Sales Executive II

NTT DATA•Richmond, VA

About The Position

Develop a pipeline of new business contacts and opportunities and conduct regular progress reviews with immediate leadership. Create account plans with detailed demand generation strategies for states, cities, counties and educational institutions (Public Entities) and a plan to grow existing relationships and expand to grow new relationships. Be intimate with the Public Entities budget processes, specifically understanding budget that is earmarked for Information Technology and bring opportunities forward and coordinate client meetings based on findings. Promote these vehicles to prospects as a potential method to procure services without necessarily going through a formal RFP process. Also learn about and establish relationships with other NTT Group entities and jointly work together to identify and close new business. Support pursuit and proposal delivery teams throughout the defined pursuit process as a team player, striving to assist the team however needed to execute the overall pursuit process. Work closely with Delivery groups and Marketing to support go-to-market plans and demand generation activities for vertical area. Work with vendor partners to jointly develop business opportunities and close new business. Update and maintain a detailed funnel of opportunities in Salesforce and provide status reports to ensure current visibility of activities, highlighting areas requiring practice area support and resource needs to meet sales objectives. Develops and executes goals and strategies within sales area. Own the strategic direction and executive leadership their assigned territory or domain (SLED clients in the State of Virginia) Maintain a senion-level of knowledge about the State, Local and Education Agencies in Virginia. Sells primarily complex managed services, full IT Outsourcing solutions, application services and industry vertical solutions. Not hardware or software Interface and successfully influence multiple C-level executives within the customer organization. Sponsor and institutionalize new and innovative ways of working in teams to meet customer needs/sales objectives. Model organizational and industry standards in achievement of sales goals. Maintain contact at CEO, CIO, CTO, CISO, CTO, Executive Director and other key decision makers. Minimum of 10 years experience working with Information Technology, ideally how it applies to Public Entities for State, Local and Education Agencies in Virginia Minimum of 10 years experience in a consultative selling role able to identify and address client issues within SLED in Virginia Minimum of 10 years experience of C-Level selling and relationship building experience within SLED Experience selling large deals to SLED Clients in Virginia Meeting and exceeding a $15M quota in recent years Must be based in the Richmond Metro Area Undergraduate degree or equivalent combination of education and work experience. MBA or Graduate degree preferred. Public Entities industry and service solution knowledge. Understanding of customer's decision-making process, goals, objectives and strategies. Business and financial acumen. Ability to assess potential sales opportunities and develop value propositions. Presentation and negotiation skills.

Requirements

Minimum of 10 years experience working with Information Technology, ideally how it applies to Public Entities for State, Local and Education Agencies in Virginia
Minimum of 10 years experience in a consultative selling role able to identify and address client issues within SLED in Virginia
Minimum of 10 years experience of C-Level selling and relationship building experience within SLED
Experience selling large deals to SLED Clients in Virginia
Meeting and exceeding a $15M quota in recent years
Must be based in the Richmond Metro Area
Undergraduate degree or equivalent combination of education and work experience
Public Entities industry and service solution knowledge
Understanding of customer's decision-making process, goals, objectives and strategies
Business and financial acumen
Ability to assess potential sales opportunities and develop value propositions
Presentation and negotiation skills

Nice To Haves

MBA or Graduate degree preferred

Responsibilities

Develop a pipeline of new business contacts and opportunities
Create account plans with detailed demand generation strategies for states, cities, counties and educational institutions (Public Entities)
Grow existing relationships and expand to grow new relationships
Be intimate with the Public Entities budget processes
Promote methods to procure services without necessarily going through a formal RFP process
Establish relationships with other NTT Group entities and jointly work together to identify and close new business
Support pursuit and proposal delivery teams throughout the defined pursuit process
Work closely with Delivery groups and Marketing to support go-to-market plans and demand generation activities for vertical area
Work with vendor partners to jointly develop business opportunities and close new business
Update and maintain a detailed funnel of opportunities in Salesforce
Provide status reports to ensure current visibility of activities
Develops and executes goals and strategies within sales area
Own the strategic direction and executive leadership their assigned territory or domain (SLED clients in the State of Virginia)
Maintain a senior-level of knowledge about the State, Local and Education Agencies in Virginia
Interface and successfully influence multiple C-level executives within the customer organization
Sponsor and institutionalize new and innovative ways of working in teams to meet customer needs/sales objectives
Model organizational and industry standards in achievement of sales goals
Maintain contact at CEO, CIO, CTO, CISO, CTO, Executive Director and other key decision makers