Senior Sales Executive - Cloud Managed Services

JOB SUMMARY The Business Development Manager role is responsible for all phases of the sales cycle including prospecting, qualifying, consultative selling, and closing new business. This role leads a prospect through our sales process and uses a consultative sales approach to solve client problems by demonstrating how our strategy and approach will meet their business needs. The main purpose of this position is to generate and close sales opportunities for Arctic IT’s Cloud Managed Services and Security offering, ArcticCare 365, built on Microsoft 365 technology. This includes contributing to the overall business development growth strategy (including the sales and marketing strategy) to further Arctic IT’s business revenue, profitability, brand recognition, and growth within the Alaska Market. This role will be directly responsible for understanding the ArcticCare competition, bringing growth ideas to the business, and connecting with and listening to key Clients. In addition, this is expected to be in front of existing and prospective clients building relationships and understanding their needs to help make recommendations for the business unit.

ESSENTIAL FUNCTIONS

• Develop relationships and new Leads and Opportunities within the markets that Arctic IT serves.
• Own and maintain relationships with prospects and clients and respond to sales opportunities in a timely manner.
• Represent Arctic IT at industry events such as webinars, roundtables, speaking forums, and trade shows when necessary.
• Contributes to the ArcticCare Go to Market Strategy, specifically focused on the AK market.
• Identify, develop, and lead a prospect through Arctic IT’s sales process and close new sales opportunities to add net new clients to our portfolio.
• Prospect for new accounts in assigned territory.
• Participate in RFP/RFQ response teams with an emphasis on developing winning proposals.
• Complete standard process for managing leads and opportunities in Microsoft Dynamics 365 for Sales (CRM) and ensures all data is accurate, timely, and complete.
• Defines sales plans that align with the defined strategy/objectives within the AK market.
• Accountable for building own pipeline of Leads through standard sales techniques such as cold calling, attending networking events, and evangelizing Arctic IT’s offerings through all media including social media, webinars, tribal events, and email campaigns.
• Attain and exceed assigned quota through new account acquisition.
• Gather requirements and expectations from prospects and work in partnership with the internal team resources to recommend specific products, services, or solutions to prepare opportunities for proposal.
• Coordinate with company executives and sales & marketing professionals to review current market trends to propose new business ideas that can improve revenue margins within the assigned territory.
• Remain knowledgeable on all services provided and applications implemented by Arctic IT including pricing structures, integration capabilities, core application functionality, teaming partnerships, and vertical-specific functionality.
• Identify potential opportunities available through RFP/RFQ solicitations using various bid sites, and connections with selection firms and vendors.
• Strong understanding of company products or services as well as business position and competition to keep business competitive.
• Collaborate with Marketing to build and execute campaigns that attract quality leads, resulting in increased brand awareness and pipeline growth.
• Other duties as assigned.
• Participate in demonstrations of software solutions to prospects to achieve alignment on the scope of work definition and further develop the opportunity to proposal.
• Present new opportunities at weekly internal Opportunity Reviews to get proposal resources assigned to respond to RFPs or prepare Statements of Work, and then, subsequently, participate actively in the standard processes to ensure the response is delivered effectively.
• Resolve escalated client situations within the local market as needed.
• Lead presentations to prospects that clearly articulate the value that ArcticCare will bring to solve each specific client’s needs.

QUALIFICATIONS

• Well-organized and extremely effective at managing time and calendar.
• Strong understanding of the AK market, including IT Managed Services competition.
• Applicants subject to background checks, drug testing, and government security investigations and must meet eligibility requirements related to the clearance process.
• Proven experience in closing business for IT Managed Services sales as an Account Executive or Sales Representative.
• Experience tracking sales leads and opportunities in CRM systems specifically Dynamics 365 for Sales.
• Valid driver’s license, insurance, and reliable personal vehicle.
• Bachelor’s Degree in Business, Technology, or related discipline
• Minimum 4 years of experience selling IT Managed Services or related services.
• Excellent communication and presentation skills with the ability to build relationships.

WORKING ENVIRONMENT The majority of work for this role is performed in a home office and interacts with a wide variety of people with differing functions, personalities, and abilities. Telecommuters are expected to have sufficient home office space that appears neat, organized, and professional when attending video meetings. Travel is required and varies around 50%.

REASONABLE ACCOMMODATION It is Arctic Information Technology, Inc.’s business philosophy and practice to provide reasonable accommodations, according to applicable state and federal laws, to all qualified individuals with physical or mental disabilities.

PREFERENCE STATEMENT Arctic Information Technology, Inc. grants preference to qualified Doyon Shareholders first, and second to qualified shareholders of other Alaska Native corporations that grant a similar preference in all phases of employment and training, which include, but are not limited to hiring, promotion, layoff, transfer, and training.

