Carousel Industries

  • Managed Services Solution Specialist

    Posted Date 4 months ago(4/6/2018 11:25 AM)
    ID
    2018-2333
    # of Openings
    2
    Job Location
    US-NJ-Flemington
  • Company Overview

    Carousel Industries is one of the fastest growing IT companies in the US, poised for explosive growth. As a premier IT services firm, we offer an extensive portfolio of services and technologies that span the following areas: unified communications and collaboration, networking, data center, security, and cloud-based solutions. Through our partnerships with leading technology vendors—like Cisco, Avaya, Microsoft, HPE, and Fortinet, for example—Carousel offers innovative IT leadership, consultative, professional, and managed services to help our clients drive transformation within their organization.  Founded in 1992, Carousel serves more than 6,000 customers, including 35 of the Fortune 100. Carousel has been recognized by multiple publications and industry consortiums as a top technology integrator and managed services and cloud solution provider–including the Inc. 500/5000, Healthcare Informatics 100, and CRN MSP Elite 150. Headquartered in Exeter, RI, Carousel has more than 1,400 employees based in 27 offices–with three Network Operating Centers nationwide.

    We are searching for those who are fueled by an inner drive to make a difference and to push their professional and technical capabilities to the next level. If you are someone who wants to become the “go to person” or the “subject matter expert” in your field, then Carousel is the place for you. Ask Carousel employees what makes them stick around for five, 10, or 20 years, and they’ll tell you it’s the brilliant people with whom they collaborate and the opportunities for personal and professional growth.

    In addition to gaining a quantum leap in your technical IQ, Carousel is a fun place with a work hard / play hard mentality and an inspiring culture. Whether it’s assembling a team to compete in the next Tough Mudder or enjoying a summertime BBQ, Carousel employees consider their peers as family. To learn about our team and how you can be part of the Carousel family, find us at www.carouselindustries.com, Facebook, Twitter, and LinkedIn.

     

     

    Responsibilities

    Position Summary:

    The Managed Services Solution Specialist must become an expert in the field of outsourcing, managed services, and IT operations. The Managed Services Solution Specialist works with our account executives building a strategic “Go-To-Market plan” targeting existing accounts to introduce our robust offering, identifying renewal contracts for upsell opportunities, and qualifying net new opportunities for managed services sales. This role requires direct interaction with our clients to fully understand their pain points, challenges, requirements, and basic needs. This role is responsible for driving revenue and revenue growth within their assigned regions.

    The Managed Services Solution Specialist plays a pivotal role within Carousel by serving as a liaison between our Sales, Engineering and Administration teams, and our clients. With a focus on providing a high level of support to both internal and external customers.

    Essential Duties and Responsibilities:

    • Achieve assigned annual, quarterly, and monthly managed services quota by enabling the sales process within our organization. MUST strategically focus on Net New Opportunities, expanding into existing accounts, and managing a rich contract renewal process.
    • Conduct monthly strategic planning sessions with assign account executes and their regional directors to identify new opportunities, target account list, and contract renewal opportunities. This strategy will focus on growing our managed service revenues.
    • Architect, build, and present managed services solutions for our clients including but not limited to the collection of asset inventory, using the pricing tool to build a cost model, creating a sales proposal, delivering high-level presentations to clients, in a timely manner, and developing detailed Statement of Services.
    • Manage the managed services sales pipeline ensuring that each assigned opportunity is moving through all phase of the sales process. Ensuring the opportunity is being qualified and quantified accurately while driving to closure. In addition, reporting of wins, losses, and the overall status of the Managed Services pipeline to senior level executives is a mandatory requirement.
    • Must spend extensive time in the field working with clients, account executives, and regional directors. The Managed Services Solution Specialist is expected to maintain a minimum of two (2) client visits per week with at least ten (10) meaningful client touch points per week. Reporting meaningful activity is a daily and weekly requirement.
    • Cultivate relationships that include C-Level leaders (CIOs, IT Directors, etc.) and business counterparts to ensure growth of the client relationships.
    • Keep current and informed of the industry service contract standards, contract coverage limits, processes and procedures to assist with ongoing improvements in Service Contract offerings.
    • Create and maintain Strategic Top Account Target (5) to Drive Managed Services.

    Required Competencies:

     Relationship Building

    Able to deal effectively with people to get work accomplished; adjust own interpersonal approach to fit the interpersonal style and needs of others; recognize the impact of one’s behavior on others; utilizes technical, business, and executive contacts to meet job responsibilities; network to reach specific influential people.

