HBR Consulting LLC

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Sales Representative

Sales Representative

Job ID 
2018-1125
# of Openings 
1
Posted Date 
3/22/2018
Practice Group 
IT Managed Services
Location 
Dayton, OH, US - National

More information about this job

Overview

The Sales Representative is responsible for uncovering, vetting, progressing and closing opportunities for net new business tied to the services available in the HBR IT Managed Services portfolio. The Sales Representative will partner with members of HBR Consulting organization when applicable, working primarily with their pre-sales counterpart to execute their sales goals. The Sales Representative 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 Sales Representative leverages this expertise to convey credibility, meaningfully assess customer needs and promote the HBR IT Managed Services portfolio in a targeted and highly professional manner to drive revenue in target accounts

Responsibilities

  • Partner with HBR’s IT Managed Services 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 managing client expectations once the sale is made and implementation takes place.
  • Establish 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 overall sales plans, uncover leads and initiate and drive the sales cycle. This would include a needs analysis (vision call), follow up from that analysis, and formal recommendations.
  • Expand prospect’s knowledge and educate them about the HBR IT Managed Services Solutions through vision calls, technology roundtables, public speaking, product demonstrations, and at trade shows LN participates in.
  • Provide product feedback to the Marketing and Executive teams in regards to IT Managed Services and Hosted Solutions, providing customer and their 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.
  • Other duties as assigned.

Qualifications

  • Bachelor’s degree or equivalent required, MBA or JD a plus.
  • Five years of technical consulting or technical sales experience.
  • Has C-level relationships/book of business in the legal market.
  • Familiarity with MTS technology to include managed network services (data hosting, disaster recovery, business continuity), and other associated applications, as appropriate.
  • Willingness to travel frequently
  • Ability to carry laptop and collateral materials of approximately 15 lbs.
  • Excellent communication and presentation with demonstrated ability to interact with key decision makers.
  • Demonstrated ability to develop and work a target pipeline to successful close and achieve sales quotas.
  • 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 MTS footprint in customer organizations.