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05-11-2012, 03:25 PM #1
- Join Date
- May 2012
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TSM Managed Services Account Executive
Are you looking for the challenge of selling a completely new service backed by the support of an industry leader? We have just the position for you! We’re Levi, Ray & Shoup, Inc. (LRS), and we need an experienced technology sales professional to introduce our new TSM Watchdog managed service to accounts throughout the Midwest.
LRS is an IBM Premier Business Partner offering a complete line of IBM systems, software and services, including IBM Tivoli Storage Manager. Our new TSM Watchdog managed service offering integrates with Tivoli Storage Manager, which has a United States install base of over 10,000 customers.
To sell this new service, your primary responsibilities will include cold calling, lead generation, sales qualification, solution demonstrations, and closing sales. You will conduct web-based meetings as well as face-to-face meetings with customers and prospects. In addition, you will assist other Account Executives as the subject matter expert regarding sales of Tivoli Storage Manager and TSM Watchdog.
You will also be a key part of the effort with LRS management, legal, accounting and marketing specialists to develop the go-to-market plan for your account base.
This position covers a territory in the Midwest. You will be required to reside in your territory and travel within that area for face-to-face meetings. Your territory will consist of a select group of named accounts.
Compensation will consist of a base salary plus commission.
•Achieve Sales Profitability Quota: During your first year, generate a minimum of $400,000 in gross profit through closed hardware and software sales.
•Achieve Services Quota: During your first year, generate a minimum of $250,000 in services revenue through sales of TSM Watchdog managed services.
•Learn and Execute LRS’ Sales Methodology: Within 1 month of your start date, demonstrate a detailed understanding of the products and service offerings you will be reselling. Validation of this skill will be accomplished through mock sales presentations to your manager. Begin prospecting into your assigned territory at the following minimum weekly activity level goals.
•Complete an average of 60 phone calls per week to potential clients in an attempt to schedule appointments.
•Schedule an average of 5 “face-to-face” appointments with potential clients each week.
•Generate and attempt to deliver at least two (2) proposals each week to prospective clients.
•Develop New and Potential Clients: Within 3 months of start date, learn and utilize the LRS’ Sales methodology in your assigned territory to move your opportunities towards “getting the order”. Use information obtained from prospect/customer conversations in combination with product information to identify or generate new sales opportunities within your assigned accounts.
•Participate in regularly scheduled sales activity status report meetings with your manager. During these meetings you will be expected to review your sales activities and your sales pipeline. You must be prepared to describe each opportunity in detail and identify any obstacles which may impede your ability to close the sale.
•Maintain Customer Records: Immediately begin to maintain current and accurate records about clients/potential clients/opportunities, etc. via our Siebel-based client tracking application as per the IT Solutions established Siebel guidelines.
For additional information about LRS, please visit www.LRS.jobs. If interested, send your resume to hropp@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, domestic partner status, sexual orientation, genetic information or citizenship status.
You must demonstrate at least two years of experience selling IBM Tivoli Storage Manager Software via face-to-face sales calls. If you have a specialization in technical sales of IBM TSM, you will be a stronger candidate. You will also be a stronger candidate if you are a TSM administrator and/or hold IBM sales and or technical certifications.
We are looking for someone who has consistently met or exceeded quota at previous employers. You will be a stronger candidate if you have established relationships with potential customers the territory.
You must have permanent authorization to work in the USA for any employer. No visa sponsorships are available.
Your success will be measured by your ability to meet or exceed your sales quota.
To successfully close sales, you must have a good understanding of the client benefits of a TSM managed services offering. You will combine this understanding with being able to articulate the benefits, handle objections, prepare ROI based proposals and convince the customer that this offering will help them better manage their TSM environment.
Organization Structure and Interfaces:
LRS IT Solutions is an IBM Premier Business Partner, offering a complete line of IBM systems, software, and services to customers throughout the United States. LRS is a leader in the field of data storage management, working with large clients to help them manage and protect their data. A Director oversees this group, with a senior sales manager reporting to the Director. You will report directly to the senior sales manager.
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