Sales Executive

Opportunity Snapshot
For the consummate “rainmaker” with a track record of driving growth with SMB/enterprise accounts and solid expertise in Cisco solutions, it’s time you said hello to Alliant Technologies! Not only are we a Cisco and Microsoft Gold Certified partner with proven leadership in IT engineering and operation services, but we’ve just reached the “tipping point” as we triple in size from 100 to 300 employees. And we’re seeking impact players who can unlock the sales potential of their assigned vertical and share in the challenge and satisfaction of shaping the growth of our business at this transformational juncture in our history.

As Solutions Sales Executive, your mission is to penetrate your territory of the greater New York/New Jersey area as you aggressively “hunt” down and close new business across our Cisco hardware, professional and managed service offerings. You’ll leverage your book of business to effectively articulate our unique value proposition to the marketplace and drive new revenue streams. You will also focus on building relationships with our strategic partners, including Cisco, NetApp, and VMware to grow that business. To be a good fit for this opportunity you will need both the technical savvy and the interpersonal finesse to instill confidence in your capabilities and build trustworthy relationships with key decision makers (mostly C-level). You will also showcase a fierce entrepreneurial spirit and a robust drive to succeed.

Alliant Technologies offers a full range of IT infrastructure services including: enterprise networking, IP telephony, information security, server virtualization, data storage solutions, Alliant Managed Services, and infrastructure cabling. We believe that work is more than just a paycheck and our leadership takes great pride in our collegial, work hard, play hard culture that breeds success.

What Else You’ll Bring to the Table

In addition to the qualifications detailed above, you'll need:

• Bachelor’s degree in Engineering, Computer Science or related discipline.
• 10+ years of consultative sales experience, including hands-on expertise with Cisco hardware, professional services and managed services.
• A high-energy, creative approach to engineering sales and a track record of achieving goals independently.
• A track record of leveraging ingenuity and technical expertise to identify customer needs and bring resources together to build solutions.
• Leadership/influencing skills to marshal resources and rally the team along a shared vision; you will be involved in every facet of the sales cycle from account acquisition to maintenance.
• Top-notch negotiation skills with a track record of aligning and driving deals to successful completion.
• Outstanding communication skills (including active listening) and the ability to build working relationships across diverse stakeholders.
• Proven organizational and multitasking skills.
• A team player approach and the ability to be effective in a fast paced and highly dynamic environment.
• Proficiency in Microsoft Office suite and CRM tools.
• Ability to travel, about 70%, within assigned territory.
• Start-up experience preferred.
• Prior experience with pharmaceutical or finance accounts is a plus.
• Sales certification in Cisco, NetApp, VMware, RSA and related technologies is a plus.

What’s in It for You

• Tech sales savvy + drive = rewards -- with a six-figure revenue target and an uncapped commission plan based on gross profits, you'll be able to drive to the kind of income you deserve.
• Discernible impact -- you'll play a key role in driving new revenue streams and shaping the future direction of our Cisco hardware and managed services business. Our leadership has already set the stage with a compelling product offering, along with a dedicated sales and support team, and a high-energy hunter can push us to the next level.
• Entrepreneurial autonomy -- we'll look to you to build and grow your account base as if it were your own business, with CEO-level enthusiasm and drive. At the beginning, as you get to know our products, team and business model, you'll spend a fair amount of time in the Morristown office. As you get up to speed, however, you'll enjoy a good deal of flexibility. We'll provide support when you need it and "elbow room" when you don't.
• Lean mean sales machine -- you'll join a team of seasoned pros, many of whom have worked together for years. In fact, our turnover rate is extremely low. It's a collegial environment and you'll definitely have the sense of belonging to something bigger than yourself. In return you'll need to give it 110% all the time . . . this machine can't have one piston that isn't firing.
• Ownership & variety – being a small organization, we run lean and flat meaning you will “wear many hats” as you take hands-on ownership of all account acquisition and maintenance efforts from concept to completion; a stimulating setting where the “daily routine" simply does not exist.
• Career growth-- "growth" is the operative word here, and as you help position us for growth, you’ll also be able to grow your career. The ability to shape your own career trajectory is reflected in this quote from one of our engineers: "Working at Alliant is like playing in the ultimate IT sandbox!"
• Great benefits –we also offer a rich benefits package that includes medical/dental coverage; 401(k) plan; flexible spending accounts; paid vacations; and more.

Role Specifics
Reporting to the Vice President of Sales & Marketing, you'll join a team of ten at our Morristown office.

Building your account base from scratch, you will focus on leveraging your book of business to score “wins” across all our product offerings. In our model the Account Executive leads the sales process, organizing activities, ensuring the Sales Engineers and others are where they need to be, helping overcome obstacles, and generally keeping all the balls in the air. Your key contributions in the process will include networking to get in front of executive decision makers, and building and maintaining those relationships.

In a nutshell, you'll spend about 70% of your time out in the field meeting key customers in the assigned vertical and building strategic relationships; and the remaining 30% of the time at the office with strategy development/execution and supporting the sales organization. Your specific responsibilities are to:

• Meet and exceed sales plan and profitability targets.
• Develop a business plan that defines how you will meet sales objectives; review periodically to determine if business plan goals are on target and establish sales forecasts.
• Build relationships within the “C” suite, as well as Director level and other business influencers.
• Grow and maintain a thriving account base and book of business through strategic planning, and disciplined funnel management.
• Spend time as needed in the field with sales management executive team and channel partners to maximize leadership resources in the pursuit of new business.
• Achieve net sales expense budget provided by CFO.

Keys to Success

To thrive in this environment, you will be a strategy-driving sales executive with a finger on the pulse of the organization and the customer(s). You will obviously bring your passion for optimizing client relationships, clearly articulating a differentiated value proposition that demonstrates long-term value and sparks interest in our top strategic accounts. Change is the only constant in our fast moving environment and you’ll also have the ability to “turn on a dime”, prioritizing and reprioritizing projects at a moment’s notice. Other “keys” to success in this environment will be to:

• Strike an appropriate balance between high-level strategic thinking and hands-on execution of the implementation details.
• Keep your product knowledge fresh and sharp and be able to convey that expertise within the organization and prioritize opportunities.
• Collaborate seamlessly with Sales, Operations, Engineering and other functional areas to ensure efficient project delivery and execution; maintain exceptional customer satisfaction to facilitate up-selling.
• Bring a creative high-energy approach, sense of urgency and solid focus to manage multiple priorities in a dynamic, growth-oriented environment.
• Demonstrate unwavering  tenacity to manage a fairly long sales cycle (average is around 6 months) and work past resistance and roadblocks; you’ll also leverage your resourcefulness to get past the “gatekeepers” and approach the true decision-maker to close the deal.
• Showcase a can-do customer-centric attitude at all times and conduct business with the highest level of integrity.

Who We Are
As a proven leader in IT engineering, Alliant Technologies provides a full range of IT services. We are comprised of a wide range of experienced business and engineering specialists who are organized into technical practice areas. All solutions offered within these practices are delivered through our classic ADIS methodology (Analysis, Design, Implementation and Support). This approach enables us to deliver complete IT solutions that include technical assessments, engineering/project management, and ongoing support to modify, adapt and evolve to our client's IT capabilities. For more information, please visit www.allianttech.com.

Send resume and cover letter to jobs@allianttech.com or call Human Resources at 973 267 5236.