Friday, October 4, 2013

Sales Executive/ IT Managed Services for Education Vertical / 5800

Position Description:

The Education IT Services Consultant (ITSC) role is market-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 new opportunities to prospects and existing clients:

1. Strategic consulting for schools, including technology assessments and plans for schools, technology visions and sustainability goals.

2. School technology services and procurement projects, including networking, wireless, communications, classroom technologies, strategic applications, etc.

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

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.

An Education ITSC will develop and implement sales strategies to increase penetration of All Covered’s solutions within the education (K-12) community. Strategies include:

• Business development activities including high-level presentations, meetings with key district decision-makers, leveraging existing K-12 client base to gain additional sales within a targeted area within the region, targeted conferences and educator trade shows, targeted direct mail.

• Develop and maintain sales plan for territory to include key education issues in each account, plan for the year and analysis of previous efforts.

Additionally, ITSC’s develop their territories through business development initiatives and networking activities such as mixers, trade shows, local school district events and local/state education conferences, 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.

• Responsible for multiple education accounts in a large territory including managing total sales and customer satisfaction.

• Exhibits industry and account knowledge by selling solutions to the needs of education customers.

• Selling project services or consulting focused on educational technology and application tools, such as collaboration, learning management, assessment and student information, instructional technologies, etc.

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

• Identify potential educational end user customers, understanding their needs and develop solutions to fit their applications.

• 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

• Strong sales and/or consulting background within elementary and high school market

• Experience selling project services or consulting focused on educational technology.

• Experience selling or consulting on application tools, such as collaboration, learning management, assessment and student information, instructional technologies, is a strong plus.

• 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 ITSC works closely with the Vice President, Relationship Managers, Vertical Market Practice Director and Solutions Architects to create and sell appropriate solutions to prospects.

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