Copper River IT is seeking a Commercial/SLED Account Executive to be responsible for developing and increasing the Commercial and SLED market segment. This includes identifying and qualifying opportunities, meeting and presenting to prospective clients, and essentially owning and coordinating the entire sales cycle. The sales focus will be with Copper River’s core partners such as Juniper, Cisco, Palo Alto, Aruba/HPE, and other strategic OEMs. This person must be able to implement a strategic, solution-oriented approach to create interest in our unique value and build market position by identifying, developing, defining, negotiating, and establishing business relationships.

Responsibilities (include but are not limited to):

• Generate sales pipeline and close business to meet annual gross margin quota by analyzing market strategies, determining deal requirements, examining risk, and calculating expected profit
• Generate solution sales primarily within the networking, security and professional services space
• Candidate must have an entrepreneur mentality to grow business in the MD, DC, and VA market.
• Plan and execute sales strategy through strong leadership and utilization of sales resources to include: highly skilled pre and post sales engineers, inside sales team, business development and marketing
• Develop and maintain deep relationships with key vendor partners (Juniper, Palo Alto, Aruba, Cisco, etc.)
• Remain current on OEM product lines by maintaining vendor sales and/or technical certifications
• Support marketing activities, including trade/ scientific shows, mailings, etc.
• Support the proposal development process and maintain the time-lines for the proposal teams
• Provide customer education on products, trends, competitive information and value propositions
• Develop innovative marketing plans and partner events to grow business and the Copper River brand throughout their territory
• Implement a strategic, solution-oriented approach to create interest in our unique value and build market position by identifying, developing, defining, negotiating, and establishing business relationships
• Gain new business through professional networking and by devising a creative, effective sales approach with solutions to find and close commercial and SLED sales opportunities
• Candidate should have the ability to develop innovative marketing plans and partner events to grow business and the Copper River brand throughout their territory.
• The candidate must be able to implement a strategic, solution-oriented approach to create interest in our unique value and build market position by identifying, developing, defining, negotiating, and establishing business relationships

Requirements:

• Education:
• Bachelor’s Degree or equivalent number of years in technology sales

• Experience:
• Required Knowledge/Experience:
  • 3 years of proven sales supporting hardware, software, cloud, and services delivery.
  • Ability to demonstrate knowledge around industry trends and best practices to creatively position and promote innovative solutions leveraging Copper River’s core competencies
  • Exceptional communication and organizational skills with the appropriate energy to pursue and close new business on behalf of a fast-growing company
  • Technical sales skills to create customer designed networking, security, and wireless solutions.
  • Ability to manage the entire sales process from lead identification/cold call, opportunity development, to closure of the sale
  • Ability to identify industry leading cloud, networking, and security solutions to enhance customer trust
• Preferred Knowledge/Experience:
  • Experience selling to commercial customers with a focus on verticals such as Service Providers, Systems Integrators, Financial Institutions, etc.
  • Success selling into Fortune 500 companies
  • Experience with SLED sales, contracts, and state initiatives
  • Ability to identify and differentiate for K-12, Higher Ed, and State Government initiatives
  • Ability to identify key stakeholders in state government agencies and SLED accounts
  • Experience with SLED reporting