Solutions Sales Director

ISI Telemanagement Solutions, Inc. (ISI), a market-leading Telemanagement Software, Services and Consulting organization is currently seeking a Solutions Sales Director to join our team. ISI offers CDR – Call Detail Reporting and TEM - Telecom Expense Management - software and consulting services that help our customers and clients manage their costs, improve productivity and increase revenue.

ISI's products are used by law firms, accounting firms, universities and other higher education facilities, hospitality properties, government agencies, medical facilities, as well as thousands of commercial companies.

Summary of Responsibilities:

ISI Telemanagement Solutions, Inc. is expanding and growing our sales team with multiple positions available focusing on new direct customer accounts as well as managing our current large customer accounts! We are seeking sales professionals who are hunters who have been successful at high-activity driven inside sales. If you are a proactive, enthusiastic & energetic sales driver, our team at ISI would be the PERFECT fit for you!

The Solutions Sales Director will be responsible for establishing new direct customer accounts and managing current large customer accounts to achieve the Company’s goals for profitable sales of its products and services (primarily related to wire line and wireless Call Accounting, Call/Video Recording, and Telecom Expense Management, including telecom audits). The successful candidate must have significant recent telecom B2B sales experience (with a database of current C-level and executive contacts) in one or more of the following vertical markets:

• Professional Services (Law Firms, Accounting Firms, Consulting Firms)
• Healthcare (Hospitals, Home Healthcare, Nursing Homes)
• Financial Services (Banks, Insurance Companies, Trading Companies)
• Retail (Regional/National Retail Chains)
• SLED (State/Local Government & Education

Essential Duties/Responsibilities:

1. Participates in developing and implementing national strategic sales and marketing plans to achieve corporate goals
2. Develops direct sales leads and create opportunities with companies in assigned vertical market(s)
3. Manages significant current ISI customer accounts in assigned vertical market(s)
4. Directs sales forecasting activities and sets performance goals accordingly
5. Participates with the marketing and other sales personnel to identify customer /prospects’ product and services needs and related pricing
6. Joins national, regional and/or local organizations related to assigned vertical market(s) to increase ISI’s participation and presence within those vertical market(s)
7. Maintains up-to-date knowledge on trends in assigned vertical market(s) by subscribing to trade publications and participating in industry events in those vertical market(s)
8. Attends conferences and trade shows related to assigned vertical market(s)
9. Establishes speaking opportunities for ISI at conferences and trade shows
10. Develops webinars and marketing campaigns with Marketing for ISI to deliver to current/potential direct customers and partners in assigned vertical market(s)
11. Delivers sales presentations to key prospects/ direct clients in assigned vertical market(s)
12. Meets with key customers, and assists other sales representatives with maintaining relationships and negotiating and closing deals, in assigned vertical market(s)
13. Analyzes and controls expenditures to conform to budgetary requirements
14. Prepares and reviews periodic sales activity reports and utilizes CRM and sales management software to track sales pipeline and activity
15. Develops a full understanding of the Call Accounting, TEM and Call/Video Recording Markets and evaluates the activities of the competition

Competencies:

• Design - Generates creative solutions; Demonstrates attention to detail.
• Problem Solving - Gathers and analyzes information skillfully.
• Technical Skills - Strives to continuously build knowledge and skills within the technology industry, especially telecom, by taking courses and reading books to stay current.
• Sales Skills – Has strong prospecting and consultative selling skills; Knows how to “solution sell” based on the needs of the prospective customer; Has significant experience selling both on-premise software and hosted managed services; Experienced with using social media tools (such as LinkedIn) to prospect for business; Has inner drive to succeed and is competitive; Strives to continuously build personal and teams’ sales skills through taking classes and reading books focused on selling skills; Enjoys working as a team with Sales Support (and other departmental personnel) throughout the sales process.
• Vertical Market Skills – Strives to maintain current knowledge about the technology needs of vertical market(s) through reading industry journals, attending seminars and trade shows; Has database of current contacts within the assigned vertical market(s) who are prospective customers and/or referral sources.
• Customer Service - Responds promptly to internal and external customer needs; Solicits customer feedback to improve service; Requests references, testimonials/case studies, and referrals from existing customers; Responds promptly to requests for service and assistance.
• Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Demonstrates group presentation skills.
• Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Self -driven to meet sales metrics; Plans for additional resources; Sets goals and objectives; Develops realistic action plans.
• Dependability - Follows company policies; Responds to management direction; Keeps commitments.
• Initiative - Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.
• Innovation - Displays original thinking and creativity; Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative approaches and ideas; Presents ideas and information in a manner that gets others' attention.

Education and Minimum Experience Required:

1. Bachelor's degree (B. A.) from a four-year college or university.
2. 10+ years recent experience with selling software (onsite and hosted) and related support services directly to end-user companies.
3. 5+ years’ recent consultative sales and training experience in vertical markets to C-level decision-makers within end-user companies.
4. 5+ years’ recent experience in the telecom industry.
5. Has achieved personal and team sales goals most of these years as demonstrated by qualifying for the equivalent of Presidents’ Club.
6. Is currently affiliated with trade associations and organizations within assigned vertical market(s).

Candidate must live within a 45-minute commuting distance of the Company’s Schaumburg, IL office.

Skill Requirements:

• Excellent verbal and written communication skills are a must in order to effectively create reports, business correspondence and Powerpoint presentations, and present information and respond to questions from groups of managers, customers, prospects and the general public
• Proven analytical, problem-solving and interpersonal skills with the ability to identify and communicate customer needs
• Excellent organizational, planning and prioritization skills
• Strong client orientation and the ability to build rapport with potential customers
• Strong presentation skills required with the ability to influence and persuade others to achieve desired outcomes
• Committed to continuing education and training in pursuit of personal and professional growth
• Experience with MS Office (Word, Excel, Powerpoint, Outlook, Access) and WebEx
• Experience using CRM and Sales Management Software and ability to prepare, read, analyze and interpret periodic sales reports
• Ability to schedule and attend local appointments
• Ability to travel, as needed, to client/prospect meetings, trade shows or association meetings
• Ability to work flexible hours as needed

Expected Performance Outputs

• Meet and/or exceed monthly and annual Personal Sales goals
• Train other sales representatives to identify and sell ISI products and services within one or more vertical markets
• Team with other sales directors and Sales Support during sales process
• Successful candidate must have recent earning history in excess of $100,000 in base salary plus incentives/commissions

Compensation and Benefits:

Salary plus commission compensation structure, commensurate with experience. Our working environment encourages employees to excel! We believe in rewarding our staff for exceptional work.

Qualified candidates should forward their resume to:

ISI Telemanagement Solutions
Human Resources
hr@isi-info.com
1051 Perimeter Dr. Suite 200
Schaumburg IL 60173
FAX: 847-995-0003