About the Role
Blue Wave Technologies is currently hiring an IT Sales Executive. The IT Solutions Sales Executive is responsible for selling a variety of IT services and solutions. This includes Managed IT Services (MITS), hardware and software product solutions, professional services, cybersecurity and cloud solutions. The right candidate will be an expert in maintaining good customer relationships and contributing to the continuous improvement of Business Solutions. This position is for a high achiever with a demonstrated track record of success in prospecting, identifying, qualifying and closing.
The Sales Executive will help BWT position themself as business advisors by helping businesses understand how technology can help them reach their business goals. The candidate will take great pride working with companies to assure that the sales process will provide an ultimate client experience at every touch.
The successful candidate will excel in both a dynamic hunting role for new customer acquisition and territory growth, as well as managing, maintaining, and growing business within existing customer accounts. This position will require lead generation, lead nurturing and working alongside technology partners to generate pipeline and close opportunities. The candidate will be responsible for opportunities which will have been identified either through key technology partners, been escalated from Business Development, or are part generated via new customer acquisition activity. The candidate will have a working understanding of IT solutions across the all-focused practice areas that BWT supports.
Provide mentorship to other sellers and work collaboratively across a team to achieve goals.
Responsibilities:
• Prospecting: Identify prospects inside and outside the customer base of BWT Business Solutions. Gain initial appointment, generally with a CIO, CEO, President, Owner or other key decision makers.
• Client Needs Assessment: Determine customer pain points as it relates to management of their IT environment, technology, and technology assets. Conduct opportunity follow-up.
• Presentation on benefits of BWT IT services. Describe benefits in terms of financial justification as well as improvement in quality, performance, and uptime.
• Lead strategic discussions relative to IT strategies to a non-technical audience.
• Work closely with sales teams to develop opportunities and qualify/quantify leads.
• Gains a specified number of new accounts each month by effective networking and calling campaigns
• Develops and tracks opportunities in the CRM.
• Works with other divisions to participate in all cross-selling opportunities and to maximize selling potential within the company.
• Responsible for additional projects as assigned by management.
• Generate new and repeat sales by providing product and technical information in a timely manner.
• Determine customer requirements and expectations in order to recommend specific products and solutions.
• Creates proposals while collaborating with executive leadership and sales staff to accomplish client’s IT objectives.
Opportunity Management – Responsible for moving ongoing opportunities through the sales cycle, including scheduling and conducting meetings, developing proposal documents, presenting proposals, client follow-up and other activities to develop relationships with prospect key contacts and decision makers, and to keep opportunities moving steadily through the sales cycle.
Opportunity Development – In conjunction with executive management and technical resources as necessary, ensure ongoing opportunities are qualified and scoped; identify relevant company differentiators to drive prospect interest; lead proposal development with participation from technical and executive resources on technical components and pricing; schedule and lead proposal presentations and client site tours; follow-up with clients appropriately to gain contract closure and signature.
Requirements
BA Sales or related fields.
Must be focused on delivering the ultimate client experience at every touch.
Must be able to educate a client and present solutions to advance their business and reach BWT’s business goals. Able to assess a client need and match technology to address it.
Must have a demonstrated track record of building pipeline with self-directed outbound activities.
Must have a demonstrated track record of establishing and cultivating a Center of Influence relationships that result in mutually beneficial outcomes.
Must be willing to go higher within Client’s environments to build executive and decision maker relationships. Connects Client Executives with BWT Executives to build strategic relationships.
Must be able to manage forecasting and moving opportunities through the pipeline process to close.
Must have a tenacity for prospecting and moving prospects through a formal sales process to close.
Must be able to schedule, conduct and lead client quarterly business reviews and monthly account planning sessions. Capable of creating meaningful business outcomes through technology.
Must be able to align activities with campaigns and focus activities on required outcomes.
Must be able to articulate a multi-faceted approach to building pipeline
Must have excellent written communication skills
Must be an incredible listener and able to capture the interests of others
About Us – Blue Wave Technologies
Beyond the competitive compensation and benefits package, BWT is comprised of highly technical and talented individuals who solve problems with innovative solutions, and you will be surrounded and immersed in a culture of experienced engineers who are relentless in their pursuit of excellence.
We value Our People
Because of BWT’s specialization, we develop our employee’s career and skills with projects that push the technological boundaries while challenging you to grow as a business and technical professional.