Strategic Sales Director – Cloud/Hosting

The Strategic Sales Director’s role is to execute direct sales by building relationships and a revenue pipeline within an assigned geographic area for the purpose of both new client acquisition and customer retention. The Sales Director will be responsible for prospecting, uncovering and converting new business development opportunities as well as working with the aligned operational team to provide guidance and to upsell assigned existing customers. He or she will be adept at solution selling in order to comprehend a prospects’ or customers’ business needs, while understanding complex cloud and local network environments in order to successfully propose the desired solution. Experience in the managed IT Services, cloud services, enterprise hardware or enterprise software services industries is a requirement. Experience in analysis, design, technical consulting and virtual architecture is highly valued. This position will focus to one specific offering of the mindSHIFT portfolio- IBM i Power Systems.

Job Duties and Responsibilities

• Meeting or exceeding monthly, quarterly and annual quotas.
• Create and execute a multi-faceted prospecting plan through cold calling, email, leveraging personal contacts, and following up on company generated leads.
• Work with operations team to penetrate and upsell assigned customer accounts with newer technologies.
• Attending networking events, conferences and tradeshows to build relationships that will create new business opportunities.
• Input and manage all sales opportunities through CRM (Customer Relationship Management) system.
• Participate in weekly sales meetings, which will include sales pipeline forecasting and management to ensure consistent performance each month.
• Work with Inside Sales Representatives to ensure lead generation and appointment setting success through guidance and coaching.
• Participate in self-initiated educational activities to maintain expert level knowledge in the marketplace as well as mindSHIFT service offerings and technologies.
• Ability to document findings and recommendations in a clear, concise and compelling manner.
• Demonstrated ability to effectively communicate with all levels of business both verbally and in writing.
• Experience working with and presenting to C-level executives.
• Experience producing technical documentation and proposals.
• Professionally represent the company to clients and provide excellent customer service.

QUALIFICATIONS (Education, Experience, and Certifications)

• Bachelor’s Degree (BA/BS).
• Minimum of 8 years’ prior direct sales experience in the managed services or cloud / IBM Mid-Range Systems/ software services market); or an equivalent combination of education and/or experience.
• A proven track record of consistently meeting and/or over-performing quota, as well as a proven ability to develop a new territory from scratch.
• Demonstrable experience in calling on C level executives, identifying and agreeing key business issues and winning the business through the provision of a technology solution with a business outcome.

KNOWLEDGE, SKILLS and ABILITIES:

• Technical knowledge, including comprehension of complex network environments (hardware & software), and a strong aptitude for learning new technology is required.
• Ability to communicate the company’s’ unique value proposition.
• Strong sales and prospecting skills
• Ideal candidates will have worked for a IBM Business Partner in the mid-market space.
• Ability to sustain a healthy sales pipeline, develop business plans, and collaborate with channel partners
• Proven ability to understand complex IT sales, competitive threats, and exercise exceptional judgment.
• Ability to sell at an executive level and ability to develop tactics to create and close opportunities.
• Effectively manage a pipeline of opportunities, forecast revenue, and conduct account reviews with management.
• Advanced computer literacy (Microsoft tools a must, including Outlook, Visio, PowerPoint, Project and CRM)
• Strong time management/organization skills
• Self-motivation and high energy with an ability to adapt to a changing environment
• Ability to understand a client’s business issues and work with a team to architect IT solutions
• Strong ability solve business issues.
• Able to work independently as well as within a team
• An existing book of business is a plus.
• Must have valid driver’s license as you must frequently drive up to 60 miles to client sites.
• Ability to travel to customer meetings or corporate events when required.

Ricoh is an EEO/Affirmative Action Employer — Minorities/Women/Protected Veterans/Disabled.