The Account Executive is responsible for delivering sales results within his/her assigned geography. This individual will leverage INAP services to attain his/her assigned Business Unit sales quota including: Cloud (Agile), or Managed Hosting, Colocation, IP Services, and CDN. A successful AE has exceptional organizational skills; written and verbal communication skills; a demonstrated ability to multi-task; and strong desire to prospect and close New Logo business. He/she is a high-intensity, 'hunter' with a demonstrated track record of aggressively building a funnel and translating opportunities into orders. Industry related selling experience and/or technical competency are strongly preferred
Include, but are not limited to the following:
Complete all company required training, but pro-actively seek and obtain the knowledge/capabilities to enable sales success in your market.
Understand and articulate (orally, written, PowerPoint presentation) the company value proposition into specific customer benefits
Build the sales funnel:
"Cold" lead development telesales, hosted industry events (open-houses, product demos, etc), cold-calling, follow-up marketing lead generated opportunities, etc.
"Warm" lead development existing account expansion, RFP response, former account recovery, etc.
Meet/exceed sales quotas
Identify and develop partners to accelerate sales (agents, datacenter partners, VARs, resellers, etc)
Attend training on sales techniques, technology, presentation skills.
Develop familiarity with Salesforce.com and utilize as basis for: contact management database, sales opportunity tracking, sales forecast and report generation.
BA/BS degree required or Associates Degree with 5+ years of relevant work and industry experience.
5 yrs+ outside sales experience with consistent > 100% quota attainment.
Preferred outside sales experience in IT, Public or private cloud services, hosting and/or colocation.
Success translating customer goals into a sales strategy to support revenue achievement
KEY KNOWLEDGE, SKILLS, ABILITIES
Knowledge of financial models to ensure opportunity meets INAP goals and targets
Ability to solve problems quickly and completely.
Ability to overcome customers' objections, and qualify opportunities.
Effective stand up presentation skills
Effective listening skills.
Excellent written and electronic communication skills.
Maintains professional appearance and demeanor.
Ability to work collaboratively with all departments on sales issues.
Demonstrates high standards of ethical conduct.
Self starter with positive, optimistic attitude.
Ability to develop an effective sales call plan.
Internap Network Services Corporation