The Role
Drive new business and manage the full sales cycle for Managed Service agreements through prospecting, cold calling, needs analysis, proposals, presentations, and CRM/Salesforce pipeline management while collaborating with internal technical teams to meet quotas and ensure customer satisfaction.
Summary Generated by Built In
Applied Innovation is hiring an IT Sales Consultant to join our growing sales team in our South Bend office. Our IT Solutions Consultants earn a competitive base salary, exceptional variable compensation opportunities, and benefit plans. Our newly hired sales representatives undergo comprehensive training tailored specifically to effectively market and sell IT services, ensuring they possess the expertise needed to excel in their roles. We are looking for individuals that are coachable, persistent, intelligent, and looking to build a career in technology sales, at a company that has an outstanding culture.
IT Sales Consultants are tasked with driving business development, acquiring new accounts, meeting sales objectives, and guaranteeing exceptional customer satisfaction in their initial engagements with Applied Innovation. Additionally, they play a vital role in nurturing and managing internal relationships with fellow sales representatives and technical support resources, fostering effective collaboration is essential for success.
Key components essential for success in this role include, but are not limited to: diligent prospecting, empowering additional sources to aid in lead generation, conducting a structured sales process to uncover all potential variables influencing a sale, crafting compelling proposals, and delivering impactful solution presentations to successfully seize sales opportunities.
Duties and Responsibilities
- Meet company sales quotas for new Applied Innovation Managed Service agreements.
- Execute sales strategy by identifying customer needs and selling the appropriate hardware and services.
- Develop business through multiple marketing and sales techniques including but not limited to cold calling, empowering various lead generation sources, conducting in person meetings, and partnering with vendors or manufacturers.
- Ensuring diligent CRM / Salesforce hygiene, daily. Including:
- Updated activities, opportunities, leads, and sales processes.
- Attend weekly 1 on 1 meetings with Sales Manager.
- Resolve critical issues with any client relationships.
- Participate in ongoing strategy meetings.
- Attend Applied Innovation sponsored industry or educational events.
- Keep up to date on industry related news and technology.
- Develop relationships with clients and prospects that are candidates to consume our services.
- Maintain technology and selling skills as industry changes
- Attend all necessary company sponsored or third party sponsored training events
- Perform Needs analysis, sales discoveries, validations, and presentations for new prospects.
- Design and create proposals, presentations, and necessary agreements for prospects and clients with other internal resources, using Applied Innovation’s selling models as a guide.
- Develop and maintain solid business relationships with the various decision-makers and influencers at all levels at each target account.
- Own/Quarterback the sales process from start to finish.
Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.
- Comfortable with public speaking and delivering presentations on Applied Innovation products and services.
- Strong interpersonal skills, including phone & in person communication, active listening, and customer care.
- Maintains an active pipeline of new prospects.
- Proficient in tele-marketing, cold calling in person, and email outreach to drive new business.
- Capable of fostering robust working relationships with internal sales teams and other sales representatives.
- Skilled at collaborating with both internal and external sales partners to develop solutions.
- Adaptable multitasker with the ability to swiftly adjust to changes.
- Demonstrates technical awareness, effectively matching resources to technical issues.
- Self-motivated with a proven ability to thrive in a fast-paced, ever-changing environment.
- Committed to staying up to date with industry trends/changes.
- Effectively utilize our CRM to manage all sales pipelines and activities.
Education and Certifications Qualifications:
- High school diploma or equivalent.
- College graduate, preferred.
- 3+ years of business-to-business sales experience required
- Valid driver’s license and a good driving record (no DUI’s in the past 5 years).
Applied Innovation offers a full benefit program that includes medical, dental, life insurance, disability, and a 401(k) with a company match.
Skills Required
- 3+ years of business-to-business sales experience
- High school diploma or equivalent
- College graduate
- Valid driver's license and a good driving record (no DUIs in past 5 years)
- Comfortable with public speaking and delivering presentations
- Strong interpersonal skills including phone and in-person communication, active listening, and customer care
- Proficient in tele-marketing, cold calling, and email outreach to drive new business
- Maintains an active pipeline of new prospects
- Proficient with CRM usage and daily Salesforce hygiene
- Self-motivated, adaptable multitasker able to work in a fast-paced environment
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The Company
What We Do
Applied Innovation is a family‑owned business technology provider (founded 1987) that delivers managed IT, imaging/print, automation, document workflow and security solutions. With a 500+ team across Michigan, Indiana, Ohio and Florida, the company partners with best‑in‑class vendors to simplify technology, modernize processes (including RPA and document automation), strengthen security, and help organizations run smarter, faster, and more securely for healthcare, manufacturing and other business customers.
