| Job Requirements |
Director of Consulting Sales
Rosemont, IL
Base up to $120K Base plus commission
Up to 70% travel.
Responsibilities:
-Manage team of Consulting Sales professionals to drive and close sales of consulting services at new and existing customers.
-Ensure that sales team is skilled at positioning and selling consulting solutions.
-Provide accurate and timely sales forecasts.
-Together with team, develop and maintain Territory and Account Plans to support goals. Facilitate collaboration with field sales teams to enhance overall account plans and opportunity management.
-Maintain high level of customer service satisfaction and customer referrals through collaboration with Consulting Delivery teams.
-Maintain the highest quality sales team possible by providing high-level mentoring and continually insuring the entire team is trained in all products/services provided by Company, as well as training on new techniques or sales strategies.
-Provide escalation resource for sales team with internal and external business relationships.
-Motivate sales team to constantly improve its performance & take action to resolve performance problems, as necessary, within established HR guidelines.
-Ensure that all new additions to the sales team are brought up to speed and are productive in the shortest timeframe possible.
-Provide performance feedback, training, and overall success of assigned sales team.
-Manage budget and expenditures of team.
-Conduct territory review sessions with each team member at least once per quarter and bi-weekly coaching sessions with the team to review reporting accuracy, overall pipeline management, new account coverage, existing account penetration, deal strategies, individual educational needs and win/loss rationale.
-Work with sales account teams to identify target accounts, develop account strategy, build account plans and drive the sales of consulting services to execute the account plans. .
-Identify business needs of customers / prospects and demonstrate value that Company can bring to address those needs.
-Position / present Consulting capabilities, services and methodologies to prospective customers.
-Leverage existing sales processes, clients and relationships to sell all consulting offerings.
-Coordinate with consulting delivery resources to initiate engagements and follow-through to identify add-on opportunities.
-Follow up on early leads and develop strong relationships with the Sales team in order to build and continuously maintain the Consulting Services pipeline, backlog and forecast
-Evaluate customers and territory for revenue opportunities.
-Establish, develop, strengthen and maintain relationships with people at all levels of the target accounts.
-Conduct client satisfaction interviews upon completion of engagements as assigned.
Qualifications:
-College Degree preferred (Business and Technology related preferred) but will consider applicants with equivalent work-related experience with a minimum educational requirement of a H.S. Diploma or GED equivalent.
-Proven track record of successful solutions-oriented consulting services sales; minimum of 4 years sales / sales support experience.
-Consulting delivery or implementation experience will be a plus, with a proven track record of building client relationships.
-Prior experience in Information Availability, Business Continuity, Disaster Recovery, and / or Information Security will be a plus.
-Willingness and ability to participate in all aspects of the sales cycle from account planning, lead generation through proposal development, negotiations and sales close.
-Demonstrated results include selling consultative services as well as developing pipeline and strong relationships.
-A team player who can demonstrate prior success within a highly collaborative, team-oriented process within a matrix organization.
-Strong analytical skills (i.e., must be able to analyze unique customer environment and recommend appropriate information availability solutions).
-Superior verbal, presentation and written communications skills, strong leadership qualities, and team oriented business values are essential.
-Must be a self-starter, goal-oriented, and able to work with a high-degree of autonomy.
-Ability to effectively learn consulting services and technical products, services and solutions and readily apply new knowledge is required.
-"Creditworthiness" and ability to use a personal credit card for all reimbursable expenses is required.
-Proficiency in Windows based applications (WORD, EXCEL and Power Point) highly preferred.
Working Conditions:
• Ability to meet the physical demands of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions
Employment is contingent upon successful completion of the background investigation and pre-employment drug screen.
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