Trusted Advisor (Technology Sales)
We’re searching for a senior sales leader who is looking to take the next step in their career and become a trusted advisor and client advocate for technology dependent companies. This is not a telecom sales role. You are expected to advise your clients of technologies and professional services that will meet and exceed their overall business and IT needs across the hundreds of providers and products available to them.
You’ll be expected to learn, grow, advise and ultimately win for our clients. But not by yourself: you will be coached by our team of industry leaders and utilize your internal team who will support your projects as you lead our clients through the procurement journey. We expect you to already showcase your fundamentals of sales and the ability to rapidly learn new technologies ranging from cyber security, unified communications, and call center as a service to data center co-location, technology expense management, recruiting services and much more.
WHO YOU ARE
You’re a good fit for this job if you:
For this role you will need to manage multiple priorities to meet your objectives. You should be very competitive but willing to share how you win with your teammates. We expect you to work cohesively with your team (yes, you will have a team behind you) to hunt for and open new accounts, discover and qualify new opportunities, coordinate with your technical support team to educate and bring your clients’ stakeholders to the table to get to “Yes,” close the deal, and continue the relationship to develop and discover new opportunities.
You will own your pipeline from start to finish. If you haven’t been fully responsible for the full sales cycle previously, you and your references should highlight how you have demonstrated substantial hustle in a related field or industry.
WHAT TO EXPECT
We have a strong culture (look at our Puget Sound Business Journal’s Best Places to Work rankings). While we WIN and achieve results, we don’t do it at the expense of our team or our clients. Relationships matter. We guard our culture very closely. That means our interview and onboarding process will be longer than most and you should know that going in. You can expect a battery of entrance checks that determine things like your ability to pick up new technical information and your affinity for sales-type roles. You can expect multiple 1:1 and panel interviews because we are a team and we have to know that the team can work with you and that you can work with the team.
Preparing for interviews: You will be expected to know our company values, our Service Pillars, the agent-broker model of channel partners, and tell us the stories of your accomplishments by presenting the situation, your task, the actions you took to overcome obstacles, and what your outcomes were.
Your first 90 days will be a challenge. Be prepared to take notes. Lots of notes. We expect you to read a few books, build relationships with the team, learn our systems, what our ideal client looks like, and how our vendors support our overall service pillars (see below). You will begin to understand where we are going strategically as a company. You will go out on (virtual) calls with a mentor. You will have our very seasoned team with you the whole way through and have the support needed to track your many opportunities with your clients that vary across both size, scope, and industry.
WHAT TO YOU NEED TO KNOW
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