Vertical Sales - Government

United Technologies Corporation (UTC) is a leading global diversified company that provides a broad range of high-technology products and services to the global building systems and aerospace industries. Its $29 billion commercial business comprised of two segments, Otis and UTC Climate, Controls & Security (CCS), makes UTC the world's largest provider of building technologies. Its elevator, escalator, fire safety, security, building automation, heating, ventilation, air conditioning and refrigeration systems and services enable integrated, high performance buildings that are safer, smarter and sustainable. UTC's $28 billion aerospace business includes the Pratt & Whitney aircraft engines and UTC Aerospace Systems segments. It is one of the world's largest suppliers of advanced aerospace and defense products for commercial aviation, military, and international customers. The company also operates a central research organization that pursues technologies for improving the performance, energy efficiency, and cost of UTC products and processes.
UTC is led by a team of talented men and women whose expertise and enthusiasm drive their superior financial performance. UTC's Board of Directors sets the direction and their executive leaders motivate, manage and inspire their workforce to strive continuously for improvements. With almost 200,000 employees spread across 4,000 locations in 71 countries, UTC generates $57 billion in revenue; 62% of which is in international markets. In 2015, UTC ranked among Barron'slist of the World's Most Respected Companies.
UTC is the world's largest supplier of commercial building systems. With almost three million elevators and escalators in service moving two billion people per day, Otis is the world's largest manufacturer and maintainer of people-moving products and systems. CCS, with iconic brands including Carrier, Chubb, and Kidde, enables "intelligent" buildings. UTC's commercial businesses make the world a better place to live by creating and maintaining comfortable, accessible, efficient, healthy, safe, secure and sustainable environments.
Position Overview:
The Global Security Products (GSP) business at UTC Climate, Controls & Security develops a comprehensive product portfolio to protect buildings, people and assets; providing innovative security products that include advanced software and hardware, IP solutions, wireless communications, electronic locking systems, and mobile applications. Among its leading brands are Lenel, Interlogix, Supra and Onity offering robust security and life safety systems, and affordable, flexible lock and key management solutions. The GSP North America sales team is organized by channel and by vertical. Each Vertical Sales Leader will report directly to the North America Sales Leader, UTC Global Security Products. The incumbent will be responsible for building a comprehensive sales strategy to drive sales growth in their vertical, leveraging the broad product and solutions portfolio of GSP. In this high profile role, the successful candidate, in collaboration with the geographically dispersed regional sales team, will identify and lead sales efforts for enterprise accounts and strategic projects in their vertical by calling on senior level building owners, developers, consulting engineers and contractors. He/she will develop and identify opportunities toengage with customers around UTC solutions and services. As an active Sales Leader in the field 40% to 60% travel is anticipated.
The role is that of strategic sales and business development, targeting existing and prospective new customers across the vertical.
The Government Vertical Sales Leader is responsible for identifying business opportunities and transforming an account into a continuous and consistent revenue generating line while establishing a long term business relationship within the customer.
The role will carry sales targets and objectives
Establish long term business relationships with high ranking government officials, C level executives and other decision makers
Utilize all available products and services portfolio in all potential business opportunities within the strategic target accounts, to generate consistent and continuous revenue for each of them
In coordination with the regional sales team, develop the necessary partnerships and alliances with integrators to support vertical sales strategy
Develop plans for existing accounts, in line with strategic direction, and execute the objectives quickly and clearly
Identify and develop target accounts
Update the CRM system with all sales related activity including (but not limited to) meeting schedules, meeting notes, contact persons, business plans and project pipelines
Report weekly performance to leadership of specific accounts and opportunities
Demonstrated experience in a similar role for a minimum of three (3) years with a minimum of 10 years total sales experience
Top secret security clearance or ability to get one required
Comprehensive understanding of sales vertical
A strong track record in leading and growing a vertical sales strategy in the commercial market.
Intimate knowledge of the major vertical accounts and markets; established key industry relationships.
Strategic prospecting skills, specifically as it pertains to enterprise organizations and/or major vertical accounts.
Proven ability to influence and work effectively across all levels of the organization
Strategic selling and follow-up skills at the executive level
Excellent communication skills, both written and verbal across a wide audience; includes the ability to effectively communicate with technical and non-technical teams
Able to meet travel expectations of position
Bachelor's degree preferred

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