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City Herndon
State/Province Virginia [VA]
Title Professional Services Sales Executive
Job ID 13-105
Position Overview The Services Sales Executive (SSE) is responsible for the identification, positioning and close of professional services opportunities supporting Symantec, NetApp, and Quantum technologies (the DLT Enterprise Data Management (EDM) division). The SSE is focused on driving the sales of DLT Professional Services including consulting services as well as short term and long term professional services. By leveraging appropriate Enterprise Data Management offerings, expertise, and existing relationships, this individual will endeavor to address customer and vendor needs in an effort to become their trusted advisor and services partner in turn leading to Professional Services engagements and revenue.
Duties & Responsibilities •Owns the responsibility to drive new business in close synergy with the account teams and DLT’s Professional Services organization.
•Position basic DLT led Enterprise Data Management services offerings to meet customer requirements.
•Build in-depth knowledge of both end-user customers and vendor partners business priorities, challenges and initiatives that can be translated into DLT Services opportunities.
•Build value-added relationships within government agencies, Federal System Integrators and the Enterprise Data Management Vendor portfolio to become the go-to partner of choice and trusted advisor.
•Identify and pursue sales opportunities across the breadth of DLT Enterprise Data Management customer base (Symantec, NetApp, and Quantum)
•Build and increase pipeline opportunities by leveraging the EDM license team, EDM Vendor Partners, and relationships
•Keep all prospect data in SMART and good CRM
•Use knowledge of technology, products, processes, industry expertise, relationships, and consultative sales skills to assess and educate customers and vendor partners on value of DLT Services and Enterprise Data Management Solutions.
•Responsible for delivering the Bookings and gross margin forecasts of the Enterprise Data Management Services business as well as meeting and exceeding the annual quota for Gross margin dollars and Gross Margin % metrics.
•Align with DLT Professional Services and the Enterprise Data Management Team as a whole to leverage follow-on business (ie. one delivery mission/projects to another)
•Build strong relations with Enterprise Data Management Sales reps, educate them on DLT’s full services capabilities and become the go to internal business partner
•Coordination and submittal of all pertinent RFX responses.
Knowledge & Experience •5-7+ years of experience selling consulting and Professional services into Government accounts
•Excellent information gathering and communications skills at the customer level and engineering levels
•Experience working with customers and communicating with them through design documents, written proposals, and presentations, and developing and implementing a tight procurement schedule
•Experience managing full sales cycle for new client accounts
•Demonstrated excellence in presentation skills, written, and verbal communication
•Successful track record in finding, developing and closing profitable services opportunities in the Government market
•Proven success and experience with effectively communicating and establishing relationships at the executive and director level within various Federal organizations, Federal Systems Integrators, and sales organizations
•Bachelor’s degree
•Ability to work collaboratively internally and externally
•Agility, high energy, and entrepreneurial spirit are essential
•Willingness and comfort in “doing what it takes to succeed” with creativity, and integrity
Department Enterprise Data Management
Job Status Full Time Regular
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