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$130k–$150k/yr
Full-time
bachelor degree, postgraduate degree
Medical Insurance, Vision Insurance, Dental Insurance, Fsa Plan, Paid Time Off, 401k Retirement Savings Plan
Posted 34d ago
~40 hrs/week
Responsibilities
Drive sales and services by building relationships with SLED customers and executive decision-makers. Manage the full sales process, from developing strategic capture plans to coordinating RFP responses and internal delivery kickoffs.
Requirements
Requires 5+ years of experience in SLED sales and expertise in Physical Security, Networking, or Cybersecurity solutions. A bachelor's degree is required, with a master's degree and industry certifications preferred.
Full job description
Our New Teammate
You will be responsible for driving sales and services, by building and maintaining relationships with multiple layers of organizations from operations through key decision makers at the executive level.
You can expect to spend your time accomplishing the following:
60% of your time on Objective 1: Driving Sales Interactions with Prospects and Existing Customers
40% of your time on Objective 2: Managing the Sales Process and Internal Communication
Job Responsibilities – What to Expect
Develop a SLED business development plan targeting State and Local government and education customers across all service offerings.
Primarily focused on driving new sales with assigned existing customers and prospects, as well as greenfield opportunities in your assigned region(s).
Accountable for positioning all relevant Skyline solutions to the appropriate stakeholders at each prospect or existing customer.
Establish and “own” relationships with key buying influences.
Establish and build relationships with C-Level relationships at customers.
Balance short-term revenue wins with long-term (multi-year) engagements that create recurring revenue. Ultimate success is defined by becoming a trusted IT (Information Technology) and/or physical security partner with customers, helping them to develop, craft, and prioritize their strategic roadmap.
Ability to navigate the sale process in complex customer environments, with multiple stakeholders and multiple influencers in the buying process.
Conduct sales visits and presentations, partnering with Skyline solutions architects to position Skyline value propositions to customers and prospects.
Maintain solution expertise and consult on sales/marketing documentation. Incrementally develop the ability to play the role of the solution architect by actively figuring out how to leverage their knowledge to make initial sales encounters more compelling for prospects.
Engage relevant customers and prospects with Skyline sales campaigns.
Create opportunities to further educate and sell to customers and prospects.
Provide feedback from customers and prospects that helps to redirect or modify campaigns.
Attend conferences and events to prospect and position Skyline in the marketplace.
Work with Skyline partner management teams to ensure that meeting cadence and strong relationships with strategic partners. This includes relationships and regular cadence with your regional counterparts
Maintain a strategic capture plan for your accounts.
Develop quarterly metrics/initiatives for accounts as part of your plan
Update your strategic plans quarterly
Present performance reporting each quarter
Relative to established plans and quarterly initiatives
Relative to projected revenue
Provide any changes to subsequent quarterly initiatives
All communication relevant to contacts and accounts is recorded in the CRM.
All customer and prospect meeting content is to be populated in the CRM.
Projections are updated on a weekly basis,
Provide a rationale and the impact of changes made to existing projections by utilizing the available CRM field optimally
Work with the division lead for pricing and proposals to develop competitive and comprehensive RFP (request for proposals) responses and SOWs (statement of work).
Provide a win announcement to the sales operations manager
Populate the Sales to Delivery PowerPoint template and schedule an internal meeting to review and align deliverables and strategy as part of the internal kickoff for new sales.
Your Knowledge and Expertise
5+ years of experience working primarily with SELD (k-12 & Higher Education, State & Local Government) customers. Experience leveraging and/or managing contract vehicles and the RFP proposal process preferred.
5+ years of experience selling Physical Security, Networking, Cybersecurity and/or IT Managed Services. Experience working in aspects of the delivery process for the above solutions is preferred.
Experience working with hardware/software channel partners to collaborate on sales strategy.
5+ years of experience cultivating and closing larger sales opportunities, with over $1 million in annual revenue, for individual customers is preferred.
Bachelor’s degree in business, technology, or related field.
Master’s degree preferred.
Industry sales certifications preferred.
Benefits Included:
Medical Insurance
Vision Insurance
Dental Insurance
FSA Plan
Paid Time Off
401K Retirement Savings Plan
Training & Tuition Assistance
Disability & Life Insurance
Related keywords
SLEDK-12Higher EducationState And Local GovernmentPhysical SecurityNetworkingCybersecurityIT Managed ServicesRFPSOWCRMC-LevelCapture PlanSolution ArchitectSales CampaignsChannel Partners
Skyline Technology Solutions is a full-service IT integrator, enterprise solution provider, and product developer to transportation, education, and public safety customers in federal, state and local, and commercial spaces. Our mission is to build a more resilient and connected society.
Since our inception, we have been passionate about two things: technology and people. We wanted to create a company that could solve complex problems in the communities around us while also building our connections to our employees and customers. We invest in the community around us by treating our employees and customers the way we would want to be treated. Our technology solutions enable communities to connect in ways that improve their lives, enhance public safety, and create economic growth. We believe in investing in our community in many ways and our customer success means a better connected society for everyone.
Offices: 6956 Aviation Blvd, Glen Burnie, Maryland 21061, US · 6958 Aviation Blvd, Glen Burnie, Maryland 21061, US
Fiber Optic Locating ServicesNetwork EngineeringIntelligent Transit SolutionsNetwork SecurityWAN/LAN DesignNetwork Monitoring & Management ServicesInfrastructure EngineeringConstruction& Project ManagementVoice over IP
How much do Security & Safety jobs in Maryland pay?
Based on 3054 listings with disclosed salaries, most security & safety jobs in Maryland pay between $85k–$216k per year. Individual offers vary with seniority, company size, and specialization.
How many Security & Safety jobs are open in Maryland right now?
There are currently 4,830 open security & safety positions in Maryland listed on Clera. New openings are added daily as companies post roles.
Which companies are hiring for Security & Safety roles in Maryland?
Companies currently hiring include Northrop Grumman, Peraton, Leidos, Northrop Grumman Mission Systems, Inc., CACI International Inc, among others. Browse the listings above to see every active employer.
Are there remote or hybrid Security & Safety jobs in Maryland?
Yes — 567 of the 4830 open security & safety positions offer remote or hybrid work (124 remote, 443 hybrid).
How do I apply for Security & Safety jobs in Maryland?
Each listing links directly to the employer's application page. Apply early — fresh listings get the most recruiter attention in the first two weeks.