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Our client is currently searching for an exceptional senior level sales executive to join our team to sell outsourced community development services to municipal government.  Our client is the recognized leader in this unique, fast growth industry with the broadest array of services, national footprint and reputation for unequalled service quality.  You will be responsible for generating sales and profitable revenue through new logo contracts and up selling your existing clients on new services by leading all aspects of the end-to-end sales process.

Responsibilities:

• Exceed sales and revenue targets as assigned.
• Develop a regional sales plan that results in a healthy, qualified pipeline, high win rates, large deals sold and expanding client relationships.
• Build your qualified pipeline of new logo opportunities by prospecting, networking across municipalities, building department openings, utilizing trade organizations, advisors and 3^rd party partners.
• Develop trusted relationships with client leaders that have meaningful impact to their communities and achieve maximum potential for each account.
• Establish our client and yourself as a credible, trusted advisor on community development services.
• Execute successful sales strategies, techniques and best practices to optimize our win-rates & deals sold.
• Create and present market and competitively differentiated solutions that can profitably deliver and support by working closely with operations and all departments.
• Prepare and respond to all target account requests for proposals, company information, and presentations on the company’s capabilities in a manner that distinguishes our client from competition.
• Successfully transition new logo client’s to operations for effective client service delivery.
• Provide feedback to management to improve the success of sales, solutions, pricing and go to market.
• Maintain sales and client databases and provide reporting and forecasting as required.
• Perform other duties as assigned by management.

 QUALIFICATIONS:

• Positive, high-energy hunter mentality
• 10+ years of professional, new logo consultative sales experience in complex business to government or business to business – track-record of consistent success with deal list of large deals sold
• Deep experience and highly effective in complex, relationship-based outsourcing sales that can have long sales cycles (12+ months) and well-rounded in all aspects of sales methodology and best practices
• Municipal (City / County) government experience and deep network of contacts, politically connected and solid understanding of jurisdictional environments including the decision-making process, political dynamics, municipal structure, and building department operations is a plus.Knowledge of construction, building / community development work and industry (from planning & zoning, engineering, plan reviews, inspections, code enforcement for residential and commercial) a plus
• Establish and maintain effective working relationships and build trust with employees, professionals, clients, outside agencies and the public.  Strong team player.
• Excellent communication skills, verbally and in writing for effective presentations and proposals
• Characterized as highly resourceful, innovative, proactive with highest integrity
• 30 – 50% travel required – primarily within region; primarily work from home office
• Proficient personal computer skills, including MS Office, SalesForce
• Bachelor’s Degree or higher, preferably in business, operations, public admin, construction, economics

COMPENSATION:  Competitive salary, excellent commission and bonus plan, plus company vehicle.  Comprehensive benefit package (medical, dental, life insurance, 401K with match)

LOCATIONS:  Primarily WA, CA, Midwest (MI/OH/IL), Southeast (GA, TN, Carolina’s).

Please let me know if you could be interested or might know someone who might be.

Thank you.

Larry Janis Managing Partner I Integrated Search Solutions Group

P-516-767-3030 I C-516-445-2377

E-janis@issg.net

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Manager: Global Business Services Outsourcing & Shared Services (Consulting)

Leading businesses are now using Global Business Services (GBS) to create alignment among their business units. Instead of operating numerous shared service centers and managing outsourcing vendors separately, organizations can integrate governance, locations, and business practices across the enterprise to achieve transformative performance improvements. In this way, GBS serves as a single enterprise organization or network that can drive collaboration and sharing to improve delivery efficiency, effectiveness, and business outcomes.

You along with dynamic colleagues will work closely with executives to consider how an outsourcing or shared services operating model aligns with their business strategy. As a Manager, you will lead and deliver large, complex client engagements that identify, design, and implement creative business and technology solutions for large companies.

Manager level responsibilities include: providing service excellence by identifying key client business issues, determining client needs by supplementing the standard assessment techniques and tools with innovative approaches, evaluating and validating analysis and developing recommendations for the client in the context of the overall engagement.  You will be expected to implement and oversee the quality of deliverables and effectively manage the team and day-to-day relationships to ensure exceptional performance.  Managers participate in the development and presentation of proposals for business development activities. You will have the opportunity to lead small engagements or components of large, complex engagements. Continue reading →

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Sales Leader

Our client is a leading national provider of innovative IT solutions and services to Global 2000 and mid-size companies. Partnered with the top-tier technology providers, our clients unique solution-based methodology, combined with our experience and expertise, has enabled thousands of industry-leading organizations to effectively address their business needs, optimize the returns on their IT investments, mitigate risk, and focus on growth and profitability.

Summary
Senior level sales executive focused on new logo acquisition. Responsible for identifying and driving sales opportunities to closure; increasingly selling a mix of defined solutions/extensions and new offerings or products into white space; wide range of service group offerings and deal structures. Must develop strong relationships with key senior (Divisional head/C-Suite) client buyers and drive client decision-making spanning multiple layers of the organization
Responsibilities:
• Create, identify and drive business development opportunities with new logo clients and potentially expand existing client relationships
• Work with and sell to C-level and senior level management
• Develop trusted relationships, share insights that have meaningful impact to the customer’s business while positioning the company’s solutions to address business challenges.
• Articulate and present the cost justification/risk mitigation related to the company’s solutions
• Create differentiation, educate the customer on potential solutions and influence the decision making process.
• Build excellent client relationships offering value-added, insightful and strategic input to their business strategies

Job Requirements:
• 10+ years of proven IT products and services selling experience, preferably , data center and end-user computing focus, technical solution architecture, managed services in the areas of network operations and security operations, cybersecurity services, “virtualization”, , , transition to the cloud and/or disruptive technology products/services
• Experience serving as sales executive with demonstrated ability to integrate sales strategies with company-wide growth programs, new strategic initiatives and “out-of-the-box” thinking to achieve growth targets in excess of industry averages
• Record of consistently outperforming program budget targets, sales quotas and margin targets after controllable expenses; achievement driven; highly competitive, team focused
• Proven track record of contract signings, demonstrated ability to shape the deal from the onset
• Background in consultative selling
• Proficiency in account planning and understanding of territory management
• Ability to understand enterprise-wide issues and to structure innovative, integrated solutions that provide complex decision support to global organizations
• Demonstrated experience teaming with technologists in a sales environment
• Experience in the financial engineering aspects of deal development and pricing models
• Experience “hunting” and closing complex, multi-year IT managed services transactions
• Excellent communication skills, both verbal and written

Basic Qualifications:
• Bachelor’s degree required.
• Demonstrated good judgment and initiative in problem solving
• Experience working with and selling to large enterprises (F500)
• Expertise in enterprise IT products or services
• Strong interpersonal and influence skills to cultivate relationships, facilitate negotiations, and build partnerships with customers as well as key stakeholders
• Ability to use own judgment and initiative in problem resolution
• Outgoing and confident personality, exudes trust and leadership to customers and team alike, self- assured and creative

Locations
Dallas, Chicago, New York

Compensation
Attractive base compensation and incentive plan

Please let us know if you could be interested or might know someone who might be. Thank you.
Jeff Bruckner I Partner
P-973-761-5613
E-bruckner@issg.net

Larry Janis I Managing Partner I Integrated Search Solutions Group
P-516-767-3030
E-janis@issg.net
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