Location
Glastonbury, CT | United States
Job description
Are you seeking the next exciting opportunity in your sales career? Explore the opportunities within our Mid-Atlantic team at Levi, Ray and Shoup, Inc (LRS)! We are a global leader in information technology solutions known for innovation, quality, integrity, and financial strength. Since our founding in 1979 we have grown and succeeded in diverse technological markets because of the talented people who have joined us. Our headquarters is in Springfield, IL, and we do business worldwide with hundreds of employees working around the globe. Individuals at LRS are recognized for their integrity, self-drive, and strong work ethic. You can help us reinforce that reputation and be part of our success.
LRS’s Enterprise Output Management division is looking for your sales skills! You will sell industry-leading Enterprise Output Management (EOM) software to an established territory of Fortune 2000 companies via inside and outside sales methods. Our EOM solutions manage the distribution of application, desktop, and mobile device output throughout the enterprise, helping organizations reduce their total costs for critical document delivery. We recognize significant potential, and your sales expertise will play a crucial role in our expansion initiatives.
In this key role, you will assume lead sales responsibility for your accounts. Your critical thinking skills, initiative and self-motivation will be vital to your success. You will develop a clear understanding of the business operating environments and output management requirements of prospective customers. You will identify customer success criteria and determine what it takes to close opportunities. You will spend a significant portion of your time calling accounts as you work to expand new and existing customer relationships.
As an Account Executive you will:
- Be responsible for managing a territory of assigned customer and prospective accounts within a specific geography and be expected to attain your sales quota, establish and maintain a pipeline, and foster partner relationships.
- Prospect within your list of assigned accounts.
- Utilize top-down selling techniques to determine key decision makers.
- Schedule and conduct virtual and on-site appointments with key decision makers and project groups.
- Collaborate with assigned technical pre-sales engineering personnel to understand the prospective account’s I.T. landscape and current output management environment.
- Prepare and present a compelling value proposition with a supporting business case.
- As necessary, gain prospect’s commitment to evaluate LRS products within their environment.
- Present LRS solutions to improve customer output management computing environments.
- Propose LRS solutions and assist customers in justifying the acquisition of LRS EOM software.
- Build ongoing relationships with key decision makers to expand future revenue opportunity.
Performance Objectives:
- Consistently Achieve Quota: Achieve revenue objectives set forth in your sales plan.
Learn and Utilize LRS’ Sales Methodology: Within your first three weeks, understand and discuss with your manager the EOM top-down sales methodology.
- You will need to quickly develop a good understanding of LRS’ Output Management solutions. You will use this understanding to create/find opportunities and generate sales. Formal product training on LRS software products will be provided.
- Develop Strong Customer Relationships: Establish and maintain at least a monthly telephone contact with your assigned accounts. Build ongoing relationships with the key decision makers to expand sales opportunities within their organizations.
- Develop New Customers: Average 100 calls per week with key decision makers at assigned customer sites.
- Develop Presentation Skills: Deliver the base EOM presentation, executive-level presentation, and product demonstration.
- Inform LRS management about the status of your accounts: Maintain current and accurate records regarding sales opportunities in the LRS CRM (Microsoft Dynamics) system.
- Review the status of your accounts with your sales managers monthly and quarterly.
Candidate Requirements:
- You must have a minimum of 3 years’ experience selling enterprise software solutions/technology services to mid-market and large-size companies. At least 50 percent of your last five years' sales experience must have been in an individual contributor sales role. Your strong business acumen will make you a stronger candidate.
- A competent understanding of computing and computer network concepts is required. Your strong technical sales aptitude will make you a stronger candidate.
- A proven record of consistently exceeding sales quotas will make you a stronger candidate.
- Though this is a direct sales position, experience building relationships with field-based application partners, printer hardware vendors and MPS provider personnel is a plus.
- You must have permanent authorization to work in the USA for any employer. No visa sponsorship is available.
Success Keys:
Your success will be measured by your ability to close sales and achieve your sales quota. You will be most successful using Top-Down selling techniques with the Senior Technical Managers (CIOs, etc.). You must also maintain accurate and up-to-date records of sales-related activities in our Dynamics CRM system.
Travel and Compensation:
You will report to our Glastonbury, CT field sales office location. An ideal candidate could be considered to work remotely from the Mid-Atlantic area or work in the office with reasonable proximity to the Glastonbury, CT field office. The Mid-Atlantic region consists of New Jersey, Delaware, Maryland, Washington D.C., Virginia, and North Carolina. You will travel a minimum of 25 percent of the time within your assigned territory. Compensation will consist of a base salary plus a commission plan.
Organization Structure and Interfaces:
The EOM Division at Levi, Ray & Shoup, Inc. comprises more than 150 employees divided between 2 groups: sales/marketing and software development/support. The EOM sales and marketing group has approximately 80 employees based in the USA plus an additional 50 employees based in our international offices. The COO oversees the entire sales and marketing operations both domestically and internationally.
For the North American group, sales managers report to the Director of North American Sales. You will report directly to the Sales Manager for your region.
For additional information about LRS, please visit jobs.lrs.com
LRS is an equal opportunity employer. Applicants for employment will receive consideration without unlawful discrimination based on race, color, religion, creed, national origin, sex, age, disability, marital status, gender identity, domestic partner status, sexual orientation, genetic information, citizenship status or protected veteran status.
Salary range: $75k -150k compensation in the first year. This salary range represents base salary, draw, and on target earnings in the first year. The total compensation will vary depending on performance and has potential for substantially more than the range posted. The range listed is just one component of LRS’ total compensation package for employees.
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