Overview

**Candidates MUST be geographically located within the Northeast area with a willingness to travel extensively on the East Coast.

 

The role New Business Development Account Executive is to drive revenue growth of Bailiwick’s services, primarily with new customers.  This is a “hunter” position, so our expectation is that, over time, established Bailiwick customers will be served and grown (i.e. “farmed”) by the regional Account Manager. Establishing a peer relationship with the Account Manager of the region will allow the NBAE greater capacity to continue to find more new business with new customers.

As an NBAE, our expectation is that you will travel extensively in support of building relationships with new customers, that you will utilize your existing network of executive, decision making contacts to fast-track introductions into new organizations, and that you will drive thoughtful and documented action plan to penetrate new organizations.

You will be supported by Solution Crafting resources to assist you in the development of new opportunities and solutions you propose to your prospect customers. These resources will assist you in the financial modeling and scope definition of the proposed solutions. You will be responsible for thoroughly understanding the cost model so that you can effectively drive customer discussions and contract negotiations.

 

Responsibilities

 

YOUR IMPACT

The essential functions of this position include:

• Annually achieve a minimum of $5M+ in revenue at targeted margins. Success is defined by growing existing book of business with each customer. Ideal candidates will be able to grow their aggregate book of business in excess of $10M in revenue at targeted margins within 3 years.
• Motivated by initiating new customer relationships and wallet share. Specifically, able to identify, pursue and open new customer relationships that have current and future unmet needs for Bailiwick’s services.
• Actively engaged with customers on daily or weekly basis. Consistent in conducting face to face meetings with key customers ($1M or more) quarterly, at a minimum.
• Technically minded, and able to deliver deep understanding of Bailiwick services, history / case studies, general technology trends that are relevant to the customer.
• Qualify business opportunities by identifying scope of projects and initiatives, decision makers, stakeholders, and overall scope of opportunity
• Serve as the primary resource in educating prospects and customers on Bailiwick’s services and capabilities. Able to create quick, concise verbal and written statements to capture and maintain the attention of key stakeholders.
• Build and maintain long-term customer relationships through a creative and proactive Value Selling approach.  Constantly identify ways for Bailiwick to add value to our customers.
• Define and executes clear sales strategies for pursuing new customer stakeholders and departments through calling, value proposition communications, professional networking, and brokered introductions from existing customer relationships.
• Utilize research tools to get a good understanding of the customer’s business, goals, and initiatives so that they can deliver convincing TUFA business fit presentations.
• Create and deliver professional presentations for business fit and, in some cases, solution fit presentations.
• Responsible for creating, reviewing and editing content for all proposals.
• Actively lead the process to develop customer proposal, RFQ, and/or RFI responses.  Work with New Business Development, Engineering, Professional Service Group, etc., as necessary, to develop the proposal and win the opportunity.
• Consistently engaged with the delivery teams – weekly to understand the key issues, challenges, and opportunities with the customer.
• Conduct business in a professional, competent and ethical manner

QUALIFICATIONS

 

• Experience in building brand awareness in new markets, industries and organizations
• Minimum of 5 years successful IT Services related experience, emphasizing on LAN/ WAN type of environments
• Technical knowledge of the following core technology elements: Physical Layer cabling of all platforms, WAN and LAN environments, Wireless environments, Electrical Services
• BA/BS in Business, Management, Computer Science or Engineering fields preferred
• Knowledge of e-business solutions environment
• Must demonstrate ability to qualify, penetrate, and close new accounts
• Excellent communication, presentation, problem-solving and time management skills
• Proven ability to leverage subject matter experts to further the sales process
• Possess ability to work independently
• Frequent travel via automobile and airplane

POSITION SPECIFICS

 

The base salary range for this position at commencement of employment is expected to be between $80,000 and $125,000 annually; however, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other elements, including commissions and discretionary bonuses, in addition to a full range of medical, financial, and/or other benefits (including 401(k) eligibility and various paid time off benefits, such as vacation, sick time, and personal leave), dependent on the position offered. Details of participation in these benefit plans will be provided if an employee receives an offer of employment. ePlus Benefits highlights can be viewed here.

 

If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.

PHYSICAL REQUIREMENTS

While performing this role, you will engage in both seated and occasional standing or walking activities. We provide reasonable accommodations, in accordance with relevant laws, to support success in this position.

 

By embracing our values, you will contribute to our collective mission of making a positive impact within our organization and the broader community. We understand that this job description serves as a guide and is not an employment contract.

 

CORPORATE VALUES

Respectful communication and cooperation:  We prioritize respectful communication, fostering an environment where everyone is treated with dignity and respect.

Teamwork and employee participation:  Collaboration and teamwork thrive through diverse perspectives, both within our teams and in our interactions with our customers.

Work/life balance that supports our employees’ varying needs: We value the well-being of our employees, recognizing that a healthy work-life balance is pivotal to our collective success.

Embracing communities: We embrace and support the communities that nurture us. Our employees' dedication to fostering positive change is a source of immense pride for us.

COMMITMENT TO DIVERSITY, INCLUSION AND BELONGING

We are an equal opportunity employer that does not discriminate or allow discrimination based on race, color, religion, sex, sexual orientation, gender identity, age, national origin, citizenship, disability, veteran status, or any other classification protected by federal, state, or local law.

 

ePlus is dedicated to fostering, cultivating, and preserving a culture that represents diversity, enables inclusion, and makes our employees feel comfortable bringing their full, unique selves to work. 

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