Prospect for new business opportunities, growing Gluware’s base of qualified leads and establishing a robust funnel of new business opportunities
Develop annual business plans and opportunity close plans in conjunction with Gluware’s CRO and other team members
Successfully lead consultative sales with IT executives and make recommendations regarding the various solutions the company offers to address their business needs
Diligently manage pipeline, leading to accurate forecasting
Work collaboratively with channel and marketing teams to execute demand-generation programs and events that will generate new pipeline
Identify and build effective relationships within customer accounts, with partners, and with other professionals to maximize revenue and build sales opportunities
Work closely with the Service Delivery team, including Solutions Architects to maintain a continuous knowledge of project status in order to identify potential issues and/or opportunities within or related to the project
Achieve QoQ growth in your territory
Maintain up-to-date knowledge of competitors and industry trends

Requirements

10+ years of experience in the selling to large enterprises and current connections within these accounts in Mid Atlantic (PA, MD, DC, VA, NC), North East (MA, RI) and Southeast
Proven success selling Enterprise Software, Cloud Solutions, and/or SaaS services or selling major networking vendor's hardware and/or solutions either as a vendor or partner
Demonstrated prospecting skills for new logos - research ideal target and buying personas, outreach to those roles, leverage network for leads and referrals
Proven sales track record selling SaaS and exceeding quota.
Experience navigating large, complex transactions that require building business value across multiple groups within an enterprise
Large established network of relationships with target companies in enterprise and midmarket business and IT decision makers and partners
Technical competence (understand networking, SDN, software, cloud computing, etc.)
Executive level presentation experience within customer accounts
Demonstrated ability to prioritize workload, respond quickly to changes, and work in a dynamic environment with the drive and determination to succeed
Adept with modern revenue tools (SFDC, LinkedIn Navigator, ZoomInfo, etc.)
High level of initiative and carries out responsibilities with minimal direction
Experience with MEDDPICC sales methodology
Must be able to travel on short notice
College Degree preferred but not required.

Benefits

Work from home and travel as needed for internal, customer, and/or partner meetings
Competitive salary
Sales commission (50/50 plan)
401(k) plan
Excellent medical, dental, and vision coverage covered up to 70% by Company (all family members)
Three weeks paid time off per year
Short-term disability, long-term disability, and life insurance covered by employer
Ten paid company holidays
$50 per month internet allowance
Cell phone reimbursement

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

Enterprise SoftwareCloud SolutionsSaaSnetworkingSDNsoftwarecloud computingMEDDPICC sales methodologysales forecastingconsultative sales

Soft Skills

prospectingrelationship buildingpresentation skillsprioritizationadaptabilityinitiativecollaborationdynamic environmentdrivedetermination