Job Description
Business Technology Consultant About Us CPI Technologies has been serving our clients for over 63 years. We provide a broad range of Technology Services to local businesses of all sizes across numerous vertical industries. This is a great opportunity for the right candidate. We provide a competitive compensation and benefits package, training assistance and opportunities for advancement. If you love technology and supporting clients and are interested in this opportunity, please respond to this posting. Overview Target existing and potential new customers with an innovative offering in Business Office Technology to small and medium sized companies. Sell Business Technology services to well-established customer base and new prospects. Work with sales teams for lead generation and cross sales, and identify prospects through direct prospecting. Role Definition The role is to identify, develop and fulfil sales opportunities in line with agreed targets and objectives, within the defined territory. Activities 30% - Prospecting: Identify prospects inside and outside the customer base of the company. Gain initial appointment, generally with a CEO, COO, CFO, General Manager, initially with small businesses. 25% - Needs Assessment: Determine customer pain points as it relates to management of their Office Technology and IT environment. Conduct opportunity follow-up. 20% - Presentation on benefits of utilizing modern office technology and of outsourcing the management of their IT environment or pieces of it in a co-managed solution. Describe benefits in terms of financial justification as well as improvement in quality, performance, and uptime. Lead strategic discussion relative to office technology and IT strategies to a nontechnical audience. 20% - Close business consisting of annuity-based network support agreements. 5% - Paperwork, account transition support. Responsibilities: Development and implementation of a territory plan Creation of a sustainable pipeline Achieving sales objectives as agreed with management Creation and execution of opportunities and account plans Maintain a reasonable knowledge of CPI Technologies range of products and services, competitors, and business drivers. Prospecting for new business Maintaining appropriate pipeline Recording all activity and opportunities in the CRM system Working effectively with other internal departments Timely and accurate forecasting Timely and precise reporting Outcomes Meet activity targets for calls, appointments, proposals, and transactions closed. Manage ongoing pipeline of business, maintain appropriate funnel in each aspect of the sales process to include closing ratio. Work with technical account manager (vCIO) to close business. The service will generally be sold to a Business Owner, CEO, CFO, CIO, or CTO. Majority of activity is developing and closing new business with some ongoing account management. Qualifications 2+ years B2B Sales/Business Development experience Experience calling SMB owners & executive level decision makers Expertise with diverse and emerging technology Persuasive in selling against the status quo Skills Required Excellent communication skills Good negotiation skills Self motivated Works well in a team selling environment Good presentation skills Ability to overcome objections Ability to follow a defined sales process and activities Professional manner Confidence and credibility to work at Senior Level with prospects and influence decisions makers Good understanding of business processes. Excellent communication and presentation skills Analytical yet empathic approach to problem-solving at customer level The experience of working with and leveraging Vendor Partners and Suppliers. The experience of selling products to SMB Marketplace. Desired Skills Knowledge of who are the movers and shakers in our local MSP market Technical appreciation and ability to grasp concept sales Ability to work independently but also as a member of the new business team. Empathy with the way IT Departments struggle to deliver value to the business. Personal Skills Ability to manage priorities. Effective time management Self-motivated and able to work under pressure Flexible approach Excellent telephone manner and written communication skills Good team pla