Our New TeammateYou will be responsible for driving sales and services, by building and maintaining relationships with multiple layers of organizations from operations through key decision makers at the executive level.
You can expect to spend your time accomplishing the following:
- 60% of your time on Objective 1: Driving Sales Interactions with Prospects and Existing Customers
- 40% of your time on Objective 2: Managing the Sales Process and Internal Communication
Job Responsibilities - What to Expect- Develop a SLED business development plan targeting State and Local government and education customers across all service offerings.
- Primarily focused on driving new sales with assigned existing customers and prospects, as well as greenfield opportunities in your assigned region(s).
- Accountable for positioning all relevant Skyline solutions to the appropriate stakeholders at each prospect or existing customer.
- Establish and "own" relationships with key buying influences.
- Establish and build relationships with C-Level relationships at customers.
- Balance short-term revenue wins with long-term (multi-year) engagements that create recurring revenue. Ultimate success is defined by becoming a trusted IT (Information Technology) and/or physical security partner with customers, helping them to develop, craft, and prioritize their strategic roadmap.
- Ability to navigate the sale process in complex customer environments, with multiple stakeholders and multiple influencers in the buying process.
- Conduct sales visits and presentations, partnering with Skyline solutions architects to position Skyline value propositions to customers and prospects.
- Maintain solution expertise and consult on sales/marketing documentation. Incrementally develop the ability to play the role of the solution architect by actively figuring out how to leverage their knowledge to make initial sales encounters more compelling for prospects.
- Engage relevant customers and prospects with Skyline sales campaigns.
- Create opportunities to further educate and sell to customers and prospects.
- Provide feedback from customers and prospects that helps to redirect or modify campaigns.
- Attend conferences and events to prospect and position Skyline in the marketplace.
- Work with Skyline partner management teams to ensure that meeting cadence and strong relationships with strategic partners. This includes relationships and regular cadence with your regional counterparts
- Maintain a strategic capture plan for your accounts.
- Develop quarterly metrics/initiatives for accounts as part of your plan
- Update your strategic plans quarterly
- Present performance reporting each quarter
- Relative to established plans and quarterly initiatives
- Relative to projected revenue
- Provide any changes to subsequent quarterly initiatives
- All communication relevant to contacts and accounts is recorded in the CRM.
- All customer and prospect meeting content is to be populated in the CRM.
- Projections are updated on a weekly basis,
- Provide a rationale and the impact of changes made to existing projections by utilizing the available CRM field optimally
- Work with the division lead for pricing and proposals to develop competitive and comprehensive RFP (request for proposals) responses and SOWs (statement of work).
- Provide a win announcement to the sales operations manager
- Populate the Sales to Delivery PowerPoint template and schedule an internal meeting to review and align deliverables and strategy as part of the internal kickoff for new sales.
Your Knowledge and Expertise- 5+ years of experience working primarily with SELD (k-12 & Higher Education, State & Local Government) customers. Experience leveraging and/or managing contract vehicles and the RFP proposal process preferred.
- 5+ years of experience selling Physical Security, Networking, Cybersecurity and/or IT Managed Services. Experience working in aspects of the delivery process for the above solutions is preferred.
- Experience working with hardware/software channel partners to collaborate on sales strategy.
- 5+ years of experience cultivating and closing larger sales opportunities, with over $1 million in annual revenue, for individual customers is preferred.
- Bachelor's degree in business, technology, or related field.
- Master's degree preferred.
- Industry sales certifications preferred.
Benefits Included:- Medical Insurance
- Vision Insurance
- Dental Insurance
- FSA Plan
- Paid Time Off
- 401K Retirement Savings Plan
- Training & Tuition Assistance
- Disability & Life Insurance
