Job Description
Job Title:Sales Executive - IT Service Management ('ITSM')
Job ID:269426
Location: US-Virtual
Full/Part Time: Full-Time
Regular/Temporary:Regular
Day to Day Work
IT Service Management ('ITSM') SALES EXECUTIVE
Unisys provides the most complete and advanced enterprise ITSM capability available with more than 140 customers around the world today. We provide all the ITSM SW and HW, and we operate these on behalf of our customers. We use BMC’s Remedy SW as our base, but we have added advanced analytics, workflow, dashboards and reporting functions not available from other providers. It is our blend of functional capability, implementation expertise, process support, and managed services capabilities that differentiates us from other offerings in the market today.
We have recently decided to create a team of sales and sales support specialists dedicated to selling this offering. They will work with our marketing organization with a dedicated budget, general sales force, as well as our account managers to identify and close opportunities; both within our install base and with new customers. This is a strategic effort for Unisys and along with it comes Company commitment, substantial earnings opportunities, and significant personal growth potential.
Job Location – United States (virtual)
Key Responsibilities:
* Effectively identify, pursue, and close opportunities that leverage the Unisys complement of ITSM software and services offerings.
* Become a trusted advisor to the IT community as well as with C-level executives in assigned accounts or targeted opportunities. Be known for your knowledge of IT service management processes and best practices and assist prospects in translating ITSM strategies into real business benefit.
* Utilizes consultative selling methodologies to shape and influence the clients’ strategic direction by evaluating objectives/requirements and developing strategy and client specific solutions that drive innovative change; (we want someone who can truly ‘originate’ deals/new logo opportunities vs base expansion deal identification);
* Work closely with marketing on campaign and collateral development, aggressively follow up on all identified leads and inquiries, and maintain an active pipeline of multiple opportunities. Maintains the quality of Salesforce.com information.
* Leads the sales of ITSM application based services and solutions into targeted markets and proactively manage the internal sales support process between sales enablement, proposal generation, and other sales personnel as appropriate.
* Lead the development of winning sales strategies on complex engagements including but not limited to pricing, competitive strategy, negotiations and navigating the relationships with key influencers in the account;
* Effectively identify and qualify prospects and present compelling business case to pursuit decision board in support of obtaining pre-sales resources;
Technical & Behavioral Skills
Key Qualifications
* Bachelor’s degree with minimum of 4-8 years sales experience in IT software sales with:
* 4+ years’ experience selling ITSM-oriented Solutions/ Services
* Requires knowledge of the It Service Management processes, business, industry, and market, as well as sales strategies, account/program management, service delivery, and financial analysis.
* Be a self-starter, capable of driving a high level of sales activity and effectively utilizing support resources without a substantial amount of management oversight.
* Willingness to travel up to 40% (as needed)
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