The IT Services Consultant (Sales) - ITSC role is market-based sales and business development position. This position will cover commercial and enterprise markets in northern California and northwest states. We are seeking an experienced IT Services Salesperson with a proven track record in outside sales and advanced prospecting techniques. The ideal candidate will have a strong understanding of IT services, including cybersecurity, compliance, and managed services, and will be skilled in identifying and closing new business opportunities. The primary responsibilities of the role are to help grow All Covered sales through prospecting, presenting and closing:
- Recurring professional, Managed IT and cloud service solutions or All Covered Care (ACC).
- Strategic and complex IT project and procurement opportunities to prospects and existing clients. These sales are consultative to our prospects and customers and collaborative internally.
- ITSCs collaborate closely with operations, delivery teams, relationship management, subject matter experts, and executive sales resources to ensure the successful progression of opportunities.
- Additionally, ITSC’s develop their territories through prospecting through multi-medium approaches including cold calling, social media, business development initiatives and networking activities such as mixers, tradeshows, related association initiatives, vertical association events, etc. as well as by soliciting references from existing All Covered customers.
- Key Prospecting Skills:
- Cold Calling: Demonstrated ability to initiate contact and successfully engage potential clients through cold calling. Email Campaigns: Experience crafting compelling email campaigns to generate interest and leads.
- Social Selling: Utilizing social media platforms, particularly LinkedIn, to identify and connect with potential clients.
- Networking: Active participation in industry events, trade shows, and professional associations to expand network and identify new prospects.
- Lead Management: Proficiency in using CRM systems to manage and track leads, ensuring follow-up and conversion.
Responsibilities
- Apply an in-depth understanding of All Covered services, programs, and sales methodology to address complex and strategic ACC, project and procurement opportunities.
- Prospecting: Proactively identify and target new business opportunities using various methods, such as cold calling, email campaigns, social selling, and attending industry events, while effectively leveraging professional networks.
- Lead Generation: Develop and execute strategies to generate and qualify leads, ensuring a steady pipeline of potential clients.
- Needs Assessment: Conduct thorough needs assessments to understand client pain points and present tailored IT service solutions.
- Relationship Building: Establish and maintain strong relationships with potential clients to foster long-term business opportunities.
- Collaboration: Work closely with internal teams to ensure the successful delivery of IT services and solutions.
- Sales Targets: Achieve and exceed sales targets and KPIs through effective prospecting and closing techniques.
- Work with regional engineering project resources, regional relationship management resources, sales and management resources to achieve and exceed quota.
- 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 and 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.
- Net New MRR appointments gained & attended
- Proposals
- Managed Services Quota Attainment.
- Project Services Quota Attainment.
- Client Retention.
