Account Executive, Bailiwick (Req#1206)

About the role

Bailiwick Services, LLC, an ePlus company, seeks a dynamic and experienced Account Executive to join our growing team. This role involves extensive travel to build and maintain relationships with key customer stakeholders, and to find new strategic solutions for our existing customers.

Responsibilities

• Create quick, concise verbal and written statements to capture and maintain the attention of key stakeholders.
• Identify, pursue and open new prospect relationships and revenue streams that have current and future unmet needs for Bailiwick’s service.
• Build and maintain long-term customer relationships through a creative and proactive Value Selling approach, constantly identify ways for Bailiwick to add value to our customers.
• Define and execute clear sales strategies for pursuing prospects through calling, value proposition communications, professional networking and brokered introductions from existing customer relationships.
• Define and execute clear sales strategies for identifying good Bailiwick “fit” prospects.
• Utilize research tools to get a good understanding of the customer’s business, goals, and initiatives so that they can deliver convincing TUFA business fit presentations.
• Quickly assess and identify decision makers and secure audiences with them.
• Patient yet persistent. Does not take no for an answer, specifically from gatekeepers such as procurement.
• Communicate with confidence and ease about customer’s business, Bailiwick’s services, and the fit between them.
• Create and deliver professional presentations for business fit and, in some cases, solution fit presentations.
• Create efficient and robust itineraries of sales appointments to maximize travel.
• Able 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 Bailiwick.
• Create convincing executive summary overviews for proposals.
• Understand the financial model of proposals and lead the negotiation with the customer.
• 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 opportunity.
• Annual revenue target of $5 million with goal of $10 million within 4 years.
• Document and communicate progress towards achieving the annual revenue target.
• Communicate and work well with team members within the sales team and across other departments.
• Proactively provide ideas for marketing and sales strategies and new services opportunities based upon prospect and customer interaction.
• Manage one's own time effectively.
• Travel as required for any of the above activities.

Qualifications

• High School diploma or equivalent required.
• Bachelor’s degree or equivalent related experience preferred.
• Relevant certifications a plus.
• Documented and verifiable ability to drive complex sales strategies within large Fortune 500 organizations.
• Proven history of delivering comparable volumes of revenue – minimally $5M within 2 years with goal of $10M+ within 4 years.
• Previous experience and success in presenting to a variety of audiences.
• Demonstrated experience working through a long sales cycle.
• Technical 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 practices
• Exceptional written and verbal communication skills.
• Ability to professionally present in front of a variety of audiences, including to “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 the 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.
• Manage one's own time effectively.

Benefits

The initial base salary range for this position is expected to be between $80,000 and $125,000 annually. The final base salary offered will be determined by multiple factors, including, but not limited to, job-related knowledge, depth of experience, skills, certifications, and geographic location. In addition to the base salary, our compensation structure includes variable pay through commissions based on individual sales performance.

Pay

The initial base salary range for this position is expected to be between $80,000 and $125,000 annually. The final base salary offered will be determined by multiple factors, including, but not limited to, job-related knowledge, depth of experience, skills, certifications, and geographic location. In addition to the base salary, our compensation structure includes variable pay through commissions based on individual sales performance.

Schedule

Travel as required for any of the above activities.