Responsibilities

Measurable Results

Planning: Develops a business plan and sales strategy designed to penetrate the security space and potentially other markets.

Understand the market and customer business objectives and alignment of differentiated services to improve customer operational efficiencies.

Create, monitor, and revise sales lead generation plan.

· The plan and execution of the plan ensures attainment of company sales goals and profitability.

· Responsible for creating, monitoring, and revising lead generation plans to ensure a substantive sales opportunity pipeline.

Prospecting: Consistently find new opportunities and new customers. Conduct research of market and customer project opportunities. Find new and creative ways of engaging with customers. This is new and existing accounts.

Prepare action plans for effective search of sales leads/prospects. Collaborate with Account Executives on strategies and tactics.

· Developing a qualified pipeline

· Working with the correct decision makers, where there is a business problem to solve and there is an implication to not solving the problem.

· Sells core business integrated solutions for service and installation projects. 

Qualification: Evaluates and targets potential customer opportunities within the marketplace. Ensure all pipeline opportunities meet minimal qualifications.

· Qualifications are assessing need, timing, budget, capabilities match and implementation schedule.

· Translates a wide variety of customer needs / requirements requiring originality and ingenuity into detailed proposals and project plans to meet Customer requirements; reviews and approves estimated costs prior to bid; change proposals, assists with collections on projects.

Presenting: Effectively present a business-driven proposal as needed to convince the business level, user level and financial level decision makers why this solution should be purchased now and not from your competitors. Assist Account Executives with proposals.

· Present the business case that aligns to customer needs as defined during the qualification phase. 

· Describe the solution in alignment to business and technical needs.

· Align scope, schedule, and cost.

· Effectively position unique qualifications and corporate overview.

· Responsible for capturing the attention of potential customers and presenting new solutions and services.

Close sales timely in enough volume to meet annual business objectives.

· Winning sales to meet and exceed new revenue objectives.

Account Expansion

· As accounts grow, add Account Managers to support the day-to-day relationship.

· Lead strategic account development and deal pursuits in these accounts.

· Adjust focus to continuously gaining and developing new accounts.