Job Description

his is a client facing role responsible for developing and managing enterprise level relationships through solution selling tactics in order to generate new logo sales across the Viewpoint and BIG product portfolio. The ideal candidate will possess both a construction sales and enterprise level sales background. This position is responsible for developing long-term relationships with new business clients. High-level technical discussions and C-Level business conversations will be required to be successful in this role. The responsibilities of this position fall into three main categories: pre-sales, sales, and post-sale support of hardware, software, and client relationship management.

Pre-sales activities include prospecting, networking, cold calling and client profiling.

The sales process entails discovery and deep dive introductory calls and meetings, identification of challenges, building business cases, development and facilitation of proposal and quote process for specific clients, budget and pricing development, as well as proposal writing, contract negotiations, and client presentations.

Post-sale support includes maintaining the client relationship, identifying challenges and finding solutions, ongoing education of technology in the construction industry and BIG.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Promote Business Information Group’s product and service offerings which include Viewpoint Software, managed network services, computer hardware and software sales, development services, security services, wireless technologies, and selected vertical offerings.

Understand clients’ specific business needs and challenges through solution selling techniques.

Build business cases to drive sales and profit

Attain sales and profit budget goals

Prospecting and qualifying to ensure customer acquisitions align with BIG’s solution strategies

Develop strategic territory management plans to obtain sales and profit budgets.

Identify, profile and develop new business through multiple channels: phone, E-mail, networking, client relationship management.

Hold “C” level meetings with agility and confidence.

Prepare business cases and proposals in conjunction with team members to drive sales and profit.

Clearly communicate the business value of Business Information Group.

Use Salesforce to manage calendar, prospects, clients and opportunities, as well as territory and pipeline.

Responsible for the development and generation of RFPs

Other duties as assigned

Competencies

Integrity and Trust
Customer Focus
Drive for Results
Interpersonal Savvy
Listening
Presentation Skills
Written Communication
Negotiating
Informing
Priority Setting

Education, Qualifications & Experience

Bachelor’s degree in business related field
Three to five years enterprise level selling experience
Background in selling Viewpoint software and/or construction related technologies preferred
Proven track record of new client acquisition and hunter mentality
Salesforce experience preferred

Job Type: Full-time

Pay: From $60,000.00 per year

Benefits: