Strategic Service Sales Executive

2 months ago

Duluth, Minnesota, United States AVI-SPL Full time
About the Role

As a Strategic Service Sales Executive at AVI-SPL, you will play a crucial role in driving the growth of our Service offerings. You will work closely with our Regional Sales Organization to identify, develop, and close solutions-oriented Service deals. Your primary focus will be on targeting net new Customers and existing Customers that are underserved by AVI-SPL from a Service offerings perspective.

Key Responsibilities
  • Account Mapping and Strategy Development: Collaborate with local office and regional sales leadership to identify current AVI-SPL Customers who are underserved by our Service catalogue and represent the target profile for consumers of our platform-oriented solutions.
  • Strategy Meetings and Account Identification: Drive strategy meetings with Sales Managers to identify ATTAIN Customer accounts that are not active AVI-SPL Customers but represent strategic value to the Company, and target them with a Services-oriented solution approach.
  • Relationship Building and Team Selling: Leverage information gained through account-mapping and strategy meetings to build relationships with in-region Account Managers and establish team-selling strategies to expand and/or pursue engagements with target Customers.
  • Sales Objectives and Customer Engagement: Ensure successful positioning of AVI-SPL Services within target accounts and achieve assigned sales bookings objectives. This includes developing Customer-specific solutions or stories and participating in the delivery of these solutions to target Customers.
  • Customer Relationship Management: Build and maintain strong relationships with key Customer stakeholders to ensure AVI-SPL maintains a favorable position and provides the desired value proposition.
  • Proposal Development and Presentation: Support pre-approved Request for Proposal solicitations that center on multi-element Services engagements. Lead in the development and presentation of strategies necessary to properly position AVI-SPL within these opportunities in a creative and differentiated fashion.
  • Collaboration and Knowledge Sharing: Collaborate with the Company's Product Management organization and Solution Architect team to develop and evolve proper sales proposal and quoting tools. Engage with regional and local office leadership to understand regional trends or demands for technology Services.
  • Content Development and Marketing: Collaborate with Product Management and corporate marketing to co-develop externally facing collateral, including success stories, white papers, references, presentations templates, fact sheets, value justification and calculation tools, or verticalized content, tailored for the different phases of the Customer's journey and different buyer roles.
Requirements
  • Strong Teamwork and Presentation Skills: Must have strong teamwork skills to operate in a team selling environment to new and existing Customers. Ideal candidate should have excellent presentation skills and be comfortable sharing thought leadership with Executive stakeholders from AVI-SPL, Customers, Manufacturers, and Third-Party Service Providers.
  • Business Acumen and Analytical Skills: Strong written skills and competence with business applications used to construct documents, financial analysis, or presentations.
  • Time Management and Adaptability: Ability to balance multiple tasks with changing priorities. Self-starter capable of working independently and ensuring to meet deadlines.
  • Attention to Detail and Organizational Skills: Excellent attention to detail and organizational skills.
  • Proven Sales and Business Development Experience: Proven ability to contribute to new business development, building account plans, lead generation, and responding to proposals. Entrepreneurial outlook with experience in identifying leads and converting them into business, demonstrating tools and capabilities.
  • Negotiation and Closing Skills: Demonstrate effective negotiation and closing techniques. Proven selling skills specifically related to growing existing accounts and/or acquiring new business, with the ability to identify unique customer needs.
  • Business and Problem-Solving Skills: Solid business/problem-solving skills with a focus on customer service (internally and externally).
Education and Experience
  • Minimum Qualifications: Minimum of a 4-year degree or comparable industry experience is required. ITIL Foundations certification or comparable industry certification is preferred and will be a requirement within 9 months of employment.
  • Desirable Qualifications: Minimum of 5 years of progressive solution selling success is required. Specific experience in selling Services, unified communications, software as a service, or licensing and subscriptions is preferred. Experience in the audio visual and collaboration industry or building technologies is preferred. Demonstrated experience leading large complex opportunity pursuits with multiyear deal structures and operational savings scenarios. Experience operating in a team selling and/or complex matrix business environment is desirable.

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