    Technical and Functional Expertise

    Service Delivery:

    Able to demonstrate mastery of the technical/functional skills necessary for performing own job (ITIL certified a plus); maintain state-of-the-art knowledge of the advances in the field; regularly publish or present on leading-edge issues; conduct leading-edge research or similar work that has an organization-wide impact; play a key role in advancements in profession.

     

    Carousel Product Portfolio:

    Strong understanding of technology areas including but not limited to data networking, information security, data center, collaboration (Unified Communications, Contact Center, Video and Audio/Visual), with working knowledge of Cisco, Avaya and Fortinet portfolios.

     

    Client Focus

    Able to build strong relationships with internal and external clients; identify unexpressed client needs and potential services to meet those needs; independently anticipate and meet client needs; prioritize work in alignment with the needs of the client; use client knowledge and feedback to improve own work results.

    Learning Predisposition

    Able to learn from successes and failures and change behavior accordingly; pursue learning opportunities even when outside own comfort zone; looks for ways to build challenge and add value in the current assignment; stay abreast of new technologies and discoveries that impact own work; identify and enroll in classes to continue own education.

    Problem Solving and Analysis

    Able to gather appropriate data and diagnose the cause of a problem before taking action; separate causes from symptoms; apply lessons learned from others who encountered similar problems or challenges; anticipate problems and develop contingency plans to deal with them; develop and evaluate an alternative course of action.

    Business Acumen

    Able to do own work in accordance with the organization’s value proposition; understands how own actions impact profit margins; consider cost, revenue potential, and other factors in making decisions; constantly monitor trends and the competition relevant to own work.

    Success Factors:

    First 30 days

    1. Must be able to demonstrate knowledge of Carousel and our Managed Service offering by delivering the corporate pitch deck and the managed services overview deck to members of Carousel’s senior executive team.
    2. Must creating a formal solution based on real client data, and present to the managed service leadership team. This must include Pricing, Proposal, and a SOS presentation.
    3. Must develop a thought leader presentation or equivalent on an advance managed services topic such as SOC, Automation, Event Correlation, SLA Management, Patch and Release Management, Service Delivery Management, Lead Support Engineer, or Service Requests.
    4. Must spend three days interning in the Managed Service Network Operation Center.

     

    First 60 Days

    1. Must establish a minimum of six (6) managed services sales engagements to introduce offering, conduct an Managed Services discovery, or present a Managed Services solution.
    2. Must established a 1-2-1 connection with each Account Executive and Regional Sales Manager within assigned territory.
    3. Must develop and maintain an on-going Strategic Top Account Target (5) list.

     

    First 90 Days

    1. Must establish a minimum of ten (10) managed services sales engagements to introduce offering, conduct a Managed Services discovery, or present a Managed Services solution.
    2. Must work with the Director’s on their TOP 50 accounts per region and develop a strategic plan. This will require a discussion around heat maps for these accounts and fully understand strategic value.
    3. Must develop regional strategic “Go-To Market” Plan and present to the Chief Managed Services Officer.

     

    On-going

    1. Must establish a minimum of ten (10) managed services sales engagements monthly to introduce offering, conduct an Managed Services discovery, or present a Managed Services solution.
    2. Candidate must be able to deliver training to the regional sales teams to keep the Managed Services agenda at the forefront.
    3. Must create qualified Managed Services opportunity equal to a minimum of three (3) times assigned Managed Services Quota.

    Qualifications

    • BS/BA Degree or equivalent combination of education and experience.
    • Previous work experience in communications and/or technology industries preferred.
    • Sales/Direct Customer Facing Experience preferred.
    • Excellent Presentation Skills
    • Excellent verbal and written communication skills.
    • Strong organizational and time management skills.
    • Strong working knowledge of Microsoft Office Suite (Excel, Outlook, Word, etc.), CRM program preferred.
    • Ability to manage multiple projects with competing priorities and deadlines.
    • Strong troubleshooting skills and technology savvy with strong PC knowledge.

    Carousel Industries is an Equal Opportunity Employer:  Carousel provides equal employment opportunity to all employees and applicants for employment free from unlawful discrimination based on race, color, religion, gender, age, national origin, disability, veteran status, marital status, sexual orientation or any other status or condition protected by local, state or federal law.

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