Business Solution Consultant; Managed Services - West Coast

Summary

This sales role will collaborate with field Account Executives (AE) to identify, qualify, develop, propose and close Logicalis Managed Services (e.g. Managed Security Services, Network Managed Services, Data Center Managed Services, Cloud Managed Services and Service Desk). The individual is responsible for driving sales growth with profitable, long-term contracts that deliver business results for our clients and establish and/or build on our customer relationships.

• Understand and maintain an in-depth knowledge of Logicalis' solution portfolio, including solution scope, value proposition, differentiation, qualifications, governance process, implementation approach, and contract terms.
• Understand and maintain an in-depth knowledge of the market including a client’s IT operations, competitive landscape and industry trends.
• Identify new opportunities that intersect a client’s need and Logicalis' solution value.
• Build opportunity pursuit plans to focus and coordinate Logicalis sales efforts.
• Qualify opportunities based on specific criteria to prioritize sales activities and increase win rates.
• Maintain a qualified opportunity pipeline sufficient to meet target sales objectives.
• Develop opportunities by building client advocacy and gathering information required for a proposal.
• Write effective proposals that enable our client to make a Logicalis decision.
• Navigates client decision‑making process resulting in a win/ verbal approval.
• Close business by navigating a client’s approval and signature process and writing, delivering, and negotiating contracts.
• Enable a successful transition for the Service Delivery implementation team through supporting processes and communication.
• Collaborate with Account Executives and other sales resources for effective sales execution.
• Establish trust with decision makers through knowledge, expertise, integrity, thought leadership, and client experience.
• Lead the sales pursuit with the client and supporting Logicalis team.
• Follow all Logicalis sales, quality assurance and approval processes including the use of all related tools and resources.
• Contribute to Logicalis’ sales collateral and/or intellectual capital (Sales Presentations, Proposals, PoVs, Win Writeups, etc.).
• Demonstrate and actively promote an understanding and commitment to the mission of Logicalis through performing behaviors consistent with the organization’s values.
• Maintain a working knowledge of applicable Federal, State, and Local laws and regulations as well as policies and procedures of Logicalis in order to ensure adherence in a manner that reflects honest, ethical and professional behaviors.

This job has no supervisory responsibilities.

Education: Bachelor's Degree in a related field.

Experience & Technical Requirements: 10 years’ experience combining products and services into technology solutions that meet client’s business needs within markets they serve. Demonstrated consultative and solution‑selling skills including ability to deliver solution or vertical point of view as necessary. Strong business acumen and IT knowledge with ability to engage at all levels (including Executive management) to uncover business challenges and desired outcomes.

Strong sales leadership and communication skills. Demonstrated business and financial case development. Understands different contacts/positions within client’s enterprise and is comfortable consulting within and outside of data center. Demonstrated knowledge of current solution trends, rules/regulations, legislation, compliance requirements, etc. Member of or associated with industry organizations that furthers growth as trusted advisor with Account Executives, Area Sales Directors and clients.

Proficient use of all Microsoft Office applications and other sales tools.
Certifications: Industry related certifications are a plus.

Other

Skills and Abilities:

Executive communication skills – oral, written and presentation skills. Strong relationship‑building skills. Self‑starter with excellent organizational, administrative and interpersonal skills. Works well with team members and…