• Actively prospects within accounts to discover or cultivate solutions sales opportunities within area of technical specialty (in close cooperation with the account manager.
• Manage the sales pipeline.
• Formulate and expand solutions to generate additional product or service attachments and up-sell revenue.
• Certain roles may also sell through the channel.
• Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.
• Work with the client up to IT management level.
• Contribute to building of the pipeline by generating leads and referrals and new customer opportunities within specialty area.
• Focus on growing new sales & contractual renewals for small-to-midsize accounts.
• Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.
• Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.

If you are…

• University or Bachelor's degree preferred. Demonstrated achievement of progressively higher quota, diversity of business customer and higher-level customer interface.
• Detailed knowledge of key customer types or customers on given products.
• Typically 5 years of experience in networking sales
• Have in-depth knowledge about networking product, service, solution and differentiators between own offerings and what competitor's offerings.
• Apply specialized technical product/service/ solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility.
• Use knowledge in the specialty, and consultative selling skills, to proactively help customers with making IT business decisions.
• Assess solution feasibility from a technical and business perspective to determine "qualify-in"/"qualify-out" status
• Excellent presentation skills within IT and Security for C-level.
• Conceptualize and articulate well-targeted solutions in the area of specialty - product, service, the solution -- from proposal to contract sign- off.
• Have enough knowledge about a product, service or solution to be able to qualify a deal.
• Negotiate profitable deals so that the company can expand opportunities based on the existing business and increase the company's footprint and revenue.
• Opportunity prospecting as related to specialty area and in expanding existing client business, in order to generate leads/referrals to the account team.
• Maintain knowledge of industry trends, associated solutions, and key partner/Independent Software Vendors (ISV) solutions.