• Commercial Sales Executive

    Location
    US-VA-Arlington
  • About Excella

    Excella is a technology consulting firm serving commercial, non-profit, and federal clients in the Washington, DC area. Excella builds innovative custom software solutions with a strong focus on Agile engineering practices. We believe that great work leads to great things –- for our clients and our employees. We are growing fast and need passionate, innovative people who love working with technology and are ready to make an impact.

     

    Here's what you can expect from us:

     

    • We care about our employees. In fact, The Washington Post and The Washington Business Journal consistently rank us as a "Best Place to Work."
    • You'll work with great people who love what they do: our team includes published authors, certified trainers, and internationally renowned speakers.
    • We have a "bring your own device" workplace and will share the cost of a new computer of your choice -- Mac or PC. It's up to you.
    • We'll invest in your career by providing 3 days of paid professional development every year, including travel and registration fees to attend classes and conferences, in addition to tuition assistance for degrees and certifications.
    • Starting day one, every employee is bonus eligible and receives 17 days of paid vacation.
    • You can bike, drive, or metro to work -- our commute reimbursement plan has you covered.
    • We cater dinner bi-monthly, and always have healthy snacks available!
    • You'll have fun! We hold monthly social events all year long, including a summer  getaway for you and your family.

    Overview

    Excella seeks an experienced business development professional to generate new commercial and non-profit opportunities in the DC area.  As the BD Manager, you will source and pursue leads within one or more of Excella’s growing commercial and non-profit industries. You will lead the identification and pursuit of new opportunities that will leverage the firm’s existing Information Technology service offerings, concluding with successful award, contract negotiation, and hand-off to Excella’s project teams for implementation. 

     

    Well networked winners…This is the job for you!!

     

    The most critical skills for your success are:

    • Functional familiarity within one or more Excella commercial and/or non-profit industries and primary service offerings
    • Ability to shape opportunities and project approach to deliver value and impact
    • Excellent communication skills to enable deep engagement with potential customers and internal staff
    • Ability to establish trusted relationships with target client organizations and executives
    • Ability to leverage your personal network to generate new opportunities

    Responsibilities

     Successfully convert new business which involves:

    • Identifying and qualifying pursuit targets for new work based on corporate/industry direction
    • Creating and executing capture plans, including pursuing purchase vehicles or vendor lists to enable business development
    • Maturing each opportunity to a purchase order or other material artifact within the period of performance

     

    Additional responsibilities:

    • Follow business development best practices
    • Close new business deals by coordinating requirements; develop and negotiate contracts; integrate contract requirements with business operations
    • Track individual progress and provide weekly reporting against target
    • Represent Excella at industry and community events
    • Develop partner relationships that will assist in developing new business

    Qualifications

    • 5+ years within an IT consulting firm (Management or IT sales role)
    • Experience selling IT solutions to commercial and/or non-profit clients
    • Track record (3+ years) in significant new client acquisition and negotiation of client agreements
    • Track record of strong executive relationship development
    • Track record of proposal management/development
    • Proven experience with professional services pricing

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