Senior Sales Executive - East Coast - Military veterans preferred

Visionary Integration Professionals

Visionary Integration Professionals (VIP) is an industry-leading provider of tech-enabled services, IT managed services, and management consulting services. VIP helps its clients strengthen mission outcomes by combining deep industry specialization, agility to adapt as needed, and an unwavering commitment to client satisfaction. VIP brings expertise in how to deploy systems that align people, processes, and technology to accelerate strategic change and to deliver business results in partnership with its clients. Since 1996, VIP has worked with over 1,200 state and local, federal, and commercial clients. To learn more about VIP, please visit: www.trustvip.com

The State & Local Government (SLG) Business Unit for VIP is growing exponentially. In response, VIP is looking forward to hiring a Senior Sales Executive to further expand across the U.S. The Senior Sales Executive is responsible for creating and executing a strategy to sell tech-enabled services, maintenance and operations managed services, management consulting services, and quality assurance and testing services. VIP has had great success working with a diverse group of industry-leading software providers including Salesforce, Accela, Infor, Mark43, Tyler Technologies, OpenText, Okta, Socrata, EUNA, and Crime Alert. This SLG Senior Sales Executive will carry a defined sales quota and will work with practice managers to lead or be involved with the full sales cycle including sales strategy, lead generation, high-level solution assessment, partnering/teaming, proposal and capture leadership, account plan management, and deal closure.

This is a remote full-time position with a territory focused on the East Coast. Our preference is you live on the East Coast but flexible to consider alternatives if you have past history developing a territory on the East Coast.

Responsibilities:

• Develop and execute a strategic sales plan for assigned target market to achieve quarterly and annual sales quota set forth by the company

• Constantly establish and cultivate relationships with prospective and existing customers, supplement demand generation activities with personal rolodex and prospect contacts

• Secure and attend meetings with prospective customers to gain information pertaining to their business needs and current environment, develop sales messaging and conduct client presentations to C-level executives, qualify opportunities

• Shape the future project scope for prospective clients, establish optimal company solutions and corresponding cost estimates

• Select the best of breed partners with the best-fit solutions to tailor how VIP responds to RFPs, secure new business, and most effectively deliver to clients’ business needs

• Lead the capture and proposal process in conjunction with the proposal team to ensure compelling and compliant bids are submitted

• Represent VIP at trade shows, conferences and events

• Work to achieve and exceed annual quota goals

• Actively manage prospects, opportunities, and territory pipeline leveraging SFDC CRM

• Stay current with new product knowledge, technology, services, and industry developments

• Expand defined service and product areas into newly defined geographies and business domains

• Maintain and communicate plans and reports regarding sales activities on a regular basis

Qualifications:

• Minimum 7 years of industry experience or technology sales to state, county, and local government entities

• Experience with complex BPO/ITO/System Integration solution sales cycles with diverse product offerings required

• Proven and verifiable success managing, meeting, and surpassing a $5 million annual quota selling into SLG entities

• Proven remote sales and demand creation capability, proven ability to conduct discovery/needs analysis with prospective and existing customers and to develop a successful sales and expansion sales action plan

• Excellent interpersonal and customer service skills in both written and verbal communications, poised in communicating with customers, partners, consultants, and internal team members

• Proven formal presentation skills before large and small groups

• Proven negotiating and influencing skills

• Demonstrated ability to "set the right expectations" for prospective customers

• Excellent analytical and problem-solving skills

• Proven self-starter in addition to a team player

• Established relationships and account base is a must

• Demonstrated proficiency in Outlook, Word, Excel, PowerPoint, and Salesforce

• Proven track record of exceeding quarterly and yearly sales goals

• Ability to travel to customer sites, company meetings and out-of-town events as required

• Bachelor’s degree or equivalent experience

The compensation for this position includes a base salary $140,000 - $190,000 per year and OTE $280,000 - $380,000, depending upon experience and qualifications. This position is eligible for a benefits package including Medical, Dental, Vision, a 401(k) Plan and Company Match, Short-Term and Long-Term Disability coverage, Basic Life Insurance, 7 Paid Holidays and Flexible Paid Time Off.

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