CBTS serves enterprise and midmarket clients in all industries across the United States and Canada. CBTS combines deep technical expertise with a full suite of flexible technology solutions--including Application Modernization, Managed Hybrid Cloud, Cybersecurity, Unified Communications, and Infrastructure solutions. From developing and deploying modern applications and the secure, scalable platforms on which they run, to managing, monitoring, and optimizing their operations, CBTS delivers comprehensive technology solutions for its clients' transformative business initiatives. For more information, please visit www.cbts.com.

Job Purpose:

This is a tremendous opportunity to impact the ongoing success OnX has experience in Atlantic Canada and extend our well-established services team which has seen significant regional and North America growth over the past three years. This position is based in the Atlantic Region – Halifax preferred. Reporting to the Director of Services Sales, the Services Sales Executive will be the prime on all services activities in the Atlantic Canada Region. The Services Sales Executive is responsible for all face-to-face proactive sales efforts for all network services, IT professional services, IT managed services. This position interacts with and provides resources to all levels of sales and sales management. This position is responsible for identifying, qualifying, and closing key opportunities. Customer satisfaction, as well as financial measures (revenue and/or gross profit), will directly relate to the performance of the position. The successful Service Sales Executive will develop and utilize sales plans and strategies to economically reach sales goals.

Essential Functions:

·       Build strategies to drive Services revenues and/or gross profits within the assigned module/vertical customer segment, maintaining a high activity level in accounts to achieve plan results.

·       Support services sales effort/strategy and coordination of appropriate practice/technical resources (ie. Practice Leads, Technical Sales Engineers, etc.). Focus on the identification of new solution opportunities, protect existing revenue base, manage internal/external communication, escalate appropriate roadblocks/issues to management, and maintain overall customer satisfaction.

·       Maintain appropriate sales funnel and provide accurate forecasts to sales management with regard to network and IT related services/solutions.

·       Attend and participate in account team reviews and strategy sessions geared at protecting existing business and driving new revenue opportunities.

Lead Development

·       Identify and qualify new leads through named channels in collaboration with the extended Account Executive team, networking events, cold calling, marketing and other sources.

·       Continually develop and further qualify leads and manage them through the OnX services sales cycle from prospect to qualified leads to proposal to contract including coordination of appropriate OnX Services Leads. 

Proposal Generation and Delivery

·       Drive proposal development process from solution strategy discussions through solution design, pricing, proposal document preparation.

·       Gather and document customer defined requirements from which proposed solutions are developed.

Contract Preparation, Delivery and Close Deal

·       Drive contract preparation process from strategy discussions through contract preparation and negotiations.

·       Be familiar with a proposed contracts terms and conditions to answer most questions regarding contract interpretation.

·       Ensure orderly hand-off and transition to assigned Technical Account Executive for Services contracts.

Education

·       Four years of College resulting in a Bachelor's Degree or equivalent

·       Bachelor’s degree in Business, Computer Science, Engineering, or a related field; MBA or Master’s degree preferred.

Certifications, Accreditations, Licenses

·       N/A

Experience

·       Considerable experience leading client engagement from prospect to close at an enterprise account level.

·       Proven track record in identifying new leads, qualifying prospects, and closing sales to new customers consistently meeting or exceeding assigned quota.

·       Demonstrated sales experience and a proven track record within the IT consulting or IT services industry. This may include:

o   Public cloud services - Azure, AWS and / or GCP

o   Digital application services

o   IT Outsourcing

o   Application development / management

o   Infrastructure management

o   Back-up / Disaster recovery solutions

o   Enterprise Software Sales

·       Experienced in solutions and consultative selling.

Special Knowledge, Skills, and Abilities

·       Strong understanding and working knowledge of the IT applications, infrastructure and networking technologies.

·       Digitally proficient with an understanding and experience in selling DevOps, transformational applications services, mobility and public cloud.

·       Experience with the Microsoft stack (0365, Azure and SharePoint) Is an asset.

·       Miller Heiman Strategic Selling is an asset

·       Proven ability to effectively sell to executive management and other key decision makers with a company.

·       Strong sense of urgency, proactive and responsive behavior, follow-through, and customer empathy.

·       Experience in disciplined, phased sales process and attendant tools including CRM.

·       Effective communication skills, written and oral

Due to U.S. Government requirements applicable to foreign-owned telecommunications providers, non-US citizens may be required to submit to an extensive government agency background check which will necessitate disclosure of sensitive Personally Identifiable Information.