Account Executive (Req#1205)

Bailiwick

3d•Onsite

About The Position

In this role, you will partner with internal new business development, engineering and professional services teams and will strive to find new strategic solutions for our existing customers that will expand and grow our existing book of business. This position will travel extensively in support of building relationships with key customer stakeholders that you will consistently conduct relationship reviews with your peers in the operations group supporting the customer and that you will lead and primarily execute the solution crafting process in support of your accounts. We expect you to help mentor less experienced sales team members and key delivery resources; to identify new opportunities for Bailiwick; and to be a part of our process to implement positive change in our business. In addition, you will serve as a positive leader and role model, helping Bailiwick successfully achieve our long-term vision and promote and utilize the Value Selling methodology in every aspect of your selling process and customer relationship development.

Requirements

High School diploma or equivalent required
Documented and verifiable ability to drive complex sales strategies within large Fortune 500 organizations with large
Experience selling solutions to organizations with large, distributed network of locations throughout North America
Proven history of delivering comparable volumes of revenue – minimally $5M within 2 years with goal of $10M+ within 4 years
Experience in building brand awareness in new markets, industries and organizations
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
Ability to manage one's own time effectively

Nice To Haves

Bachelor’s degree or equivalent related experience preferred
Any relevant certifications a plus

Responsibilities

Serve as the primary resource in educating prospects and customers on Bailiwick’s services and capabilities, history and technology trends relevant to the customers.
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.
Create and deliver professional presentations for business fit and, in some cases, solution fit presentations.
Creates 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.
Responsible for reviewing and editing content for all proposals.
Responsible for understanding the financial model of proposals and leading the negotiation with the customer.
Actively 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.
Annually 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 years.
Achieve 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 analysis.
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.
Fiscally responsible involving travel and expense budgets.
Travel as required for any of the above activities.
Establishing and maintaining interpersonal relationships — developing constructive and cooperative working relationships with others, and maintaining them over time.
Be comfortable communicating openly and honestly with all members across the organization
Practice strong verbal and written communication
Contribute to the growth of the company with new ideas and honest feedback
Continuously improve the health of the organization
Maintain internal relationships
Maintain external relationships as required