• Client Development Executive

    Location US-NY-New York
    Posted Date 4 weeks ago(4 weeks ago)
    Job ID
    2018-1368
    # of Positions
    1
    Category
    Sales & Marketing - Sales
  • Job Summary

    The Client Development Executive will report directly to the CEO. The primary focus for this position is to help expand the IT client base in the Northeastern United States.

    Responsibilities

    • Drive Auxis’ sales process within your assigned territory to ensure high margin sales (target margins are 30+% gross margins for outsourcing and 50+% gross margins for project work)

    - Geographic focus will be primarily the greater New York area.

    - Primary Service Lines: Information Technology (Consulting and Outsourcing)

    • Lead efforts to acquire new clients through direct individual prospecting and sales activities. Including but not limited to prospect identification and research, penetrating new accounts through direct prospecting activities and proper qualification of potential business opportunities.
    • Develop high level executive relationships with true decision makers, key officers & directors at new prospective clients and maintain high-level relationships with clients to facilitate recurring client revenues and referrals.
    • Stay current on IT trends and provide credible knowledge and understanding of IT to client personnel at the executive and managerial levels.
    • Expand awareness of Auxis’ IT outsourcing and consulting capabilities within the assigned focus area. This includes but is not limited to active involvement in professional associations, professional speaking engagements, thought leadership, etc.
    • Promote a collaborative team selling approach and culture. You will work closely with practice leaders, delivery personnel, marketing team members and other sales leaders to drive top-line revenue growth and new client acquisitions.
    • Support, coach and help prepare pursuit teams on developing and executing winning strategies on large account opportunities.
    • Become knowledgeable of all Auxis' practice level capabilities/offerings, promote and sell these benefits to clients and prospective clients.
    • Work closely with the Auxis Marketing team to define and coordinate key marketing strategies, communication, campaigns, brand awareness, community involvement, trade and industry association participation, vendor partnership strategy and participation, lead management and budgets.
    • Perform all admin and sales functions necessary to meet revenue objectives (CRM maintenance, account plans & research, targets lists, reporting, contract development, etc.) with a reasonable degree of accuracy.

    Skills and Experience

    The successful candidate will be highly motivated, able to work in a challenging environment
    and able to work well with clients and teammates in person and remotely. Specific
    requirements include:

    • Strong presentation skills. Candidate must have excellent communication skills (both verbal and written). Ability to develop strong messaging is a critical success factor for this role.
    • Ability to build relationships with senior level executives (Director level and Up) in a variety of business environments, including large corporate and upper middle market business sectors.
    • Ability to negotiate successfully, influence others, and interact with people at all levels.
    • Must have a commercial mindset and sense of urgency. By commercial mindset we mean an understanding and passion for business development, structuring deals and developing winning value propositions. This requires a strong overall understanding of business and macro trends.
    • Must be tenacious and goal driven. Cannot be easily discouraged.
    • Ability and comfort with overcoming objections. Should be able to exhibit an ability to acknowledge objections and be able to overcome then in a thoughtful manner.
    • Ability to prospect and develop pipeline. Must be comfortable generating qualified sales opportunities through a variety of methods including networking, cold calling and events.
    • Ability to successfully manage the sales process for new business opportunities. This requires a sense of urgency and strong organizational skills.
    • Ability to provide clear sales direction and guidance to engagement team to effectively deliver and present the message to client and bring the opportunity to closure. This person must be able to understand what the prospect needs and have ability to translate that into Auxis solutions and proposals that have clear value proposition and differentiation versus competition.
    • Must have a demonstrated track record of individually selling at least $3MM in annual services revenue (i.e. excluding any product (hardware/software) revenue).
    • Proven track record of achieving sales goals. Must have had proven success in hitting sales targets on a consistent basis.
    • Minimum of at least 10 years (preferably 15+) of overall sales experience with at least 5 years selling IT services to middle market and Fortune 1000.
    • Must have at least 3 years of IT sales experience in the Greater New York Market.
    • Strong general knowledge of IT trends and operations (eg. Cloud, ITIL, etc.) Not a “techy”, but needs to understand IT and be conversant. Should be able to explain how an IT department is organized, major challenges IT organizations are facing and strong awareness of the competitive environment within the IT services industry.
    • Bachelor degree required.
    • Strong knowledge of MS Office tools (Excel, PowerPoint, Word, etc.) and believer in value of CRM tools

    About Auxis

    Auxis was founded in 1997 with the purpose of providing a different alternative to the traditional consulting model. Throughout the years, we have served hundreds of companies and built a unique, innovative delivery model that is focused on cutomization, flexibility and faster speed to benefit. Our hands-on, "roll-up your sleeves" team is comprised of former industry professionals, not career consultants, that can effectively provide both operational strategy and implementation. We're a leading Consulting & Outsourcing firm focused on helping organizations achieve Peak Performance in their back office operations including Finance & Accounting, Information Technology & Customer Service.

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