Territory Account Executive (Outside Sales Role)
Structured Communication Systems is a leading information technology consultancy and systems integrator. We are experts at architecting and implementing secure and reliable solutions for delivering business applications, ensuring business continuity, enhancing data center performance and efficiency, enabling mobile workers, securing information assets and providing information security and governance.
Structured has an immediate opening in Bellevue, Washington for a Territory Account Executive. This position is responsible for the development of new business in our target markets through direct, outside interaction with existing and prospective clients.
Essential Duties and Responsibilities
An individual must be able to perform each essential duty satisfactorily in order to meet the qualifications required to perform this job successfully. The requirements listed below are representative of the knowledge, skill, and/or ability required.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
•Responsible for various outside sales activities, including lead generation, prospecting, qualifying new business pitches, preparation of sales materials and communications, client relationships, and other duties required to successfully manage and develop key accounts.
•Passionately share Structured’s story and represent Structured’s services and technology partners’ products.
•Professionally represent the vendors carried on Structured’s line card, building and enhancing lasting relationships with vendors, and participates in various vendor programs and training.
•Identify sales opportunities for Structured in the areas of Information Security, Enterprise Networking, Mobility, Application Delivery, Cloud, Data Center and Services.
•Work closely and proactively with vendor partners and be able to articulate their technology.
•Maintain a solid understanding of partner pricing models and deal registration programs.
•Maintain industry relationships through organizations (ISSA, ISACA, etc.) or other networking venues.
•Attends to leads with a sense of urgency and communicates timely feedback to the lead source.
•Set proper expectations and maintain open communication with clients and vendors through the lifecycle of the sales process.
•Identify professional service opportunities for core practices; Provide input for professional service statements of work (SOW’s).
•Identify a Top 20 Account List where you can focus 80% of your time.
•Develop a Market Action Plan for each of your Top 20 Accounts that identifies strategies that ensure total solution selling.
•Create and maintain an annual pipeline of business of at least $1.0 Million in gross margin; it is expected that Territory Account Executives create and maintain a 3x pipeline to annual sales targets; annual gross profit targets and goals will be determined on an annual basis.
•Drive attendance to regional marketing events.
•Leverage existing and past relationships with customers and vendors to generate business opportunities.
•Adherence to the expected use of salesforce.com to plan and manage telephone, e-mail, and appointment activities, as well as provide complete, accurate and timely updating, forecasting and sales process status reports.
•Bachelor’s degree or equivalent sales experience required; Minimum 3 years Information Systems sales experience preferred.
•Current enterprise security, Data Center, Infrastructure, Mobility or Cloudspace experience preferred.
•Strong established relationships with key accounts in the territory required.
•Strong group presentation skills.
•Verifiable history of exceeding sales goals and generating leads.
•Demonstrated ability of lead generation and opening new accounts.
•Experience selling professional services, security audits and assessments a plus.
•Vendor related certifications strongly preferred (examples: Cisco, Citrix, Fortinet, Juniper, Palo Alto, Pure Storage, NetApp, Nimble, ShoreTel, Symantec, VMWare).
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports and business correspondence. Ability to effectively present information and respond to questions from employees, management, vendors and customers.
General Computer Skills
To perform this job successfully, an individual should be an experienced user of the Microsoft Office Suite, as well as have experience with a customer relationship management (CRM) tools, such as the Salesforce.com.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Work is generally sedentary in nature, but may require frequent standing, walking, talking and hearing. Frequent use of phones, computers and other general office equipment is required.
This position also requires frequent (often daily) travel to customer locations within the PNW. Travel within the United States is also required in order to attend vendor-related events. Must maintain a valid driver’s license and motor vehicle insurance (at least equal to the state’s minimum coverage requirements).
The working conditions characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
The office work environment lighting and temperature are generally moderate; work is regularly performed within an office environment, with standard office equipment available.
Our organization provides a full compensation package that facilitates development and growth. The benefits package includes medical, dental, vision, group life and AD&D insurance, and long and short-term disability coverage and 401(k). We also provide training on mutually agreed upon professional goals through a combination of self-study courses, formal training, and on-the-job training. Obtaining industry based certifications is highly encouraged.
*Structured is an Equal Opportunity Employer with a strong commitment to supporting and retaining a diverse and talented workforce.
* Structured is an Equal Opportunity Employer with a strong commitment to supporting and retaining a diverse and talented workforce.