Objectives of this Role Contribute top-line revenue to the company by selling HTS suite of security and managed network services. Contribute bottom-line profit to the company by negotiating and closing deals within target margin. Gain market share within the assigned territory. Build HTS into a first call preferred partner for Security programs. Retain accounts by building strong relationships with key customer personnel and decision makers, ensuring customers receive exceptional service, helping resolve issues in a timely manner, and by persistently looking for opportunities to renew and expand HTS base of business within existing customers. Maintain accurate sales and customer records utilizing the CRM as the system of record. Become a student of the industry, building expansive knowledge of the inner workings and challenges our customers face. Become expert at presenting the details and value of the services HTS provides. Have a keen ability to align our value to the specific needs of the customer. Become effective at navigating the various tasks and issues required to close complex deals. Know how to marshal the resources you need to succeed. Work with sales and other internal teams to develop strategic sales plans and ensure KPIs are being met. Model the behavior expected of an HTS employee. Operate with integrity and in accordance with the company values at all times. Daily and Weekly Responsibilities Identify and prospect companies and buyers within the organization. Use sales prospecting methods to open conversations and to engage in sales opportunities. Actively prospect persistently. Build a strong pipeline of sales opportunities such that you have enough opportunity to more than cover your assigned quota. Close new business with target client companies. Renew existing business and expand revenue opportunities within existing accounts. Build and maintain strong, long-lasting client relationships. Negotiate contracts and close agreements to maximize profits. Develop trusted advisor relationships with key accounts, customer stakeholders and executive sponsors. Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders. Regularly and accurately forecast your expected revenue. Inform the company of the expected results to ensure they have accurate and timely information to use for key business decision making. Serve as a point of client communication and escalation. Be proactive in helping resolve issues and solve customer problems. Be prepared for every customer interaction. Stay on top of your assigned book of business. Know your status. Know your numbers.Skills and Qualifications 3+ years experience as a B2B sales person selling complex business solutions. Demonstrable ability to communicate, present to, and influence key stakeholders at all levels of an organization, including executive and C-level. A track record of success meeting or exceeding quota while selling six-figure deals. Solid experience with CRM software and other business applications. (e.g. Hubspot, MS Office, ConnectWise, MS Excel). Data driven mindset with a willingness and the discipline to run a stage-based, value-driven sales process. Exceptional communications (oral and written) skills across multiple levels of a client organization (daily contributors, managers, executives). Proven ability to juggle multiple account management projects at a time, while maintaining sharp attention to detail. High emotional intelligence. Disciplined and self-directed with an ability to manage your own work flow, priorities, and outcomes without an undue need for daily direction and supervision. Positive assertiveness. Proactive approach. Pursues excellence. Intensely competitive.
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Sales
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