IT Sales Consultant - Legal Vertical at All Covered

Rolling Meadows, IL

About the Job

Job Title: IT Sales Consultant - Legal Vertical
Area of Interest: Managed IT Services
Department: 961910 - All Covered - KM Cost Center
City: Rolling Meadows
State: Illinois
Job Description: All Covered, IT Services Division of Konica Minolta Business Solutions (KMBS), is the leading national IT services company serving SMB to enterprise markets. Offering a wide variety of career opportunities, All Covered is an excellent choice for motivated IT professionals interested in a stimulating and progressive work environment.
With over 1,000 employees across the U.S. and Canada, All Covered has a highly skilled team of professionals focusing on superior quality service delivery to our customers. We offer hands-on technical training on the most relevant technologies in the industry and career path advancement in all levels of the company.

Please join us in our exciting growth and pursue a rewarding career with All Covered!

The Legal Vertical IT Services Consultant (ITSC) role is market/regional-based sales and business development position. An ITSC may cover a single large market, or multiple smaller markets within the region. The primary responsibilities of the role are to help grow All Covered Legal Vertical sales through Consulting, presenting and closing:
1. Recurring professional, managed and cloud service solutions or All Covered Care (ACC) to Law Firms and Corporate Legal Departments
2. Strategic and complex IT project and procurement opportunities to prospects and existing clients.

These sales are consultative to our prospects and clients and collaborative internally. ITSC’s rely on operations, delivery, relationship management, executive and other sales resources throughout various stages of an opportunity’s progression.

ITSC’s will work closely with the local Konica Minolta Business Solutions sales team and their clients to cross-sell our services for the mutual benefit of each division as well as penetrating new prospects with our Legal Vertical Services in addition to the Horizontal services All Covered has been known for.

Additionally, ITSC’s develop their territories through business development initiatives and networking activities such as trade shows, key legal vertical association memberships, etc. as well as, soliciting references from existing All Covered clients.

Duties and Essential Job Functions:
• Apply an in-depth understanding of All Covered services, programs, and sales methodology to address complex and strategic ACC, project and procurement opportunities -both horizontally and vertically.
• Work with regional engineering project resources, regional relationship management resources, sales and management resources, and national vertical subject matter experts to achieve and exceed quota.
• Provide thorough and accurate insight into the financial results and forecast of sales of strategic and complex ACC, project and procurement services.
• With support from marketing & channel strategy resources, present special programs to prospects and All Covered Care clients.
• Work with the local KMBS legal vertical teams to cross-sell IT Services and legal vertical solutions to their client and prospect base.
• Develop a thorough understanding of how All Covered services create value for clients, within the legal vertical market in addition to the world class All Covered horizontal services.
• Develop a thorough understanding of technology services and trends, both horizontally and vertically.

Key Performance Metrics:
• Sales Activities
• Managed Services Quota Attainment
• Project Services Quota Attainment
• Project Procurement Quota Attainment
• Vertical Market Penetration
• Client Acquisition
• Client Retention
• Increased knowledge of Legal Vertical Solutions

Internal/External Contacts:
Daily interaction with team members and a variety of clients. The ITSC works closely with the Vice President, Relationship Managers, Manager of Strategic Solutions and Solutions Architects to create and sell appropriate solutions to prospects.
Qualifications: REQUIREMENTS:
  • 3-5 years of experience in the Managed IT Services, or IT Services industry.
  • 3+ years of experience Legal IT Products and Services.
  • 4-year college degree or equivalent industry experience.
  • Sales/business development experience, with a record of meeting and exceeding quota.
  • Fully capable and confident delivering All Covered solutions to C-Level staff, Managing Partners, and Legal Administrators.
  • Working familiarity with local Association of Legal Administrators (ALA) is a plus.
  • High level of financial acumen, in order to have “business discussions with business people.”
  • Strong communication, presentation, listening skills.
  • Ability to effectively deliver difficult messages while emphasizing positive, future-oriented perspectives.
  • Technical aptitude, with the ability to appropriately apply technical service base to individual customer needs.
  • Highly adaptable to changes in business direction, services, and needs from a prospect, client and All Covered perspective.
  • Possess the ability to influence vs. control others.
  • Successful track record of sales and relationship management with notable accomplishments.
  • Strong analytical and strategic thinking skills.
  • Ability to coordinate multiple sales activities.
  • Exceptional interpersonal, oral and written communication skills.
  • Exception planning, organization and time management skills; self-starter.
  • High level of professionalism and integrity; good judgment.
  • Good negotiating skills.
  • Superior work ethic and high energy level.
  • Ability to work with all levels of the organization.
  • Computer skills (including Word, Excel, SalesForce contact management).

    Konica Minolta offers:
  • Competitive compensation program
  • Outstanding benefits package (including medical, dental, life insurance)
  • 401(k) plan with matching company contribution
  • Excellent holiday/vacation plans.
  • Tuition reimbursement.
  • Employee Referral Bonus Program.
  • Ongoing training opportunities.
  • Visible, exciting work supporting the sales of cutting edge technology and workflow solutions.

    Konica Minolta is an equal opportunity and affirmative action employer. We consider all qualified applicants for employment without regard to race, color, religion, creed, national origin, sex, pregnancy, age, sexual orientation, transgender status, gender identity, disability, alienage or citizenship status, marital status or partnership status, genetic information, veteran status or any other characteristic protected under applicable law.
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