Job Description
Salary:
About Markley:
As New England’s largest and longest operating multi-tenant, mission-critical telecommunications and data center facility, Markley has a proven track record of unparalleled performance and reliability. Markley owns and operates the One Summer Street facility (the region’s carrier hotel) as well as Markley Lowell. In addition to its world-class facilities, Markley offers its customers an unrivaled portfolio of connectivity options that extend into public cloud connectivity, network management and network design, as well as private cloud options that allow customers to augment their on-premises environment with flexibility and scalability. Markley provides services to global leaders in finance, healthcare, academia, government, entertainment, science, and research, as well as all major telecommunications companies. Markley is a privately held company that is committed to making long-term, strategic investments that benefits and prioritizes its customers.
Job Summary:
Markley Group is seeking both Senior level and Junior level Account Executives to sell Markley solutions primarily to new accounts, while also expanding and maintaining existing accounts. Focus on enterprise domestic and global accounts. Facilitate strategic account planning and lead negotiation process on complex, multi-faceted sales.
Essential Duties and Responsibilities:
Prospecting & Relationship Building
· Pursue high-growth potential, net-new prospects and build a pipeline with opportunities while engaging prospects at C-level and VP-level.
· Actively prospect account base to upsell Markley solutions.
· Partner with internal sales stakeholders to strategize and lead sales opportunity qualification.
· Build relationships with key stakeholders in prospect companies, assigned accounts and industry partners.
· Run semi-annual business reviews with existing clients to identify new opportunities.
Account Planning & Pipeline Management
· Prioritize list of accounts/prospects for short and long-term pursuit to achieve sales objectives.
· Use best judgement in selecting methods and evaluation criteria for obtaining results.
· Work with internal Markley team to identify, qualify, prioritize, and execute sales strategies to achieve results.
· Actively maintain status of opportunities and accounts within Salesforce.
· Provide timely and accurate opportunity and account information to senior leadership.
Product Solution Selling
· Identify customers’ business needs, challenges, and technical requirements to match Markley’s product solutions.
· Develop an understanding of customer’s environment to ensure proposed solutions fit customers’ needs and, where appropriate, work closely with Solutions Architects.
· Lead delivery of product pitch and adapt pitch to the needs and person of each prospect/customer.
· Proficiency in Markley’s product set and solutions.
· Sell full suite of Markley offerings.
Negotiation
· Work closely with senior leadership to drive quoting, negotiating, and closing of sales agreements.
· Coordinate closely with legal team and, where appropriate, Markley executives.
· Understand customer needs and drivers in order to make initial recommendations on deal structure.
· Responsible for information security by appropriately preserving the Confidentiality, Integrity, and Availability (CIA) of Markley Group information assets in accordance with the company's information security program.
Qualifications and Skills
· Bachelor’s degree: Business degree preferred but not required.
· Validated enterprise sales and business development experience, preferably within technology hosting, cloud computing or ISP/networking space. Colocation and/or network architecture background is a plus.
· Highly results oriented self-starter, with ability to identify potential wins and execute on them quickly.
· Excellent communication and presentation skills (both written and verbal) with ability to engage and influence C-level executives.
· Ability to progress complex opportunities through cross-functional sales style.
· Coachable, accountable, and driven to learn.
· Proficiency in Salesforce, HubSpot and Microsoft Office suite is a plus.
Markley, LLC provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.