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7/31/2010 - San Francisco, CA - Sales Director - IT Solutions
Personified
Sales Director - IT SolutionsSan Francisco, CACritigen is seeking an exceptional business development leader with strong information technology (IT) consulting experience in full lifecycle solutions within Collaboration (Software Development and Integration), Spatial (GIS), Security, and Managed Services lines of business. Preference will be given to candidates who have strong experience in selling full lifecycle geospatial and collaboration solutions within the commercial and local government markets. Critigen seeks career sales professionals with the responsibilities and qualifications detailed below, who have a consistent record of over-achieving goals and a strong background in consultative sales of enterprise-class information technology solutions. Successful applicants will possess a local and industry reputation for competence, professionalism, integrity and a passion for success. Under limited direction, the Sales Director will be responsible for: Managing and growing a balanced pipeline. Maintaining a clear understanding of, and adherence to, the Critigen sales process and service value proposition. Achieving quarterly sales funnel creation goals within target accounts. Achieving agreed-to Territory sales growth objectives. Providing detailed and accurate forecasting of all pipeline opportunities according to defined sales cycle. Participating in all sales development activities and maintaining appropriate certifications (classes, presentations, training, etc.). Maintaining relationships with partners sales representatives for target accounts. Establishing and nurturing relationships at all levels of the client organizations as appropriate, in particular with executive level stakeholders. Assimilating specific market background, requirements and solution attributes, and applying this knowledge to sell targeted solutions. Managing multiple customers and opportunities. Executing retention and growth/penetration activities, including contract renewals, and achieving pipeline targets for up-sell and cross-sell opportunities. Providing professional and comprehensive account management of clients. Effectively managing customer expectations regarding solution features, delivery costs and timelines, and financial considerations. Performing other duties as assigned. Basic Qualifications: Minimum of ten (15) years experience in IT Sales and Business Development Demonstrated success in personally prospecting and closing enterprise information management consulting engagements in excess of $500,000. Consistent track record of exceeding targets while maintaining customer loyalty. Experience delivering, managing and selling enterprise information management solutions. Demonstrated ability to penetrate and close new accounts. Senior Executive level presence, communications skills and business acumen. Preferred Qualifications: Deep Industry expertise in either high tech manufacturing, financial services or local government. Demonstrated knowledge and ability to sell integrated lifecycle management solutions, including project & portfolio management, security, sustainability, building information modeling (BIM), and facility & asset management. Demonstrated knowledge and ability to sell IT managed solutions, including IT outsourcing and remote management solutions. Experience across the consultative selling life cycle including sales, project management, delivery and operations.
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