A 3Cloud Enterprise Sales Director is responsible for generating business at new accounts and expanding opportunity at existing clients within a dedicated region or territory. Core responsibilities balance pure hunting/direct selling and joint selling by leveraging and developing relationships within the Microsoft field sales ecosystem, most critically with Microsoft Account Executives. This person will demonstrate a proven track record for solution selling of cloud technology solutions, technical services, and building trusted relationships with C-Level decision makers and business partners. If this is a path that excites you, let’s chat!
Responsibilities
- Design and implement geo & industry-based market strategies for 3Cloud’s cloud practices and solution offerings.
- Identify and develop relationships with key corporate C-level and Senior Leadership representatives through prospecting, marketing leads and expansion of existing contacts within accounts.
- Learn and understand business and technical requirements of clients to sell effective solutions that drive business value and have a clear ROI.
- Develop and maintain strong, trusted and mutually beneficial relationships with Microsoft AEs, field sales teams, and the Microsoft community – including ancillary partnerships (e.g. Docker, etc.).
- Understand the competitive landscape and 3Cloud’s differentiators to outmaneuver competition in competitive pursuits.
- Serve as marketing liaison with clients, supporting 3Cloud reference requests, case study creation, collateral approval, etc.
- Manage all phases of the sales cycle, including lead identification and qualification, scope construction, proposal development, client presentations and contract negotiation.
- Build and maintain a strong sales pipeline and forecast accuracy through discovery calls and meetings with clients and partners.
- Exceed quarterly and annual bookings and margin targets.
- Manage the contract process for new deals, including negotiating on price and commercial terms.
- Drive client awareness and business development across service lines, focusing on a balanced business by cross-selling whitespace at existing clients.
- Work with technical delivery teams to develop compelling, tailored proposals that meet client needs while balancing continuity of delivery opportunities across all 3Cloud practices.
- Provide weekly updates in CRM; lead weekly pipeline review calls for your dedicated region & territory.
- Advocate for clients internally at 3Cloud, including briefing executives on needs and opportunities to inform staffing decisions, etc.
- Holistically understand an account’s current technology platform and help shape plans to move to cloud-based solutions. Become the trusted cloud advisor for your assigned portfolio of accounts and region.
- This is an opening for a territory based, enterprise focused sales role. Currently looking to hire candidates who reside within the Chicago Land Area.
Requirements
- Bachelor’s degree and/or equivalent combination of education and work experience. MBA is a plus.
- 5-10+ years’ sales experience. Complex sales, solution selling, strategic accounts leadership is a plus.
- Candidates with prior sales experience in Microsoft services and solutions are preferred.
- Strong written, verbal, presentation, and persuasion skills are critical.
- Proven track record of successful solutions-oriented sales.
- Strategic account planning and execution skills.
- Proven track record of meeting and exceeding quotas.
- Services sales experience selling through a channel environment.
- Passion to introduce and drive disruptive solutions to help customers evolve and transform into digital-first organizations.
- Passion for client experience and for consulting as a vehicle to help clients achieve their goals.
- Ability to address conflict. Able to prepare for and execute on difficult conversations.
- Attention to detail, and insistence on excellence and “getting it right the first time.”
The commission target ranges from 2.5%-4.5% based on attainment goals, and other terms and conditions as may be communicated.
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