across other departments
• Proactively provide ideas for marketing and sales strategies and new services opportunities based upon prospect and customer interaction.
• Fiscally responsible involving travel and expense budgets.
• Travel as required for any of the above activities.

Interpersonal Relationships: Establishing and maintaining interpersonal relationships - developing constructive and cooperative working relationships with others, and maintaining them over time.

• Communication
  • Be comfortable communicating openly and honestly with all members across the organization
  • Practice strong verbal and written communication
  • Contribute to the growth of the company with new ideas and honest feedback
  • Continuously improve the health of the organization
• Maintain internal relationships
  • Operations Department
  • Sales Department
• Maintain external relationships as required:
  • Customer contacts

Qualifications

Education:

• High School diploma or equivalent required
• Bachelor's degree or equivalent related experience preferred
• Any relevant certifications a plus

Basic Qualifications:

• Documented and verifiable ability to drive complex sales strategies within large Fortune 500 organizations
• Experience selling solutions to organizations with large, distributed network of locations throughout North America
• Proven history of delivering comparable volumes of revenue - minimally $5M within 2 years with goal of $10M+ within 4 years
• Experience in building brand awareness in new markets, industries and organizations
• Previous experience and success in presenting to a variety of audiences
• Demonstrated experience working through a long sales cycle

Other Required Knowledge, Skills and Abilities:

• Technical knowledge within the following core technology elements:
• Physical layer cabling of all platforms (data, voice CCTV/IPVS, paging)
• WAN and LAN networks
• Wireless environments (WIPS, 802.11 a/b/g/n, key industry OEM platforms)
• Electrical services - basic knowledge of implementation practices
• Exceptional written and verbal communication skills
• Ability to professionally present in front of a variety of audiences, including to "C" level audiences
• Diverse portfolio of decision making contacts across a variety of industries
• Proven history using differentiating sales strategies such as Value Selling
• Proficiency in the Microsoft Suite tools and Prezi
• Ability to operate within a fast-paced and creative environment
• Proficient in customer negotiations and conflict management
• Superior ethics and integrity in all business dealings
• Comfortable with unpredictable workloads and travel
• Ability to manage one's own time effectively
• Any relevant certifications a plus

Position Specifics

The initial base salary range for this position is expected to be between $80,000 and $125,000 annually. The final base salary offered will be determined by multiple factors, including, but not limited to, job-related knowledge, depth of experience, skills, certifications, and geographic location. In addition to the base salary, our compensation structure includes variable pay through commissions based on individual sales performance. This means your earning potential can substantially increase based on your sales achievements.

ePlus offers a full range of medical, financial, and/or other benefits (including 401(k) eligibility, employee stock purchase program, and various paid time off benefits, such as vacation, sick time, and personal leave), dependent on the position offered. Details of participation in these benefit plans will be provided if an offer of employment is extended.

If hired, employee will be in an "at-will position" and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.

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