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Business Development Executive (17-0359) in Herndon, VA at ePlus

Date Posted: 2/8/2018

Job Snapshot

Job Description

Job Purpose:

Are you up to the challenge? At ePlus, we engineer transformative technology solutions for the most visionary companies in the world. This takes imagination, relentless client service, and the tenacity to enable our clients to achieve their visions. Our partnerships with leading edge technology manufacturers—many of which look to us for their own technology infrastructure needs—keep us immersed across the broad spectrum of the IT ecosystem.

The Business Development Executive (LCM), is an integral member of the Account Sales teams focused on Life Cycle Management adoption and selling motions. As a Business Development Executive (LCM), you will qualify, drive and capture competitively held Cisco Support Services contracts to increase the overall ePlus managed install base. In addition, you will be accountable for managing the customer experience and overall satisfaction for an assigned set of ePlus customers. This customer-facing role is to ensure the ePlus offerings are driving expected customer impact, continuously driving enhanced value, and facilitating a vital link to hear our customers evolving needs.

From strategy to fulfillment to managed services, our engineering-centric solutions enable our clients to realize what it means for technology to do more.

Job Responsibilities:

  • Develop overall focused sales strategy in successful pursuit for a priority set of competitively held targets
  • Serve as a member of the Renewals Leadership Team, partnering to ensure that competitive take overs do not adversely affect ePlus’ Cisco Renewal Rate Metric
  • Drive LCM / renewals sales activities and related strategies for assigned accounts
  • Develop understanding of customer needs, strategies, operational maturity and business goals, including the industry in which they function
  • Leverage acquired knowledge to ensure ePlus enables customer success driving desired customer business outcomes through adoption of current, and expanded, set of ePlus offerings
  • Drive engagement of customer quarterly business reviews (QBRs) for assigned customers; ensure customer and ePlus resources are engaged in a productive cadence; drive operational and risk awareness; highlight opportunities for improvement & expanded engagement, where appropriate
  • Lead the measurement, reporting, and presentation, of customer impact for ePlus delivered LCM offerings to ensure mutual successful outcomes are realized
  • Build and maintain relationships including, but not limited to, key customer contacts, OEM sales and support teams, and ePlus account teams
  • Act as a customer advocate with ePlus to focus and refine offerings, as needed
  • Establish ePlus as a trusted and strategic partner within every assigned client
  • Work with sales teams to maximize account growth opportunities, including identification of upsell opportunities within existing account base
  • Assign potential upsell opportunities to the appropriate account teams for engagement

Job Knowledge/Skills:

  • Able to work independently and as part of a fast-paced, team environment
  • Possess strong people management skills with excellent communications abilities
  • Client focus and high-level customer service expertise
  • Demonstrate expertise and depth in operational services management
  • Strong development focus
  • Systems and IT literate, including Networking, Business Communications, Security, Wireless, SAN and Server Management support, etc.
  • Ability to travel to customers sites and may require air and/or train and overnight travel

Education and Experience:

  • Relevant degree and/or professional qualifications
  • ITIL v. 3 Foundations certification
  • Minimum 3 - 5 years of experience in a client-facing position
  • Strong development and delivery of quality presentations
  • Experience working with or for an IT managed services organization / company

  • Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities.
  • Please view Equal Employment Opportunity Posters provided by OFCCP here.
  • The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information.
  • Please note that your application (including any personal data contained in that application and your CV) will be transmitted to ePlus Inc. and may be processed by ePlus Inc. and its subsidiaries in the USA. For more information about how we process and protect your personal data please see our Privacy Policy at


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