Job Summary
The mission of this position is to increase our revenue by prospecting for new clients and closing new business. The Sales Executive will have access to numerous marketing campaigns and materials, but new sales will largely come from opportunities he or she will uncover through prospecting efforts and existing relationships. This is NOT an account management position, where the candidate will perform ongoing upselling and nurture the client relationship over the contract term. This is a hunter position, where they will track down new opportunities, move in for the kill, and move on to the next hunt.
Minimum Qualification:
Degree
Experience Level:
Mid level
Experience Length:
3 years
Job Description
Position Summary
Develops new sales opportunities by positioning the Cloud Exchange Tier IV data center and cloud managed services with a strong focus on opportunities within the Finance, Energy, Manufacturing, Telecoms, Government, NGO, and Hospitality sectors.
Exceeds quarterly sales targets by employing a direct/B2B sales approach focused on new business acquisition e.g. net new sales from both new logo and existing clients.
Employs a consultative sales approach across all levels of the client decision-making spectrum, with a keen focus on developing executive level client relationship(s).
Experience developing a new territory by prospecting without relying on inbound leads. Must be able to identify and contact decision makers through cold calls, research, and networking
Key Responsibilities
Partners with the Data Center and Pre-Sales team to grow account base to attain financial objectives
Understands customers’ business and technology solutions requirements
Key Account management, including account planning and sales forecasting
Leads sales process and utilizes all available resources to manage account
Prospect for new clients primarily through direct/B2B outbound prospecting efforts, and by working with partners, agents and brokers as indirect lead sources.
Manage the client engagement cycle from prospecting, to proposal through to closing and contract signature, including the negotiation of complex contracts with new clients.
Position Cloud Exchange Data Centers at multiple decision making levels and across with various internal client organizations within sales module.
Negotiate pricing and commercial terms directly with clients.
Oversee satisfaction of client and prospect base including, but not limited to, sales orders, changes, billing, implementation, service issues, SLA’s, and contractual terms.
Develop detailed strategic account development plans, including positioning matrix and revenue forecasting. Manage opportunity funnel in CRM to 100% accuracy.
Stay current with new Cloud Exchange Data Centers propositions and service offerings, keeping up to date with the new Service Portfolio and market trends.
Essential Requirements
3+ years of quantifiable experience in direct, B2B, relationship driven, new logo acquisition sales in the Finance, Energy, FMCG, Telecoms, and Public sectors.
Candidates must be between 28 – 35 years of age
Demonstrable experience in complex, executive selling and relationship development within enterprise clients operating complex, matrix, organizations structures.
Proven ability to assess customer business issues, requirements and budget constraints and prescribe solutions.
Excellent knowledge of enterprise technology trends e.g. Cloud Adoption, Cybersecurity, Internet of Things, Artificial Intelligence, Robotics, SaaS applications.
Demonstrable experience in applying knowledge of Hybrid, Private and Public Cloud architectures to sales solutions, including the implementation and management of these solutions.
Evident proficiency in articulating key drivers and use cases for moving workloads from Public to Private Cloud with compelling IaaS, SaaS and Private Cloud product knowledge.
Strong communicator who must be able to analyze complex problems and present straightforward solutions, concepts, ideas, figures, action plans, etc.
Ability to communicate a clear message in a professionally tactful manner at all levels, both with external and internal clients and stakeholders.
Documented track record of success in a fast-moving sales environment carrying combined products, services and software sales quotas in excess of $2M per year.
Desired Job Skills:
Self-motivated, independent work style with superior lead generation skills and strong corporate and boardroom image.
Technical selling requiring cross functional coordination of engineering, product, marketing and operations teams.
Sales experience with data center service providers (MainOne, MTN, Rack Center, Medallion, 21st Century, Toptech, Dataflex, etc.) and a strong professional network in this space.
Sales experience with technology infrastructure providers (CWG, Castlenet, CBC, BBT, Arit, Tenece, Systemtech, CIS, Bluechip, The Source, etc.) and a strong professional network in this space.
Sales experience with cybersecurity providers (ActivEdge, Treten Networks, Tigerlogic, FPG, Layer3, Infoprive, etc.) and a strong professional network in this space.
Sales experience with technology software providers (Signal Alliance, Inlaks, Wragby, Soft Alliance, NCR, Systemspec, Fintrack, etc.) and a strong professional network in this space.
Competitive intelligence on the colocation, managed services, security, networking, and cloud space.
Experience selling hosted cloud services including IaaS, BaaS, application hosting and disaster recovery solutions.
Bachelor’s degree preferred in Arts and Sciences e.g. engineering, computer science with 2.1 or higher academic qualifications.
Benefits
Cloud Exchange offers highly competitive salaries, commissions, benefits, and unparalleled growth and development opportunities — all to create a compelling and rewarding work environment.
