IT Sales Account Manager

Los Angeles, CA
10-23-2019
Los Angeles Area
Depends on Experience 

COMPANY OVERVIEW

Information Management Resources, Inc. (IMRI) is an industry-leading provider of cybersecurity, technology, program management, and engineering services for government organizations and commercial enterprises. For over 27 years, IMRI has employed solution-oriented team members utilizing their unique skills to successfully deliver services to our clients nationwide.  IMRI continues to be ranked as one of the fastest growing private companies in America by Inc. 5000 and was awarded the 2018 Gold Stevie Award for the Most Innovative Company of the Year. 

We offer competitive benefits including: paid vacation and sick leave, medical, dental, vision, life insurance, long term disability, AD&D, 401k and voluntary benefits. By joining the IMRI team, you will be providing support to protect our country’s most critical infrastructure.  We know that when you join IMRI, everyone wins — You, the Customer, and the entire IMRI Team!

POSITION SUMMARY –Sales Director

We are looking for a Sales Director with 5-8 years of technology sales experience and solutions selling experience.  You will be responsible for creating demand, building qualified opportunity pipeline, forecasting and closing bookings to generate revenue as per your assigned plan. You will be responsible for applying a thorough understanding of our contracting vehicles, existing contracts, diversity status, products and service offerings. We are looking for a disciplined Sales Representative that understands sales methodology, processes, and prospecting techniques in developing business. 

KEY POSITION RESPONSIBILITIES

  • Prospecting, finding, developing and closing opportunities through the entire Sales Cycle.
  • New account acquisition, including prospecting, independently following up on inbound leads, qualifying solicitations, building teams, establishing subcontracting opportunities, customer meetings and presentations, selling, negotiation and closing opportunities.
  • Develop strategic prospecting plans for expanding the business and generating revenue for IMRI including plans for utilizing existing contracting vehicles, securing other vehicles, teaming partnerships, and working with IMRI Project Managers and Site Leads.   
  • Demonstrate strong qualification skills to provide accurate sales and revenue forecast reports to management on opportunities as required.
  • Developing and maintaining relationships with key decision-makers.
  • Recognizing customer business problems and driving / influencing resources to address opportunities.
  • Obtaining customer commitment and delivering a total enterprise solution.
  • Maintaining current revenue and focusing on identifying new opportunities to increase market share and revenue growth.
  • Coordinating and communicating with various internal resources in Pre-sales, Contracts and Post-Sales.
  • Working with Channel Partners, Diversity Managers, and other IMRI resources to increase opportunity size and expedite closure.
  • Strong written and oral communication skills, including cold calls, proposal preparation presentation and selling skills: Opening, probing, supporting, closing and overcome customer indifference.
  • Knowledge of solution and value-based selling techniques
  • Ability to sell to high-level executives using articulate value propositions
  • Strong teamwork skills are required to successfully work in a highly-matrixed environment
  • Territory - Southern California and Sacramento, CA.

Requirements

  • 5-8 years of successful experience in a quota driven sales capacity

  • Sales: 5 years (Required), outside sales: 3 years (Required).

  • Excellent presentation, business, analytical, problem solving and communication skills, written and verbal with ability to effectively communicate with business and IT individuals at all levels of the customers’ organization.

  • Strong prospecting and cold-calling skills.

  • Proficient with CRM tools.

  • Knowledge of solution and value-based selling techniques.

    Preferences

  • BS/BA Degree or work equivalent