The posting
We are looking to hire a Managed Services Sales Executive for Delaney Computer Services, Inc., a managed IT services provider based in Mahwah, New Jersey.
This is not primarily a cold-prospecting role. We already generate a healthy number of leads, referrals, and project opportunities. The bigger need is someone who can take an existing technology opportunity and develop it into a broader, recurring managed-services relationship.
For example, a prospect may initially come to us for a networking, wireless, access control, security camera, AV, or other infrastructure project. We need someone who can look beyond the one-time project, conduct effective discovery, and identify opportunities for managed IT services, managed network services, cybersecurity, Microsoft 365 management, help desk support, backup/business continuity, and other recurring services.
The right person should be strong at consultative selling and comfortable asking questions that uncover how the client's overall technology environment is being managed. They should understand how to turn a project conversation into a long-term business relationship without forcing services that do not make sense.
Key responsibilities include managing existing sales opportunities, conducting business and technical discovery, identifying recurring-revenue opportunities, presenting managed-service solutions, coordinating with our technical team, developing proposals, following opportunities through to close, and maintaining disciplined CRM follow-up.
Requirements
Must-haves:
- Bachelor's degree
- Experience selling recurring services or long-term agreements
- Experience handling discovery, proposal development, and close cycles with minimal ramp-up
- Experience using a CRM system with disciplined follow-up
- Experience selling managed IT services / MSP services
- Experience selling managed network services
- Experience selling cybersecurity services
- Experience selling Microsoft 365 or cloud services
- Ability to understand technical concepts well enough to sell technical services credibly without being an engineer
- Experience conducting sales discovery and questioning to uncover client needs
- Experience building relationships with business owners and executives in a sales context
- Experience identifying additional client business needs beyond the initial request
- Experience selling to small through mid-sized businesses
- Ability and willingness to work a flexible schedule based on client and business needs, including occasional early mornings, evenings, and work beyond normal business hours when required to support active sales opportunities, client meetings, projects, events, or time-sensitive business matters
- Willingness to attend occasional after-hours client meetings, networking events, industry events, project walkthroughs, or other business-development activities
- Willingness to use company-issued and company-managed computers, mobile devices, applications, security controls, and communication systems for business activities
- Willingness to comply with DCS security requirements, including device management, MFA, endpoint protection, access controls, software restrictions, and other cybersecurity policies applicable to company systems
- Native-level English proficiency
- Eligible to work in the United States
Highly preferred experience:
- 5+ years of experience in B2B consultative sales
- Experience selling telecom, SaaS, or other recurring technology services
- Experience selling to municipalities
Benefits
We offer a competitive benefits package that includes:
- 401 (k) plan with company match of up to 4%
- Paid time off
- Company profit-sharing
- Company-sponsored dental and vision coverage
- Optional supplemental life, disability, and accident insurance available through payroll deduction
- Pet insurance for one eligible cat or dog
- Access to a dog-friendly office for eligible employees and approved pets
