HBR Consulting LLC

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VP, Sales and Account Management

VP, Sales and Account Management

Job ID 
2017-1076
# of Openings 
1
Posted Date 
12/20/2017
Practice Group 
Managed Technology Services
Location 
Dayton, OH

More information about this job

Overview

The VP, Sales and Account Management is responsible for uncovering, vetting, progressing and closing opportunities for net new business tied to the services available in the Managed Services and Managed Technology Services portfolio. The VP, Sales and Account Management will partner with members of the HBR Consulting organization when applicable, working primarily with their pre-sales counterpart to execute their sales goals.

 

The VP, Sales and Account Management commands a deep knowledge of key existing and emerging challenges facing our customers as it applies to Managed Services, IT Infrastructure and Application Management in the large-law and mid-law markets. The VP, Sales and Account Management leverages this expertise to convey credibility, meaningfully assesses customer needs and promotes the MTS Hosted portfolio in a targeted and highly professional manner to drive revenue in target accounts. This particular role will be focused on selling and servicing our solutions including application and data hosting, Iaas, Col-location, hosted litigation and the suite of core IT services, to include WAN and LAN management. The VP, Sales and Account Management will expand and develop the sales and account management functions within the organization.

 

Responsibilities

  • Partner with HBR’s IT-MS account managers and consultants to target customer accounts on opportunities that drive revenue. This will include leading the pre-sales effort, closing the business and ensuring a smooth transition to the managed services team.
  • Entrench the company's strategic position by building relationships with key customer decision makers. This would include but is not limited to CIOs, COO’s/Managing Directors CTOs, Technology Directors, IT Directors, Technology Partners, and Technology/Automation Committees (where appropriate).
  • Based upon the annual sales and account management plans, pursue leads and initiate and drive the sales cycle to conclusion.
  • Expand the client's knowledge and educate them about Managed Services and Hosted Solutions, as appropriate, through technology roundtables, public speaking, product demonstrations, and at trade shows MTS participates in.
  • Provide product feedback to the Marketing and Executive teams with regard to IT Managed Services and Hosted Solutions, providing customer and Sales/Account Management Teams’ own feedback as it relates to current solutions and suggestions for future feature/function and new and enhanced products.
  • Maintain and increase industry wide technology knowledge, particularly as it applies to technology that directly or indirectly relates to the IT Managed Services and Hosted Solutions. Maintain a strong knowledge of both the current Hosted Solutions and new and/or enhanced solutions.
  • Lead staff development efforts through formal account management (sales) training for resources with direct client interaction as well as informal mentoring of individuals in those roles on ongoing basis.
  • Other duties as assigned.

Qualifications

 

  • Bachelor’s degree required; MBA or JD preferred.
  • 15+ years of technology solutions sales experience, prior experience in managed services a plus
  • Has C-level relationships/book of business in the legal market.
  • Familiarity with core IT services and technology to include managed network services (data and application hosting, disaster recovery, business continuity), and other associated applications, as appropriate. 
  • Willingness to travel frequently

 

 

Required Skills

  • Excellent communication and presentation with demonstrated ability to interact with key decision makers.
  • Ability to work cooperatively within a team and across the organization matrix to achieve group and organizational goals.
  • Strong time management skills to meet frequent and possibly conflicting deadlines and sales force priorities.
  • Ability to be self-directed and task oriented.
  • Ability to build strong, enduring relationships to establish a network of individuals who can provide information, help or access to others. 
  • Ability to explain the technology and present it at a variety of levels for both external and internal customers.
  • Demonstrated ability to drive to close. Includes overcoming obstacles to improve business results and performance levels to increase our footprint in customer organizations.