Job Responsibilities Include:

• Generate $8M in bookings 
• Build and maintain lasting relationships with clients and partners by understanding focus and needs, and anticipating them in advance 
• Actively facilitate and collaborate with the General Manager, Client Partners, Consulting Directors and other leaders to grow revenue and expand existing accounts, particularly in finding new buyers
• Learn and understand go-to market, key service offerings, sales plays, messages and motions; be able to lead walk through of standard corporate presentation with customers and prospects 
• Identify qualifying and closing new accounts/logos and opportunities in the designated region, with the ability to travel to other states within the region 
• Hire, lead, manage and hold accountable sales executive(s) in the region once promoted to a level where hiring fits the model 
• Manage total sales performance for the region, inclusive of pipeline health 
• Drive/lead coordinated regional marketing efforts in tight partnership with GM, CRO and Marketing 
• Coordinate/co-lead renewal and expansion SOWs as needed 
• New logo demand generation, in collaboration with Marketing 
• New logo lead generation through various motions & activities as defined by the company and/or the individual 
• Ensure CRM is sustained as the single source of truth 
• Participate and/or lead in account planning, and take ownership of establishing, following up, managing and executing on contact plans 
• Participate and contribute to weekly, monthly, quarterly, and annual sales and account planning meetings/calls 
• Generate leads and follow-up to qualify, disqualify, nurture, and ultimately close opportunities.  Expected lead gen activities include, but not limited to:  
  • Attend conferences and events as requested or needed 
  • Generating lists and cold calling 
  • Call personal contacts and generate referrals 
  • Actively leverage connections of internal employees at all levels and turn those into leads wherever possible 

Basic Qualifications:

• 5+ years of overall experience selling professional, consulting, digital, and/or IT services with proven track record of exceeding quota

Preferred Skills:

• Strong knowledge of SaFE/Agile/Scrum 
• Owns existing rolodex that candidate can call on to sell services  
• Sound decision making and critical thinking skills 
• Excellent writing and communication skills with ability to communicate with senior executives, partners, and customers 
• Solid organizational, planning and follow up skills, including attention to detail, and ability to multi-task 
• Strong sense of ownership and accountability; works independently and professionally without much guidance 
• Effectively communicate at all levels of the organization; ability to facilitate problem resolution within all levels of an organization and across organizations 
• Experience selling SOW based work with teams vs. pure staff augmentation 
• Familiarity and practical experience utilizing elements of the “Challenger Sale” methodology 
• Strong persuasion skills to align client problems with solution offerings