Senior Solutions Consultant
The Senior Solutions Consultant will be accountable for the delivery of new revenue via new accounts. The position demands a high volume of prospecting with the primary focus on lead generation. The Senior Sales Consultant’s activities are expected to result in a high volume of service quote activity targeting prospective clients. The Senior Solutions Consultant will be tasked to lead the firm’s business development activities as it relates to uncovering new opportunities.
The Senior Solutions Consultant will be responsible for the successful, prospecting, positioning, and selling of Data Center Services to potential customers. The prospective Senior Solutions Consultant will focus on driving new revenue in the collocation/managed hosting space in a multifaceted matrixed environment.
The Senior Solutions Consultant’s primary focus will be any organization that leverages an IT infrastructure; virtual, physical, or blended (from SMB to enterprise customers). The Senior Solutions Consultant will work in conjunction with internal specialists, engineers and support teams to garner new business.
The Senior Solutions Consultant is vital to managing the sales cycle, through the identification and qualification stages. The Senior Solutions Consultant will assume the lead role in identifying and assessing potential client’s needs, and is expected to be able to participate in customizing a solution with the aid of engineers and other internal experts to successfully address each opportunity.
The Senior Solutions Consultant is expected to network extensively to increase brand awareness of the firm and market the firm’s services portfolio. The Senior Solutions Consultant is expected to leverage a consultative approach to develop long-term relationships focused on high client satisfaction and retention.
Objectives and Responsibilities
Specific responsibilities include:
• Increasing new revenue by leveraging extensive knowledge based on a thorough and rich understanding of the firm’s offerings, standard client needs, market dynamics, and competitive pricing
• Establishing and increasing mindshare and market share for the firm, and developing and cultivating relationships aimed to continually evolve the firm’s presence in all markets
• Penetrating new territory and accounts through networking and prospecting activities
• Leveraging knowledge of compelling business cases and industry-relevant examples to close prospects
• Prospecting extensively to increase the company database for marketing purposes
• Concisely articulating a tailored value proposition to the prospect and collaborating in the formulation of specific solutions targeting prospective customer
• Communicating effectively and efficiently with prospective clients and internal teams
• Proactively handling issues that are vital to maintaining strong client/firm relationships
• Aiding in the scoping of each opportunity to achieve increased pipeline discipline and greater conversion ratios
• Developing a sales strategy, that will meet or exceed targeted sales revenue goals
• Providing a weekly forecasting report and clear visibility into sales activities
• Operating in conjunction with the internal support structure to deliver timely quotes and promoting a team environment within the organization
• Maintaining a professional demeanor at all times while managing and adequately prioritizing responsibilities
• Identifying legitimate RFP opportunities and participating in the firm’s responses including competitive bake-offs
• Applying past experiences/industry understanding in conjunction with the firm’s history to quickly establish credibility beyond reproach and reduce sale’s cycle times
• Developing a thorough understanding of the firm’s services portfolio to enhance the sales strategy and solution for each customer opportunity
• Demonstrating leadership skills in each opportunity to adeptly recruit assistance where necessary
Experience and Education
A deep understanding of data center services and high level technology solutions is required. Prospective employee should have an established network in the Southeast with the ability to quickly network into emerging markets in the mid-Atlantic region.
Prospective employee should have significant experience in selling solutions and services to Fortune 1000 accounts. Thorough experience selling professional services, consulting services, custom solutions preferred. Prospective employee should be well versed, articulate, and experienced in developing strategic executive conversations with “C” level executives. Prospective employee should also be able to demonstrate the ability to succeed in a highly complex and ever-evolving environment.
Prospective employee must have mature experience with strategic account planning, and be able to demonstrated ability to understand and interact with internal and external customers. A keen ability to aid in the construction of comprehensive service solutions is required, as is the ability to clearly articulate the firm’s business benefits of each solution.
Premier level verbal and written communication skills are paramount, including the ability to present executive-level presentations as required. College degree expected; advanced degree preferred. Extensive experience with CRM tools and MS Office required.
Compensation structure is salary plus commission; salary commensurate with experience.
Interested candidates should submit their resume to
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