Services Sales Executive
Sells a limited number of the company’s specialized products and services and is called into accounts to identify and support opportunities.
－ Proactively identifies and solves customer business problems by providing subject matter expertise and by using higher complexity product and services lines to create solutions.
－ Manages a territory or group of accounts to ensure opportunities are identified and closed.
－ Attains volume objectives.
－ Refers leads beyond the scope of this job to other sellers within the organization.
－ Usually assigned an overlay or shared quota.
－ Deployed against qualified opportunities.
－ Customarily and regularly engaged at customer/client facilities and delivers high impact presentations leveraging strong technical skills.
－ Understands and communicates technology roadmaps and vision and associated technical advantages of the proposed solution.
－ Recommends product and service configurations to assist with overall system design and integration.
－ Identifies appropriate products and services to meet the full range of customer needs.
－ Identifies cost effective and practical alternatives for the customer by bundling products/service “solutions” to maximize opportunity while meeting customer’s needs.
－ Point of contact for escalated issues.
－ Skillfully negotiates with others to achieve desired results and meet customer needs.
－ Work is guided by sales business plans.－ Actively participates in setting sales objectives to meet plans.
－ Escalates matters of business risk.
－ Influences others through their sales expertise.
－ Manages critical customer sales and accounts.－ Allocates work and mentors others
－ Anticipates how market and competitive factors will influence the selling of products and services.
－ Long－term vision of business/technology direction for.
－ Advises customers / on strategic business and technology plans.
－ Recognized internally and externally as a thought leader on the industry, the business model and competitors.
－ Effectively exercises power and influences key decisions for the benefit of and the customer.
－ Works effectively with functional leaders throughout the organization.
－ Guided by business plans and strategy.－ Executes goals and strategy within sales area.
－ Contributes to strategic decisions.
－ Initiates new or revised sales procedures, programs and initiatives.
－ Assesses and determines priorities within sales area.
－ Structures and implements sales plans within the context of established strategy.
－ Models effective team leadership.
－ Number of Products/Services Sold: Sells multiple LOBs and/or high－end services （e.g. after point of sale, warranty tags, break fix, managed / professional services）.
－ Type of Product/Service Sold: Sells computers, printers, peripherals and break/fix with increased sales of servers, storage, and managed services.
－ Number of Accounts: Sells to a small number of medium to large size accounts.
－ To Whom is the Product/Service Being Sold: Sells products/services to purchasing groups in large organizations. May have some exposure to CIO and CTO level decision makers.
－ Number of Decision Makers Involved in the Sale: Will typically deal with more than one decision maker.
－ At this level, supports moderately complex or highly complex opportunities. Works off an overlay quota.
－ Gains access and manages relationships with technical personnel and decision makers.
－ Demonstrates the value of a product and/or service technology to impact customer operational issues.
－ Provides insight and subject matter expertise to customers concerning applicability of complex specific products and service technologies.
－ Identifies operational strengths and challenges within the customer’s environment.
－ Analyzes and applies industry, competitor and market knowledge to positive value of solution.
－ Understands the channel’s role in contributing to the value of the solution.
－ Consults with other product specialists, leaders, or cross－functional technical groups to ensure consistent application of solutions.
－ Intermediate level professional, with complete understanding of product and services portfolio.
－ Regular coaching/mentoring required.
－ 10＋ years of relevant experience or equivalent combination of education and work experience.
－ Good knowledge of technical products, configurations, vendors, and families of technologies.
－ Strong oral and written communication skills to communicate with customers, support personnel, and leadership.
－ Undergraduate degree and 6－8 years relevant experience or Graduate degree and 4－6 years relevant experience.
－ Requires intermediate field sales experience.