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Solutions Sales Manager -- Columbus, OH

Summary

The Solutions Sales Manager will develop and maintain an in-depth knowledge of newly developed or acquired IMI products, particularly those that are designed to provide a solution to a specific business or operational problem for a client. Steps into the sale alongside the NAM and provide details, assists the client and NAM in comparing/contrasting the different alliance partner solutions offered by IMI, demonstrate the product(s) either individually or with the assistance of an alliance partner rep, craft a proposal for customer review, calculate ROI, determine delivery timetables, ensure vendor capacity/scalability to support, ensure IMI Client Services capacity/scalability/training to support products.

Essential Duties & Responsibilities

  1. Work closely with clients and Director of Business Development to determine which 3rd-party-developed products and services could be most effectively sold into IMI’s existing customer base, and/or which could be most effectively used by IMI to penetrate new markets, industry verticals, etc. 
  2. Responsible for developing sales plans and forecasts for each new product (in cooperation with the Director of Business Development and the Director of Sales) and ensuring those sales forecasts are met or exceeded.
  3. Serves as a SME on new product issues, as needed to support the Client Services area, the Marketing Communications area, or the Product Development area (also in cooperation or alongside the Director, Business Development).
  4. Works to understand new business opportunities within existing client organizations and align new product offerings to address those opportunities.
  5. Works with NAM to identify and architect new opportunities with prospective clients.
  6. Educates the NAM and Client Service organizations on new products and the opportunities they create for IMI
  7. Other duties as assigned

Qualifications

  • Bachelors degree in related field
  • Several years successful experience selling new IT services products into the mid-level enterprise space.  
  • Demonstrated track record in selling successfully to senior level IT, Procurement, or Telecom management.
  • Experience in the development or aggregation and sale of custom solutions to meet customer requirements.
  • Experience working with clients and prospects to understand their business and learn when/where mobile products could strategically and positively impact business operations.
  • Impeccable presentation skills, written and oral communications skills… this executive will be the face of IMI’s future to the client base and will play a key role in helping the customer understand, and buy into, IMI’s transition from an asset management company to a mobile enablement company and the broadening of not only our product portfolio, but also our strategic interaction with clients.