Indianapolis, IN4 days ago
Role ResponsibilitiesTarget customers in the C-suite to create win-win solutions in a highly consultative manner, in a competitive landscape that addresses business issues and delivers positive business outcomesIdentify, scope, price and secure commitments for add-on and net new business while addressing customer administrative, billing and contracting needsEffectively organize workload to exceed sales quotas and related metrics, and accurately forecast all pipeline revenue opportunities in a timely manner, using Salesforce.comManage the sales process from outbound prospecting, understanding requirements, presenting and demonstrating offerings solutions, closing sales orders, and delivering customer requirements to operationsHandle price negotiations with a focus on value-based selling and positioning Otava's core differentiators that enables potential customers to identify value received for their commitments to usCoordinate with solution architects, sales engineering and operations to ensure that the customer's technical and delivery requirements can be achieved before an order is securedWork closely with internal teams to maximize customer experienceOther duties as required to assist the Otava sales team in achieving their objectivesExperience Fifteen or more years of experience in outside technical salesAt least five years must be in selling cloud and hosted solutionsTrack record of consistently meeting or exceeding activity, pipeline and revenue objectivesConsultative solution selling expertise – selling solutions and capabilities, not just products – and including track record of success with selling to VP/SVP/EVP/CXO levelExtensive field sales experience in Public (AZURE/AWS) & VMware based Private CloudExtensive field sales experience in DRaaS, Data Backup, and IT MigrationExtensive field sales experience in Professional Services, Networking, and SecurityMust be self-motivated and able to work independently and as part of a teamSuccess closing new accounts while working with existing accountsWorking with potential customers and internal technical resources to identify, cultivate, and close dealsProven track record with complex enterprise-level IT environments, including understanding of servers, networking, hosting, colocation, and data centersStrong verbal and written communications skillsStrong whiteboard presentation and selling skillsExtensive field sales experience in complex contract negotiationSelf-starter with strong work ethic with a “can-do” positive attitudeRequired Knowledge, Skills, and Abilities Fifteen or more years of experience in outside or field technical salesAt least five years in selling cloud and hosting solutionsUnderstand the products in depth and be able build solutions and communicate value to customersDesire to be a part of the fast-paced, high-energy entrepreneurial experienceAbility to close new accounts while working with existing accountsSelf-starter with strong work ethic with a “can-do” positive attitudeProve track record of exceeding activity, pipeline, and revenue targetsConsistent ability to forecast sales activity accuratelyProficient with com, Microsoft Office suite, phone skills, face-to-face selling, and solution salesConsultative solution selling expertise – selling solutions and capabilities, not just products – and including track record of success with C-suite prospective customer personnelDemonstrated track record in overachieving objectives and ability to close salesProficient with Salesforce.com, The person filling this role will have a high degree of technical knowledge and will manage, grow, and retain/renew an assigned subset of existing accounts while also adding new accounts.