Job Title Sr. Sales Executive, IT Consulting
Date Posted 9/3/2015
Location Cincinnati, OH
Status A
Min Salary $150,000.00
Max Salary $200,000.00
Job Type Full-Time Regular
Min Experience 10 Years
Max Experience 25 Years
Position Id EB-1615779721
Written By CHRIS
Job Description

Role Title:                   Sr. Sales Executive 
Role Discipline:      Business Development / Client Delivery


Our client is an information technology (IT) and business services company. For more than 50 years, our client has developed smart, technology-enabled solutions to solve their clients' toughest challenges, demonstrating a commitment to excellence and a passion for exceeding expectations. They provide IT personnel staffing services in the following areas: systems integration and professional services; enterprise application development and management; application software for the financial services industry; business process outsourcing; managed hosting services; and application and IT infrastructure outsourcing. Their consulting and professional services include advising clients on the acquisition and utilization of IT and on business strategy, security, modeling, simulation, engineering, operations, change management and business process reengineering. They serve the Fortune Global 1000 companies in fifteen industries and national and local governments, and employ over 90,000 people in 90 countries. They are also one of the largest players in global outsourcing.


Overall Role Purpose:

This senior level Sales Executive identifies, pursues and leverages critical relationships with key clients within a geographic area. The role drives new business opportunities by identifying and radiating into both new and existing relationships. The right person will be able to provide value to the client, while creating and driving new revenue opportunities.  He/she will be responsible for leading a collaborative sales team, positioning consulting solutions within either a geographic region or vertical marketplace, and will serve as a dedicated strategic partner to customer often having overall responsibility for client relationship.

Establishes a deep understanding of their target accounts business landscape and objectives to identify potential solutions. Establishes a senior level relationship with target account executives, maintains existing relationships, and participates in the sales cycle often partnering with other team leaders to support the sales cycle collectively.   Helps the region identify and evaluate target prospects and sets vision and direction for account penetration, expansion and profitability utilizing entire suite of company solutions.  Acts as a trusted advisor with senior executives and at times takes an executive role overseeing overall client satisfaction for delivery.  Promotes customer intimacy by building a culture open to change, innovation, and growth within the company. Combines best practices, industry trends, and experience to achieve the best solution for the client and company. Develops strategy for deeper penetration of existing accounts and establishment of new accounts.


Key Accountabilities and Responsibilities:



Understands and applies technologies, trends, best practices, and service offerings and incorporates them into the overall business solution. Impacts customer's business strategy and sells Information Technology (IT) solutions across the company’s solution portfolio. Leads the strategic direction of the account by establishing and articulating innovations and growth opportunities for customer and the company.


Leads the strategic direction of the account by establishing and articulating clear account goals to exceed client expectations. Acts as industry consultant and innovator. Communicates effectively with cross-functional groups, and builds strategic relationships with client teams. Leverages partnerships to offer enhanced value to the customer.

Creates appropriate teams for size, complexity, vertical organization, and implementation of business plans. Ensures that the team understands and delivers the unique value proposition (competitive advantage, financial, achievement, etc.) that company has sold to the client. Provides direction to multiple complex projects within the account.  Holds team accountable for delivering a solution that meets customer requirements. Provides products and services to the client and manages projects. Ensures leadership focus is results-oriented, team-minded, skillful in participatory management, and encourages personal and professional development.


Identifies value for the client by providing leadership and influencing direction and innovation. Manages overall customer relationship.Serves as the single point of contact for customer's senior executives, with special focus on corporate and business unit executives. Serves in trusted advisor capacity as visionary, innovator, and industry expert. Establishes relationships proactively and grows customer intimacy.

Works with executives to understand and solve business problems.Ensures client satisfaction in the delivery of business solutionsand services by acting as the final point of escalation for the client.Works with the lines of business to deploy appropriate resourcesfrom relevant business units and lines of service. Works with the client to identify growth opportunities.


Provides significant industry expertise and client business acumenSells higher level services to the customer, enabling competitive advantage for them in the marketplace. Provides thought leadership and capitalizes on cumulative industry, product, and company-specific experiences. Captures best practices and increases effective thought process controls and feedback loops.

Leverages existing client IT and business relationships to identify and develop opportunities to increase the revenue stream. Practices program management skills at the account level, including planning, budgeting, scheduling, client relations, and project delivery. Manages partners and vendors in delivery of their services or solutions. Understands the objectives of the business unit and sets expectations about the method and types of services delivered. Facilitates successful integration, communicates a sense of core purpose, manages change, and builds a culture open to industry changes.

Develops and maintains a multi-year business plan/account plan.Demonstrates ability to manage opportunities and complex sales cycles and develops new or expanded business within major markets/accounts. Understands the client and collaborates with staff to identify and develop opportunities and winning solutions and services. Understands the mission statement and goals of the customer and ensures the services delivered align with those objectives.






Company Culture:



Focuses on opening new accounts, account expansion and generating revenue.  Generates leads for various company offerings and involves sales support from the various company groups for penetration of specific deals. Formulates and executes business development strategies designed to meet and exceed goals. Has account Profit and Loss (P & L) accountability within opened accounts.


Someone who possesses a passion for changing organizations for the better, and desires to do so within a relaxed, professional atmosphere that is full of family and people-oriented individuals, who all manifest a belief in partnership, innovation, and excellence.