Account Executive, Bailiwick (Req #1206)

Overview

Account Executive at Bailiwick Services, LLC, an ePlus company, responsible for growing the existing book of business by identifying and winning new strategic solutions with customers, building customer relationships through Value Selling, and leading proposal and negotiation activities.

What you'll do

• Serve as the primary resource educating prospects and customers on Bailiwick's services, capabilities, history and relevant technology trends.
• Identify, pursue and open new prospect relationships and revenue streams with current and future unmet needs for Bailiwick's services.
• Build and maintain long-term customer relationships through a creative and proactive Value Selling approach.
• Define and execute clear sales strategies for prospects through calling, value proposition communications, professional networking and brokered introductions.
• Research customers' business, goals and initiatives to deliver business fit presentations and, in some cases, solution fit presentations.
• Quickly assess and identify decision makers and secure audiences with them.
• Create and deliver professional presentations and convincing executive summary overviews for proposals.
• Review and edit content for all proposals and lead the negotiation with the customer, including understanding the proposal financial model.
• Actively lead the development of customer proposal, RFQ and/or RFI responses, working with New Business Development, Engineering and Professional Services as necessary.
• Achieve a minimum of $5 million in annual revenue at targeted margins within 2 years, with a goal of consistently exceeding $10 million within 4 years.
• Achieve competence in Bailiwick's sales technology and tools, including CRM sales forecasting, selling activities, opportunity information, prospect profiles and post-mortem analysis.
• Mentor less experienced sales team members and key delivery resources.
• Create efficient itineraries of sales appointments to maximize travel, and manage travel and expense budgets responsibly.
• Proactively provide ideas for marketing and sales strategies and new service opportunities based on prospect and customer interaction.
• Communicate and work well with team members within the sales team and across other departments, including Operations.

What you'll need

• High School diploma or equivalent required.
• Documented and verifiable ability to drive complex sales strategies within large Fortune 500 organizations.
• Experience selling solutions to organizations with large, distributed networks of locations throughout North America.
• Proven history of delivering comparable revenue volumes, minimally $5M within 2 years with a goal of $10M+ within 4 years.
• Experience building brand awareness in new markets, industries and organizations.
• Previous experience and success presenting to a variety of audiences.
• Demonstrated experience working through a long sales cycle.
• Technical knowledge of physical layer cabling of all platforms (data, voice, CCTV/IPVS, paging).
• Technical knowledge of WAN and LAN networks.
• Technical knowledge of wireless environments (WIPS, 802.11 a/b/g/n, key industry OEM platforms).
• Basic knowledge of electrical services implementation practices.
• Exceptional written and verbal communication skills.
• Ability to professionally present to a variety of audiences, including "C" level audiences.
• Diverse portfolio of decision-making contacts across a variety of industries.
• Proven history using differentiating sales strategies such as Value Selling.
• Proficiency in Microsoft Suite tools and Prezi.
• Ability to operate within a fast-paced and creative environment.
• Proficient in customer negotiations and conflict management.
• Superior ethics and integrity in all business dealings.
• Comfortable with unpredictable workloads and travel.
• Ability to manage one's own time effectively.

Nice to have

• Bachelor's degree or equivalent related experience.
• Any relevant certifications.

Details

• Remote, US.
• Extensive travel required to build and maintain customer relationships.
• Seated and occasional standing or walking activities.
• At-will position with variable commission-based pay in addition to base salary.