Senior Sales Executive

Overview

JOB SUMMARY: The Senior Sales Executive role is responsible for all phases of the sales cycle including prospecting, qualifying, consultative selling and closing new business. This role leads a prospect through our sales process and uses a consultative sales approach to solve client problems by demonstrating how our strategy and approach will meet their business needs. The main purpose of this position is generating and closing sales opportunities for the Business Applications that we implement, such as Microsoft Dynamics 365 (Finance, Sales, Customer Service, Power Platform), Microsoft 365, Microsoft Azure, and additional sales opportunities for recurring support/managed services and lifecycle cloud services. Compensation is base plus incentives based on quota attainment.

Responsibilities

ESSENTIAL FUNCTIONS:

• Attain and exceed assigned quota through new account acquisition.

• Identify, qualify, develop, and lead a prospect through Arctic IT’s sales process and close new sales opportunities to add net new clients to our portfolio.

• Develop value-based relationships with key decision makers and influencers to drive new business within the markets that Arctic IT serves.

• Hunting new business consistent with the company’s ICP and capabilities through calls, networking, social media, and attending and follow-up from shows/events.

• Travel to prospect and strategic client sites to build relationships, conduct in-person meetings, and drive new business opportunities.

• Lead RFP/RFQ response teams with an emphasis on developing winning proposals, aligning client needs to the response, defining compelling value propositions and differentiators, and driving relationship management to best position Arctic IT for a winning outcome.

• Gather requirements and expectations from prospects and work in partnership with the internal team resources to recommend specific products, services, or solutions to prepare opportunities for proposal.

• Participate in demonstrations of software solutions to prospects to achieve alignment on scope of work definition and further developing opportunity to proposal.

• Present new opportunities at weekly internal Opportunity Reviews to discuss pursuit strategies, determine internal resources needed to maximize the effectiveness of the pursuit, and refine timelines for potential closure to provide insight for financial planning and resource allocation purposes.

• Remain knowledgeable on all services provided and applications implemented by Arctic IT including pricing structures, integration capabilities, core application functionality, teaming partnerships, and vertical-specific functionality, and leverage that knowledge to qualify and disqualify prospects based on their technology platforms and business needs.

• Own and maintain relationships with prospects and clients and actively create, progress, and close opportunities created as a result of the relationship development efforts

• Leverage marketing content and support marketing team efforts to develop case studies, thought leadership pieces, and other collateral, as needed..

• Represent Arctic IT at industry events such as webinars, roundtables, speaking forums and trade shows with defined plans and goals to develop incremental relationships, opportunities, and sales pipeline.

• Maintain and strengthen domain knowledge within industry verticals.

• Attend recurring sales team meetings and reports accurate status of opportunities and efforts, provides strategic overview of territory account plan goals, and direction to respective pre-sales and marketing team for related tasks.

• Complete standard process for managing leads and opportunities in centralized software D365 CRM and ensures all data is accurate, timely, and complete.

• Utilize Microsoft Teams for collaboration and communication for all proposals, Statements of Work, Contract Documents, and any requirement established for the GROW team within Arctic IT’s sales process.

• Store all documents within One Drive for Business or Microsoft Teams related to work/products responsible or accountable for.

• Other duties as assigned.

Qualifications

QUALIFICATIONS:

• Bachelor’s Degree in Business, Accounting, Management Information Systems, or related discipline preferred.

• Minimum 7 years of experience selling complex technology to transform organizations such as ERP, CRM, or ITSM solutions.

• Experience selling Microsoft Business Applications or HR Systems a plus.

• Proven experience in closing business for business applications/technology sales as an Account Executive or Sales Representative.

• Experience tracking sales leads and opportunities in CRM systems.

• Excellent communication and presentation skills with the ability to build relationships.

• Well-organized and extremely effective at managing time and calendar.

• Applicants subject to background checks, drug testing and government security investigations and must meet eligibility requirements related to the clearance process.

• Valid driver’s license, insurance, and reliable personal vehicle.

WORKING ENVIRONMENT: The majority of work for this role is performed in a home office and interacts with a wide variety of people with differing functions, personalities, and abilities. Telecommuters are expected to have sufficient home office space that appears neat, organized, and professional when attending video meetings. Travel is required and varies around 50%.

REASONABLE ACCOMMODATION: It is Arctic Information Technology, Inc.’s business philosophy and practice to provide reasonable accommodations, according to applicable state and federal laws, to all qualified individuals with physical or mental disabilities.

PREFERENCE STATEMENT: Arctic Information Technology, Inc. grants preference to qualified Doyon Shareholders first, and second to qualified shareholders of other Alaska Native corporations that grant a similar preference in all phases of employment and training, which include, but are not limited to hiring, promotion, layoff, transfer, and training.

PAY TRANSPARENCY STATEMENT: Arctic Information Technology will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant.  However, employees who have access to the compensation information of the other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consent with the contractor’s legal  duty to furnish information.

We are an equal opportunity employer and comply with all non-discrimination obligations, including the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA) and Section 503 of the Rehabilitation Act.

We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity or national origin, disability, veteran status, and other protected characteristics. The EEO is the Law, and the poster is available https://www.eeoc.gov/poster. For questions on the job posting contact (781) 312-8005.

If you need assistance or special accommodations during the application process, please contact the appropriate Human Resources Department at hr@doyontechgroup.com.