Business Developer - Physical Security

Our New Teammate

Skyline is looking for a sales professional with experience in solution selling in both the public sector and commercial markets. The ideal candidate has current client and vendor relationships in the physical security market space, excellent communication skills, experience with maintaining a CRM, can effectively manage a current customer base, and significantly expand new business opportunities.

You can expect to spend your time accomplishing the following:

• 60% of the time on Objective 1: Driving sales interactions with existing customers and prospects.
• 25% of the time on Objective 2: Driving organization success in our Physical Security Division.
• 15% of the time on Objective 3: Managing the sales process and internal communication.

Job Responsibilities What to Expect

• Responsible for driving sales and services, by building and maintaining relationships with multiple layers of organizations from operations through to key decision-makers at the executive level.
  • Primarily focused on driving new sales, the priority is to prospect and grow customers in video interoperability.
  • Accountable for positioning all relevant Skyline solutions to the appropriate stakeholders at each prospect or existing customer.
    • Establish and own relationships with key buying influences.
    • Expected to build relationships with C-Level relationships at customers.
  • Focused on driving long-term (multi-year) engagements that create recurring revenue.
    • Ultimate success is defined by becoming the trusted IT partner with customers, helping them to develop, craft, and prioritize their strategic roadmap.
  • Ability to navigate the sale process in complex customer environments, with multiple stakeholders, and multiple influencers in the buying process.
  • Actively engage in the iteration of a focused value chain (solutions, partners, value propositions) definition and related positioning to customers and prospects
  • Conduct sales visits and presentations, partnering with Skyline Solutions architects to position Skyline value propositions to customers and prospects.
  • Maintain solutions expertise and consult on sales/marketing documentation. Incrementally develop the ability to play the role of the solution architect by actively figuring out how to leverage their knowledge to make initial sales encounters more compelling for prospects.
  • Engage relevant customers and prospects with Skyline sales campaigns as directed by the Sales Operations Manager.
    • Create opportunities to further educate and sell to customers and prospects.
    • Provide feedback from customers and prospects that helps to redirect or modify campaigns.
• Attend conferences and events to prospect and position Skyline in the marketplace.
• Be willing to travel nationally as needed to prospect and drive sales.
  • Develop prime/sub-contracting opportunities to capture revenue.
• Work with relationship managers, and inside sales team members to support the sales process. Be passionate and intentional in the development of your sales support team.
• Maintain a strategic plan for each of your accounts, using the standard template provided.
• Develop quarterly metrics/initiatives for each account as part of your plan.
• Facilitate proposal development with delivery.
  • Iterate on the provided proposal with delivery to ensure that proposals provide Skyline with the best chance of success (price, themes, deliverables, etc.)
  • Add the intro and summary sections for each proposal.

Your Knowledge & Expertise

• 5+ years of experience selling complex IT solutions across multiple disciplines such as network services, systems, structure cabling, outside plant, and IT operations. Experience working in aspects of the delivery process for the above solutions is preferred.
• Experience in working on deals that have sales cycles from 6 - 24 months with competitive bid processes.
• Experience working with hardware/software channel partners to collaborate on sales strategy.
• 5+ years of experience cultivating and closing larger sales opportunities, over $1 million in annual revenue for individual customers is preferred.
• 5+ years of experience working with State & Local Government. Experience leveraging and/or managing contract vehicles and the RFP proposal process preferred.