Senior Sales Executive - REMOTE

Principal Sales Executive 

ACLIVITI Consulting Group (ACG) 
 

Our team is seeking a Principal Sales Executive (PSE) who is a true hunter with a dynamic aptitude for aggressively pursuing new business opportunities, identifying potential clients, and converting leads into sales. We are looking for you to have a proactive approach to prospecting and a strong ability to close deals quickly. You will be driving sales and building relationships with Enterprise clients ($1B+ in Rev) as well as identifying and engaging with potential clients, optimizing sales strategies and focused on expanding our client base and close new business opportunities in the CCaaS (“Contact Center as a Service”) and UCaaS (“Unified Communication as a Service”) spaces. 

This role will report to the VP of Sales & Marketing. While the role is remote, it will require occasional travel to client and vendor sites, as well as once a quarter internal team meetings/strategic sessions. 

Why We’re Different: 

• At ACG, our purpose is to Create Surprisingly Positive Experiences. We enable leaders to shift paradigms and deliver transformational results. Our vision is to be how business gets done in the modern enterprise. We accomplish this through a zealous commitment to our core values and an enduring belief in making an impact.

We are: 

• A groundbreaking, profitable, IT consulting & professional services firm headquartered in Chicago, IL with a fully remote workforce.
• Experts in helping clients find cloud-based Contact Center capabilities that enable client and agent experiences while helping provide cost savings.
• Passionately focused on solving client issues and building relationships.
• Striving to work with cutting edge CCaaS and AI technologies.
• A close-knit, professional, fun, hard-working team dedicated to continuous improvement.

Our Clients Are: 

• Global $1-$10B annual revenue companies committed to managing their IT organizations as successful, customer-focused businesses.

• Interested in a better approach to making decisions and maximizing IT-spend and technology value across their organizations
• Diverse – our team works with all client stakeholders across many markets involved in making large transformational IT decisions, not just one decision maker.

 How we solve:

• Our unique end to end continuous improvement cycle includes 3 areas of focus in order to align stakeholders, plan realistic goals, ensure the work gets done, and guarantee outcomes:
  • Strategy - Health Checks, Maturity Assessments, CX Roadmaps, Contact Center Platform Selections, Journey and Experience mapping
  • Execution – PMO, system integration and deployment
  • Support - Ongoing Advisory services in all aspects of end to end needs.
• We Align Stakeholders by engaging IT, Operations, Business, and Finance Executives to ensure complete cross-functional buy-in of the solution, timeline, and outcomes.
• We provide a true partner-centric approach that ensures we support our clients before, during, and after their vendor selection and implementation process
• We create client-side plans focusing on outcome achievement that accelerates the decision process, and subsequently guides clients through what can be complex, long-cycle deployment programs.
• Build board-ready business case models for CCaaS and UCaaS transformation programs that includes 5-year cash flow projections, and thorough ROI analysis and program justification.

The Principal Sales Executive will: 

LMA (Lead – Manage – Accountability) 

• Create close plans for each opportunity and manage assigned tasks and objectives from start to finish
• Create and execute targeted sales plans to meet revenue targets by identifying potential client markets 
• Lead sales process for each of the hunted opportunities and contribute to the internal development of our practice through participation in areas such as new sales enablement materials, outreach and conversion campaigns, sales “plays” and processes, internal and customer training, and other sales and customer journey initiatives

Generate Leads Through Direct Hunting 

• Create close plans for each opportunity and manage assigned tasks and objectives from start to finish
• Seek out new business opportunities through your existing network of Enterprise accounts, cold calling, networking and social media.
• Create an expansive (rolling) Target Market focus for outreach and develop campaign strategies (with marketing input).
• Conduct research and outreach to identify and qualify potential leads within the Target Market focus and connect with decision makers
• Engage with sales partners and utilize internal company resources in defining and implementing sales strategies
• Develop and run strategic sales campaigns to generate target market leads and intro calls
• Develop and execute creative prospecting plans that leverage your own experience and network to engage clients to drive new opportunities

Build Partnerships with Direct Selling alongside Vendor Partnerships 

• Conduct Vendor Strategy Meetings with direct customer leads – owned first by the PSE (not Vendor Led) where strategic sales plans can be accomplished
• Plan and execute account hunting plans to convert Client Meetings – with direct selling and relationship led by PSE
• Work with vendor partners and the Transformation Services team to determine what capabilities best fit client needs

Lead Sales Process as Opportunity Owner  

• Able to quickly qualify (BANT) a prospect in order to determine the health of an opportunity
• Set up and run discovery meetings to uncover client pains, champions and mutual action plans for net new opportunities and assigned inbound opportunities
• Develop sequence of events and manage sales process to drive opportunities to closed won
• Handle objections, negotiate terms, and close sales to meet or exceed targets.
• Assess the needs and potential of projects to determine fit for our services.
• Manage the oversight of active opportunities alongside the VP of Sales 

• Utilize HubSpot and Salesforce to organize leads, activities, and notes
• Keep detailed records of interactions with prospects and clients in Salesforce.
• Work closely with the marketing team to align sales strategies with marketing campaigns.

Lead Customer Satisfaction through Key Client and Vendor Relationships 

• Position yourself as trusted advisor to the C-Suite and IT executives through the entire sales process
• Work with clients and vendor partners to create champions
• Create and maintain a high-level presence to facilitate sales and maintain strong relationships 
• Participate in executive leadership stakeholder meetings 
• Develop an understanding of each client's business objectives and a strategy for supporting the client in achieving their goals

Our Ideal Candidate Will: 

• Have 5-7 years of digital consulting and solution selling experience with enterprise C-Suite and customer experience executives on transformational technology or business solutions (Direct experience with call center, unified communications or related solutions is a plus but not mandatory)
• Be proficient in leading a complex sales process (SaaS sales and/or consulting experience is a plus but not mandatory)
• Be a hunter mentality with a track record of exceeding sales quotas
• Have the curiosity and the aptitude to learn quickly is a must (Direct knowledge of enterprise CCaaS and UCaaS technology vendors and trends is a plus but not mandatory)
• Be highly skilled at using a CRM to stay organized and report on activity (Salesforce experience is a plus)
• Be proficient in Microsoft Office: Outlook, Powerpoint, Work
• Have strong organizational skills to diligently track activities in project
• Be a self-starter who enjoys a fast-paced, low supervision environment
• Have a high sense of urgency to ensure customer outcomes and satisfaction; able to "hold tension on deals in the pipeline

You will love our culture if you are: 

• An ambitious intrapreneur who loves building new things.
• Someone that loves technology, process as well as numbers – and all the space in between – to figure out the right balance of features, functionality, and affordability for each client
• Comfortable communicating through a variety of mediums with many different audiences and objectives
• Great at anticipating and solving problems – individually, internally, and for our clients
• An organized self-starter who is always eager to learn something new
• Comfortable adapting to new situations and solving new problems with the pace and occasional ambiguity that occurs in high-growth businesses
• A positive force who enjoys working closely with new people and exploring new ideas
• Driven by seeing your work have a direct impact

ACG has a competitive benefits package including: 

• 100% coverage of employee health care, vision, and dental insurance
• HSA & FSA plans available
• Disability & Voluntary Benefits available
• 401(k) plan with a 4% employer match
• Generous variable comp opportunity
• Work-from-home monthly incentive
• Inclusive remote working environments
• Team Lunch-n-learns, monthly events & happy hours