The Sales Executive manages and is responsible for the overall Dewpoint-Client relationship including overall responsibility for client sales strategy, customer satisfaction, revenue growth, account / pricing strategy and leads Dewpoint sales pursuits on assigned accounts/sales territories.
The work of an SE falls into two main areas-- leading sales pursuits including overall account strategy and providing post-sale support on sold business, maintaining the overall Dewpoint client relationship and satisfaction throughout.
CONSIDERING DEWPOINT'S EMPHASIS ON CLIENT DIVERSIFICATION, THE MOST CRITICAL COMPONENT OF THIS ROLE WOULD BE THE ABILITY TO IDENTIFY AND SECURE NEW CLIENTS AND NEW LOGOS TO DEWPOINT. EITHER THROUGH PAST RELATIONSHIPS, COLD CALLING, ABILITY TO WORK WITH PARTNERS OR PARTICIPATION IN LOCALIZED EVENTS TO IDENTIFY AND ENGAGE NEW PROSPECTS. This would involve supporting pre-sales activities by understanding the client, gathering detailed information about technical and services specifications and articulating the ways in which Dewpoint could meet a customer's needs. This often includes quantifying and helping demonstrate Dewpoint capabilities during a sale. The actual sale involves helping create client presentations, proposals and Statements of Work, as well as the contractual agreement to the benefit of both the client and Dewpoint.
Client support, which follows the sale, may include being involved in helping resolve delivery issues, or maximizing the effective use of the delivery team and supporting growth of existing business.
ANOTHER IMPORTANT RESPONSIBILITY OF AN SALES EXECUTIVE IS MAINTAINING RELATIONSHIPS WITH CURRENT CLIENTS, at both executive and lower levels, and ensuring their satisfaction. Finding new business opportunities with current clients is also an important part of their responsibilities. Pursuing business opportunities with new clients is also critical, and this can include many phone calls and business meetings.
RESPONSIBILITIES:
The role requires significant interaction with clients, which will be face-to-face or over the telephone. The varied tasks carried out by an Sales Executive include:
Understanding clients diverse, specific business needs and applying Dewpoint solutions knowledge to meet those needs;
Identifying and developing new business through networking and courtesy and follow-up calls;
Cold-calling in order to create interest and stimulate demand for Dewpoint solutions, generating new sales opportunities and arranging/conducting sales meetings;
Marketing and promoting the Dewpoint portfolio of products and services
Maintaining awareness and keeping abreast of constantly changing market trends and associated Dewpoint technology and services solution offerings;
Developing effective sales plans and account growth strategy;
Meeting sales targets set by managers and contributing to team targets;
Networking with existing customers in order to maintain links and promote additional services, products and upgrades;
Responding to bids, gain assistance in writing proposals/SOWs,
Actively engaged with Solutions Architects, Service Delivery, and Business Development in structuring solutions, service offerings, RFP responses, and ultimately contracts
Actively engaging with Service Delivery team to provide seamless delivery
Learning about and keeping abreast of the industry sectors (e.g government, manufacturing, insurance, etc.)
Preparing and delivering customer presentations and demonstrations of Dewpoint capabilities, articulately and confidently
Participate in IT councils, user groups, and other professional groups. Ability to network with industry professionals.
Contributing to team or progress meetings to update and inform colleagues.
Qualifications:
A minimum of 5 years of professional sales or account management related to IT services or software applications
Self-motivated and goal-oriented, desire to deliver results.
Demonstrated excellence with client relationship management skills
MINIMUM PHYSICAL EXPECTATIONS:
Physical activity that often requires keyboarding, sitting, phone work, and filing.
Physical activity that often requires extensive time working on a computer.
Physical activity may require lifting under 25 lbs.
Physical activity that sometimes requires travel – car, train, and/or air.
Physical activity that sometimes requires bending, stooping, reaching, climbing, kneeling, and/or
twisting.
Specific vision abilities required include close vision, depth perception, and the ability to adjust and focus.
Must hear and speak well enough to conduct business over the telephone or face to face (in English) for long periods of time.
MINIMUM ENVIRONMENTAL EXPECTATIONS:
This position will require working indoors. Typical workweek is eight (8) hour workdays, five (5) days per week with some weekend work, as well as longer hours as needed.
PAY Base salary plus commission based on goal targets ABOUT DEWPOINT:
We are the premier provider of integrated technology services and solutions with a reputation for solving business challenges and creating trusted relationships with our clients and partners.
A Michigan based company, we focus on providing services and solutions that help organizations solve business challenges with technology. We are a leading systems integrator and technology consulting firm that was established in 1996 and are made up of experienced professionals who have a deep understanding in providing IT solutions to government and commercial clients.
Dewpoint's employees are all company stakeholders. We are responsible and accountable to each other and our clients. The core values all Dewpointer's share are:
Dewpoint employees are all company stakeholders. We work hard, we play hard.
Developing a true sense of community and camaraderie requires company events to bring together Dewpoint employees who are dispersed across different offices and client locations. Our goal is to bring employees face to face for both learning, fun and community involvement.