Friday, October 4, 2013

IT Managed Services Sales Executive / 5801

Position Description:

The IT Services Consultant (ITSC) role is regionally-based sales and business development position. An ITSC may cover a single large market, or multiple smaller markets within the region. The primary responsibilities of the role are to help grow All Covered sales through presenting and closing:

1. Recurring professional, managed and cloud service solutions or All Covered Care (ACC)

2. Strategic and complex IT project and procurement opportunities to prospects and existing clients.

These sales are consultative to our prospects and customers and collaborative internally. ITSC’s rely on operations, delivery, relationship management, executive and other sales resources throughout various stages of an opportunity’s progression.

ITSC’s will work closely with the local Konica Minolta Business Solutions sales team and their customers to cross-sell our services for the mutual benefit of each division.

Additionally, ITSC’s develop their territories through business development initiatives and networking activities such as mixers, trade shows, Better Business Bureau and Chamber of Commerce initiatives, etc as well as by soliciting references from existing All Covered customers.

Duties and Essential Job Functions:

• Apply an in-depth understanding of All Covered services, programs, and sales methodology to address complex and strategic ACC, project and procurement opportunities.

• Work with regional engineering project resources, regional relationship management resources, sales and management resources to achieve and exceed quota.

• Work with Konica Minolta local offices to cross-sell IT Services to their client and prospect base.

• Provide thorough and accurate insight into the financial results and forecast of sales of strategic and complex ACC, project and procurement services.

• With support from marketing & channel strategy resources, present special programs to prospects and All Covered Care clients.

• Develop a thorough understanding of how All Covered services create value for customers.

• Develop a thorough understanding of technology services and trends.

Key Performance Metrics:

• Sales Activities

• Managed Services Quota Attainment

• Project Services Quota Attainment

• Project Procurement Quota Attainment

• Client Retention



• 5 + years of experience in the Managed IT Services, or IT Services industry

• 4-year college degree or equivalent industry experience

• 7 to 9 years sales/business development experience, with a record of meeting and exceeding quota

• High level of financial acumen, in order to have “business discussions with business people”

• Strong communication, presentation, listening skills

• Ability to effectively deliver difficult messages while emphasizing positive, future-oriented perspectives

• Technical aptitude, with the ability to appropriately apply technical service base to individual customer needs

• Highly adaptable to changes in business direction, services, and needs from a prospect, client and All Covered perspective

• Possess the ability to influence vs. control others

• Successful track record of sales and relationship management with notable accomplishments

• Strong analytical and strategic thinking skills

• Ability to coordinate multiple sales activities

• Exceptional interpersonal, oral and written communication skills

• Exception planning, organization and time management skills; self-starter

• High level of professionalism and integrity; good judgment

• Good negotiating skills

• Superior work ethic and high energy level

• Ability to work with all levels of the organization

• Computer skills (including Word, Excel, SalesForce contact management)

Internal/External Contacts:

Daily interaction with team members and a variety of clients. The TSM works closely with the Vice President, Relationship Managers, Manager of Strategic Solutions and Solutions Architects to create and sell appropriate solutions to prospects.

Working Conditions:

Consecutive hours spent at a time sitting in front of computer monitor and using keyboard and mouse. Frequent driving from one prospect location to another. Limited Domestic air travel to other markets may be required depending upon assigned sales territory.

All Covered offers competitive salaries and benefits

All Covered is an Equal Opportunity Employer

All Covered is a Gold Certified Microsoft Partner

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