Role Description The role of the New Business Development Account Executive is to drive revenue growth of Bailiwick’s services, primarily with new customers. This is a “hunter” position, so our expectation is that, over time, established Bailiwick customers will be served and grown (i.e. “farmed”) by the regional Account Manager. As an NBAE, our expectation is that you will travel extensively in support of building relationships with new customers, utilizing your existing network of executive, decision-making contacts to fast-track introductions into new organizations, and driving thoughtful and documented action plans to penetrate new organizations. You will be supported by Solution Crafting resources to assist you in the development of new opportunities and solutions you propose to your prospect customers. - Annually achieve a minimum of $5M+ in revenue at targeted margins. - Motivated by initiating new customer relationships and wallet share. - Identify, pursue, and open new customer relationships with unmet needs for Bailiwick’s services. - Engaged with customers on a daily or weekly basis. - Conduct face-to-face meetings with key customers ($1M or more) quarterly, at a minimum. - Educate prospects and customers on Bailiwick’s services and capabilities. - Build and maintain long-term customer relationships through a proactive Value Selling approach. - Define and execute clear sales strategies for pursuing new customer stakeholders. - Utilize research tools to understand the customer’s business, goals, and initiatives. - Create and deliver professional presentations for business fit and solution fit. - Responsible for creating, reviewing, and editing content for all proposals. - Work with New Business Development, Engineering, Professional Service Group, etc., to develop proposals. - Consistently engage with delivery teams to understand key issues, challenges, and opportunities. - Achieve competence in the use of Bailiwick’s technology and tools relevant to the AE role. - Proactively provide ideas for marketing and sales strategies based on prospect and customer interaction. - Be fiscally responsible involving travel and expense budgets. Qualifications - High School diploma or equivalent required. - Bachelor’s Degree or equivalent related experience preferred. - Documented ability to drive complex sales strategies within large Fortune 500 organizations. - Proven history of delivering comparable volumes of revenue – minimally $5M. - Experience in building brand awareness in new markets, industries, and organizations. - Fluent in building credibility with smaller organizations. - Proven history of expanding the services purchased by a customer. - Experience selling solutions to organizations with large, distributed networks. - Minimum of 5 years successful IT Services related experience. - Familiar with Communication Cabling, Server Environments, and Wireless Applications. - Proven track record of closing new business and maintaining current accounts. - Previous experience and success in presenting to a variety of audiences. Requirements - Exceptional written and verbal communication skills. - Ability to present in front of a variety of audiences including “C” level audiences. - Ability to grow the number of coaches and contacts within a customer organization every year. - Proficiency in Microsoft Suite tools and Prezi. - Ability to create complex cost models using tools such as Excel. - Proficient in customer negotiations and conflict management. - Ability to operate within a fast-paced and creative environment. - Technical knowledge of core technology elements including physical layer cabling, WAN and LAN networks, and Wireless Environments. Benefits - Base salary range between $80,000 and $125,000 annually. - Variable pay through commissions based on individual sales performance. - Full range of medical, financial, and/or other benefits including 401(k) eligibility. - Employee stock purchase program. - Various paid time off benefits, such as vacation, sick time, and personal leave.