* Dallas, TX * Los Angeles, CA * San Diego, CA * Chicago, IL * Denver, CO * Raleigh, NC * Atlanta, GA * Washington, DC * Boston, MA *

Outside Sales Account Representative
MDI Security Systems (www.mdisecure.com) is currently searching for an experienced Outside Sales Account Representative. Candidates should have a minimum of 2 years successful direct outside sales experience in the physical security, alarm, access control, video surveillance, security integration and installation services or information technology market selling complex solutions to end user clients.  A successful sales track record managing field accounts in a growing technology-centric products or services business environment is essential.  Candidate must be an aggressive self-starter with the ability to build relationships across the organization from the receptionist’s desk to the Chief Information Officer’s office.  Successful candidate will be able to communicate MDI security product knowledge as well as any ancillary third party products needed to close key deals with end users.  This is the perfect opportunity for a career sales professional with experience in engaging corporate knowledge and resources to drive sales and produce immediate results. Critical skills necessary are territory account planning, territory sales reporting, sales calling at all levels within the customer’s organization, the ability to open, drive and close complex deals including products, professional services, maintenance agreements and training.  Will manage long-term customer relationships and close business with the assistance and support of an Inside Lead Generation Team, Design Engineers, Estimators, Marketing Administration and a dedicated Field Sales Engineer.

Job Summary:
Maintain profitable relationships within an assigned client base of legacy MDI security customers while building the territory through up-selling and prospecting for new customers within the assigned territory.  Build and maintain business relationships that drive additional revenue to MDI.  Work with an Inside Sales Team which will qualify leads for the territory and a security systems engineering and design team that will assist in estimating, pricing and quoting.  Candidate must have reliable transportation and be able to travel their territory on a daily basis. 

This position requires 100% automobile travel within the assigned territory and will carry a minimum quarterly and yearly sales quota with a base salary and attractive on-target earnings and incentives. 

Candidates must have sales experience (preferably in physical security products, security integration services, enterprise software, technical hardware and/or alarm services) and be able to demonstrate the ability to directly open a sales cycle, discover and diagnose, assist with quotes and manage accounts through closure.  The ideal candidate will be a team player who is resourceful, organized, uses sound business judgment, represents the highest level of integrity, can manage multiple sales opportunities simultaneously and successfully forecast their business.

Essential Duties

• Complete territory management designed to visit existing MDI clients in the area to update them on the MDI security system
• Work with leads delivered from MDI Marketing and Inside Sales to effectively qualify them and turn them into future MDI customers
• Open customer sales cycles by attending sales appointments set by the inside sales organization and deliver sales presentations to end user clients designed to inform them of new MDI technology and additional technology that will enhance their existing systems
• Solutions Selling - consult with clients to determine their needs and works with an MDI Security Technology Specialist or Sales Engineer to generate multi-product/service solutions. This individual must take initiative to learn new offerings and products as they become available.  
• Ability to apply new product knowledge in territory sales efforts.
• Proposal and Presentation Generation that incorporates value to the customer
• Develop Scope of Work - works with the customer and engineering team to define and document the project scope
• Relationship Management - develops and manages relationships with current clients to develop additional business as well as ensure a high level of client
  satisfaction

• Accurate Forecasting - captures activity information on a timely basis as client interactions occur to insure accurate product and services forecast.

• Advanced closing skills with a demonstrated track record.
• Two (2) to Five (5) years of sales experience in the security products (access control, video surveillance, integration solutions), security services,  or Information Technology solutions industries

• Maintain a Positive Attitude and Competitive nature
• Develop, manage and grow a consistent sales pipeline
• Build and manage a sales territory.
• Work with complex sales in a consultative manner
• Identify, de-position and create barriers to entry for territory competitors
• Effectively communicate at all levels, in written, verbal and presentation form
• Use strong problem solving, negotiation and sales closing skills on a daily basis
• Have Computer/PC literacy; use of MS Office applications, PowerPoint and email

Responsibilities:

• Meet and exceed Revenue, Margin and Key Performance Indicators
• Manage the pipeline and accurately forecast their business at a profit
• Drive revenue and margin growth within MDI user account base
• Develop and manage referrals from the MDI user base in order to self-generate leads
• Work as an individual contributor to call on, qualify, manage and close deals
• Utilize a CRM system for all call and sales activity and provide accurate territory sales and budget reports on a weekly basis
• Work closely with technical sales engineers and inside sales reps to ensure that customer needs are communicated and all parties are receiving the correct information
• Increase Client Retention and Up-sell potential through targeted call scheduling
• Drive customer satisfaction and reference-ability of the client base
• Keep clients and prospects fully aware of the launch of new products, services and key developments
• Up-sell and cross-sell prospective clients additional MDI products and solutions
• Develop and present quarterly Territory Action Plans / Quarterly Business Reviews to management

Compensation:

• Competitive Base Salary plus Commissions
• Commissions Based on Quota Attainment
• Generous Commission Accelerators on Achievement over Quota
• Six Figure Income Potential at and above Quota
• Existing Territory Discovery Accounts and Inside Sales Lead Support
• Home Office Base
• Monthly Automobile and Cell Phone Allowance
• Company Benefits Plan

 BA or BS Degree in Business, Information Technology or a Certification in a technically related field is a plus but not required in lieu of direct security sales experience.