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Senior Sales Executive, Public Sector

Company: Visionary Integration Professionals
Location: Trenton
Posted on: July 8, 2018

Job Description:

Salary (not posted), Visionary Integration Professionals Visionary Integration Professionals (VIP) is an industry-leading provider of tech-enabled services, IT managed services, and management consulting services. VIP helps its clients strengthen mission outcomes by combining deep industry specialization, agility to adapt as needed, and an unwavering commitment to client satisfaction. VIP brings expertise in how to deploy systems that align people, processes, and technology to accelerate strategic change and to deliver business results in partnership with its clients. Since 1996, VIP has worked with over 1,200 state and local, federal, and commercial clients. To learn more about VIP, please visit: www.trustvip.com Senior Sales Executive, Public SectorThe Public-Sector Business Unit for VIP is growing exponentially. In response, VIP is looking forward to hiring multiple Senior Sales Executives to further expand across the U.S. The Senior Sales Executive is responsible for creating and executing a strategy to sell tech-enabled services, IT-managed services, and management consulting services to the public sector. VIP has had great success working with a diverse group of industry-leading software providers including Accela, SAP, MicroPact, Mark43, OpenCounter, and ePermitHub. This Public-Sector Sales Executive will lead or be involved with the full sales cycle including sales strategy, lead generation, high-level solution assessment, partnering/teaming, proposal leadership, account plan management, and deal closure. Location: Key market areas with the highest technology spend (California, New York, Texas, Florida, Pennsylvania, New Jersey, Massachusetts, Ohio, Illinois, Washington DC) Travel: up to 50% as required within defined territoryResponsibilities include:

  • Develop and execute a strategic sales plan for assigned target market to achieve quarterly and annual sales quota set forth by the company
  • Constantly cultivate relationships with prospective and existing customers, supplement demand generation activities with personal rolodex and prospect contacts
  • Secure and attend meetings with prospective customers to gain information pertaining to their business needs and current environment, develop sales messaging and conduct client presentations to C-level executives, qualify opportunities
  • Shape the future project scope for prospective clients, establish optimal company solutions and corresponding cost estimates
  • Select the best partners with the best-fit solutions to tailor how VIP responds to RFPs, secure new business, and most effectively deliver to clients' business needs
  • Lead the proposal process in conjunction with the proposal team to ensure compelling and compliant bids are submitted
  • Represent VIP at trade shows and events
  • Actively manage prospects, opportunities, and territory pipeline leveraging SFDC CRM
  • Stay current with new product knowledge, technology, services, and industry developments
  • Maintain and communicate plans and reports regarding sales activities on a regular basis Qualifications
    • Minimum 8 years of industry experience or technology sales to state or local government (federal government will also be considered)
    • Experience with complex solution sales cycles with diverse product offerings required
    • Proven and verifiable success managing, meeting and surpassing an $8 to $10 million annual quota
    • Proven remote sales and demand creation capability, proven ability to conduct discovery/needs analysis with prospective customers and to develop a successful action plan
    • Excellent interpersonal and customer service skills in both written and verbal communications, poised in communicating with customers, partners, consultants, and internal team members
    • Proven formal presentation skills before large and small groups
    • Proven negotiating and influencing skills
    • Demonstrated ability to "set the right expectations" for prospective customers
      • Excellent analytical and problem-solving skills
      • Proven self-starter in addition to a team player
      • Demonstrated proficiency in Outlook, Word, Excel, PowerPoint, and SalesForce
      • Proven track record of exceeding quarterly and yearly sales goals
      • Ability to travel to customer sites, company meetings and out-of-town events as required
      • Bachelor's degree or equivalent experience required VIP is subject to regulations, guidelines and/or client requirements relating to the qualifications of VIP personnel performing certain client work. Due to the nature of this position, it is a requirement that the candidate can successfully pass a background check at the time an offer is extended and over the course of employment with VIP.

        Keywords: Visionary Integration Professionals, Trenton, Senior Sales Executive, Public Sector, Sales, Trenton, New Jersey

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