[Remote] Account Executive, Bailiwick (Req#1206)

Note: The job is a remote job and is open to candidates in USA. ePlus inc. is a technology-driven solutions provider that supports large scale operations and customer success programs. The Account Executive will partner with internal teams to develop strategic solutions for existing customers, focusing on building and maintaining relationships while driving revenue growth through innovative sales strategies.ResponsibilitiesHave significant knowledge of Bailiwick’s services and capabilitiesServe as the primary resource in educating prospects and customers on Bailiwick’s services and capabilities, history and technology trends relevant to the customersCreate quick, concise verbal and written statements to capture and maintain the attention of key stakeholdersIdentify, pursue and open new prospect relationships and revenue streams that have current and future unmet needs for Bailiwick’s serviceBuild and maintain long-term customer relationships through a creative and proactive Value Selling approach, constantly identify ways for Bailiwick to add value to our customersDefine and execute clear sales strategies for pursuing prospects through calling, value proposition communications, professional networking and brokered introductions from existing customer relationships. The ideal candidate does not get easily discouraged with rejectionDefine and execute clear sales strategies for identifying good Bailiwick “fit” prospectsUtilize research tools to get a good understanding of the customer’s business, goals, and initiatives so that they can deliver convincing TUFA business fit presentationsQuickly assess and identify decision makers and secure audiences with themPatient yet persistent. Does not take no for an answer, specifically from gatekeepers such as procurementCommunicate with confidence and ease about customer’s business, Bailiwick’s services, and the fit between themCreate and deliver professional presentations for business fit and, in some cases, solution fit presentationsCreates efficient and robust itineraries of sales appointments to maximize travelAble to navigate the initial opportunity discovery meeting with the customer without assistance from others. Knows what to listen for and look for to quickly determine if it is a good fit for BailiwickCreate convincing executive summary overviews for proposalsResponsible for reviewing and editing content for all proposalsResponsible for understanding the financial model of proposals and leading the negotiation with the customerActively lead the process to develop customer proposal, RFQ, and/or RFI responses. Work with New Business Development, Engineering, Professional Service Group, etc., as necessary, to develop the proposal and win the opportunityAnnually achieve a minimum of $5 million in revenue at targeted margins within 2 years. Success would be to consistently achieve more than $10 million in revenue at targeted margins within 4 yearsAchieve competence in the use of Bailiwick’s technology and tools relevant to the AE role. For example, be proficient with the CRM sales forecasting tools, including selling activities, opportunity information, prospect profile, and post-mortem analysisCommunicate and work well with team members within the sales team and across other departmentsProactively provide ideas for marketing and sales strategies and new services opportunities based upon prospect and customer interactionFiscally responsible involving travel and expense budgetsTravel as required for any of the above activitiesEstablishing and maintaining interpersonal relationships — developing constructive and cooperative working relationships with others, and maintaining them over timeBe comfortable communicating openly and honestly with all members across the organizationPractice strong verbal and written communicationContribute to the growth of the company with new ideas and honest feedbackContinuously improve the health of the organizationMaintain internal relationshipsOperations DepartmentSales DepartmentMaintain external relationships as required:Customer contactsSkillsHigh School diploma or equivalent requiredDocumented and verifiable ability to drive complex sales strategies within large Fortune 500 organizationsExperience selling solutions to organizations with large, distributed network of locations throughout North AmericaProven history of delivering comparable volumes of revenue – minimally $5M within 2 years with goal of $10M+ within 4 yearsExperience in building brand awareness in new markets, industries and organizationsPrevious experience and success in presenting to a variety of audiencesDemonstrated experience working through a long sales cycleTechnical knowledge within the following core technology elements: Physical layer cabling of all platforms (data, voice CCTV/IPVS, paging), WAN and LAN networks, Wireless environments (WIPS, 802.11 a/b/g/n, key industry OEM platforms), Electrical services – basic knowledge of implementation practicesExceptional written and verbal communication skillsAbility to professionally present in front of a variety of audiences, including to 'C' level audiencesDiverse portfolio of decision making contacts across a variety of industriesProven history using differentiating sales strategies such as Value SellingProficiency in the Microsoft Suite tools and PreziAbility to operate within a fast-paced and creative environmentProficient in customer negotiations and conflict managementSuperior ethics and integrity in all business dealingsComfortable with unpredictable workloads and travelAbility to manage one's own time effectivelyBachelor's degree or equivalent related experience preferredAny relevant certifications a plusBenefitsVariable pay through commissions based on individual sales performanceMedical benefitsFinancial benefitsOther benefits (including 401(k) eligibility, employee stock purchase program, and various paid time off benefits, such as vacation, sick time, and personal leave)401(k) eligibilityEmployee stock purchase programVarious paid time off benefits, such as vacation, sick time, and personal leaveCompany OverviewePlus is a customer-first, services-led, results-driven and trusted industry leader that helps organizations secure, modernize, optimize, and scale every aspect of their IT infrastructure. It was founded in 1990, and is headquartered in Herndon, Virginia, USA, with a workforce of 1001-5000 employees. Its website is http://www.eplus.com/.