Note: The job is a remote job and is open to candidates in USA. Vaco by Highspring is recruiting for a commercial IT business development role with an IT services organization. The position focuses on generating new business, building and managing a sales pipeline, engaging executive-level decision makers, managing the full sales cycle, and growing existing client accounts.
Responsibilities
- Build and maintain a robust pipeline of qualified commercial prospects
- Identify target accounts, decision makers, and opportunities within the commercial IT marketplace
- Generate your own pipeline through cold calling, email outreach, LinkedIn, networking, referrals, and other creative prospecting strategies
- Research prospective organizations to understand their business, technology environment, and potential needs
- Develop and execute strategic sales plans designed to generate measurable revenue growth
- Take ownership of your pipeline and consistently identify new opportunities to pursue
- Engage with executives, IT leaders, procurement professionals, operations leaders, and other key stakeholders
- Ask thoughtful questions to uncover the customer's underlying business challenges-not simply the solution they initially request
- Develop a clear understanding of customer needs and recommend solutions that create measurable value and ROI
- Establish credibility and trust through a consultative sales approach
- Navigate organizations effectively and demonstrate the ability to reach and influence key decision makers
- Own the sales process from initial prospecting and discovery through proposal, negotiation, and close
- Develop compelling proposals, presentations, and commercial offers
- Navigate RFP, SOW, and proposal processes
- Negotiate pricing, terms, and contract conditions
- Collaborate with internal teams throughout the evaluation and closing process
- Consistently work toward and exceed established revenue and sales goals
- Develop and maintain long-term relationships with commercial clients
- Identify opportunities for upselling, cross-selling, and expanding existing accounts
- Partner with internal operations teams to ensure a smooth transition following a sale
- Monitor account health and proactively address client concerns
- Bring new business into the organization while continuing to grow and strengthen existing relationships
- Maintain accurate pipeline and customer information within Salesforce
- Provide regular sales forecasts and pipeline updates
- Accurately assess which opportunities are likely to close and when
- Track win/loss activity and competitive intelligence
- Establish personal activity and revenue goals and take ownership of achieving them
Skills
- • 3-5+ years of B2B sales experience within IT services, technology solutions, cybersecurity, staff augmentation, professional services, or a related industry
- • Proven experience selling IT services or technology solutions
- • Demonstrated history of exceeding sales goals and generating measurable revenue growth
- • Strong prospecting and cold outreach experience
- • Ability to independently generate and manage a sales pipeline
- • Experience navigating the full sales cycle, including discovery, proposals, RFPs/SOWs, negotiation, and closing
- • Strong business and commercial acumen with the ability to understand how customers make purchasing decisions
- • Excellent executive-level communication skills and the ability to communicate effectively with stakeholders at all levels
- • Strong negotiation and closing skills
- • Ability to accurately forecast sales activity and expected revenue
- • Bachelor's degree or equivalent professional experience
- • Proven hunter who is comfortable creating opportunities rather than waiting for inbound leads
- • Strategic, consultative seller who knows how to uncover a customer's real business problem
- • Comfortable communicating with C-suite executives and senior IT decision makers
- • Skilled at getting past gatekeepers and gaining access to the right stakeholders
- • Highly credentialed and professionally polished
- • Competitive, entrepreneurial, and motivated by measurable results
- • Organized enough to manage a substantial pipeline while accurately forecasting outcomes
- • Relationship-oriented while still maintaining a strong focus on revenue
- • Comfortable working independently in a remote environment
- • Motivated by upward mobility, flexibility, and the opportunity to build something meaningful
Benefits
- Fully remote opportunity
- Eligible for discretionary bonuses
- Eligible for medical, dental, and vision benefits
- Eligible for participation in the company's retirement plan or similar retirement benefits
Company Overview