PAY TRANSPARENCY STATEMENT Arctic Information Technology will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant.  However, employees who have access to the compensation information of the other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consent with the contractor’s legal  duty to furnish information.

Arctic Information Technology Inc. is a Federal Contractor and complies with the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA).

Arctic Information Technology, Inc. is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity or national origin, disability, veteran status, and other protected characteristics. The EEO is the Law and the poster is available at http//www1.eeoc.gov/employers/upload/eeoc_self_print_poster.pdf. For questions on the job posting contact (253) 344-5300.

Doyon Utilities provides excellent career opportunities for motivated individuals. As the primary utility provider for the U.S. Military in Alaska, we offer stability and opportunity even in uncertain times. If you want to be a part of a work family that values professionalism, dedication, collaboration and innovation, we're the right company for you. Full health care coverage, a generous 401(k), and a month of annual paid time off are some of our amazing Company benefits. Our Company culture will make you feel right at home.

A Brief Overview

Assist Utility Fitters with a variety of skilled utility maintenance and repair duties associated with a water distribution system, wastewater collection system and a heat distribution system.

Pay

$24.95/hour

What You Will Do

• Maintain the grounds surrounding utility property to include lawn maintenance, refuse collection, and snow removal.
• Assist Utility Fitters with the maintenance and operation of the wastewater collection system (i.e. to include flushing, thawing or unblocking when necessary as well as corrective and preventative maintenance).
• Custodial and maintenance duties for fleet vehicles and equipment. (i.e., washing and cleaning of vehicles and equipment
• Perform duties as fire and confined space watch for Utility Fitters working in such areas. Working in confined spaces may be required when assisting utility fitters with operational and maintenance activities.
• Assist Utility Fitters with water system operation and preventive and corrective maintenance activities (i.e., hydrant flushing, flow testing, confidence testing, & leak repair).

Conditions of Employment

• Must be eligible to work on a military installation in Alaska. Eligibility to work on a military installation includes compliance with Department of Defense mandates with respect to employee background and health directives.
• Must have a valid driver's license issued by the State of Alaska.
• Must pass a pre-employment drug test, random drug test thereafter in accordance with the published policy of Doyon Utilities.

Qualifications

• 2 years in an environment that operates machinery, uses hand tools and mechanical fittings. Preferred
• Confined space training that will be provided by employer. Training will allow incumbent to perform “entry attendant” duties for employees working within the utilidor system.
• Career minded and committed to furthering their knowledge about utility operations and maintenance.
• Commitment to working in a safe manner and ability to understand and adhere to utility safety policies.
• High School Diploma or equivalent Required
• Vocational program related to the industry. Preferred
• Hands on knowledge about machines, installation and use of tools and mechanical fittings.

Reasonable Accommodation

Doyon Utilities will provide reasonable accommodations, according to applicable state and federal laws, to all qualified individuals with physical or mental disabilities. Accommodation requests should be made, in writing to the Human Resources Department.

EEO

We are an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity or national origin, disability, veteran status, and other protected characteristics. The EEO Know Your Rights poster is available at Know Your Rights (eeoc.gov) For questions on the job posting contact 907-455-1500.

Physical Demands

The physical requirements described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

• Handling - Constantly
• Crawling - Frequently
• Hearing - Frequently
• Carrying - Constantly
• Pulling - Constantly
• Repetitive Motions - Constantly
• Standing - Constantly
• Crouching - Constantly
• Climbing - Constantly
• Lifting - Constantly (50 lbs.)
• Eye/Hand/Foot Coordination - Constantly
• Feeling - Constantly
• Grasping - Constantly
• Reaching - Constantly
• Kneeling - Constantly
• Stooping - Constantly
• Walking - Constantly
• Balancing - Constantly
• Sitting -
• Talking - Frequently
• Pushing - Constantly

Working Conditions

• Humidity - Occasionally
• Temperature Change - Occasionally
• Hazards - Frequently
• Extreme heat - Frequently
• Noise - Frequently
• Vibration - Frequently
• Atmospheric Conditions - Occasionally
• Extreme cold - Frequently
• Wet - Occasionally

Physical And Environmental Requirements

Combination This job operates in a mix between an office environment and field environment. The employee will be required to work both indoors and outdoors while conducting work related activities for various Doyon Utilities projects and operation and maintenance functions in Alaska. Employee may be exposed to heat, cold and frequent changes in t temperatures. Work often will be damp, dusty, dirty, windy, or in snow.

Doyon Utilities is committed to delivering safe and resilient utility services with an emphasis on reliability and efficiency. Our employees are committed professionals in their fields and passionate about what they do and the customers they serve the United States Military. Inherent in our mission is modernizing facilities; employing best utility practices that reflect leading industry standards; and operating as vigilant stewards of the environment while ensuring the health and safety of our workforce and our customers.

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