Account Executive (Req#1202)

Bailiwick

3d•Onsite

About The Position

The role of the New Business Development Account Executive is to drive revenue growth of Bailiwick’s services, primarily with new customers. This is a “hunter” position, so our expectation is that, over time, established Bailiwick customers will be served and grown (i.e. “farmed”) by the regional Account Manager. Establishing a peer relationship with the Account Manager of the region will allow the NBAE greater capacity to continue to find more new business with new customers. As an NBAE, our expectation is that you will travel extensively in support of building relationships with new customers, that you will utilize your existing network of executive, decision making contacts to fast-track introductions into new organizations, and that you will drive thoughtful and documented action plan to penetrate new organizations. You will be supported by Solution Crafting resources to assist you in the development of new opportunities and solutions you propose to your prospect customers. These resources will assist you in the financial modeling and scope definition of the proposed solutions. You will be responsible for thoroughly understanding the cost model so that you can effectively drive customer discussions and contract negotiations. Secondary responsibility is to serve as a positive leader and role model, helping Bailiwick successfully achieve our long-term vision. 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. We expect you to 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 verified ability to drive complex sales strategies within large Fortune 500 organizations
Proven history of delivering comparable volumes of revenue – minimally $5M with demonstrated ability to quickly and sustainably grow book of business to $10M+ within 3 years
Experience in building brand awareness in new markets, industries and organizations
Fluent in building credibility with a smaller organization who is the “fighter brand” in the marketplace
Proven history of expanding the services purchased by a customer – expanding the number of services / solutions the customer buys
Experience selling solutions to organizations with large, distributed network of locations throughout North America
Proven history using differentiating sales strategies such as Value Selling
Minimum of 5 years successful IT Services related experience, emphasizing on LAN / WAN type of environments
Familiar with / broad understanding of Communication Cabling, Server Environments, and Wireless Applications
Proven track record of closing new business and maintaining current accounts
Previous experience and success in presenting to a variety of audience
Demonstrated experience with new technologies and solutions and applying them to the development / expansion of customer relationships
Exceptional written and verbal communication skills
Ability to present in front of a variety of audiences including to “C” level audiences
Demonstrated ability to secure multi-year agreement
Demonstrated ability to renew complex contracts (specifically in a “sourced” environment)
Ability to grow the number of coaches and contacts within a customer organization every year
Proficiency in the Microsoft Suite tools and Prezi
Ability to create complex cost models using tools such as Excel
Ability to lead a diverse team of experts in the creation of a solution and cost model (including engineers, project managers, configuration experts, warehouse managers, etc.)
Proficient in customer negotiations and conflict management
Ability to facilitate resolutions to customer escalations by working intimately with internal groups such as engineering, project management, etc.
Ability to operate within a fast-paced and creative environment
Superior ethics and integrity in all business dealings
Demonstrated ability to be flexible and adaptable
Comfortable with unpredictable workloads and travel
Technical knowledge of 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

Nice To Haves

Bachelor’s Degree or equivalent related experience preferred
Any relevant certifications a plus
Previous experience related to IT deployment initiatives, remodel/construction, physical layer or other related field

Responsibilities

Annually achieve a minimum of $5M+ in revenue at targeted margins. Success is defined by growing existing book of business with each customer. Ideal candidates will be able to grow their aggregate book of business in excess of $10M in revenue at targeted margins within 3 years.
Motivated by initiating new customer relationships and wallet share.
Specifically, able to identify, pursue and open new customer relationships that have current and future unmet needs for Bailiwick’s services.
Actively engaged with customers on daily or weekly basis. Consistent in conducting face to face meetings with key customers ($1M or more) quarterly, at a minimum.
Technically minded, and able to deliver deep understanding of Bailiwick services, history / case studies, general technology trends that are relevant to the customer.
Serve as the primary resource in educating prospects and customers on Bailiwick’s services and capabilities. Able to create quick, concise verbal and written statements to capture and maintain the attention of key stakeholders.
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 executes clear sales strategies for pursuing new customer stakeholders and departments through calling, value proposition communications, professional networking, and brokered introductions from existing customer relationships.
Define and executes clear sales strategies for establishing higher levels of customer relationships and coaches. Quickly identifies decision makers and gets audience.
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.
Patient yet persistent. Does not take no for an answer, specifically from gatekeepers such as procurement.
Create and deliver professional presentations for business fit and, in some cases, solution fit presentations.
Able to navigate 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.
Responsible for creating, reviewing and editing content for all proposals.
Able to complete a significant portion of the deal crafting process including financial models and proposals without assistance from solution crafters.
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.
Consistently engaged with the delivery teams – weekly to understand the key issues, challenges, and opportunities with the customer.
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.
Be fiscally responsible involving travel and expense budgets
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: Customer contacts