Account Manager

The Opportunity: Sales Manager

1Tech is seeing strong demand for business solutions that leverage the technology trends that have emerged around the Assembled Web. To support this demand, we are seeking to hire a sales leader to directly support generating revenue in several major European markets.

The Company

1Tech, a leading international consulting and systems integration firm specialising in the design and assembly of open source solutions that deliver superior business performance. 1Tech serves over 70 clients including MBlox, Ventraq, TCN Broadcasting, Toyota and many other departments of the UK government.

Capabilities You'll Bring to the Table

Relevant Industry and Technology Background

• Knowledge of and interest in these ‘Assembled Web emerging technology trends: anything that is led by community, commerce and/or content requirements.
• On-line applications leveraging next generation cultural elements typically referred to as Web 2.0 including on-line communities, social networking, user generating content, blogs, user ratings, etc.
• eCommerce requirements and solutions
• On-line Media and Publishing applications
• Direct to consumer applications
• Enterprise 2.0 implications on next generation intranets
• Internet business solution refresh leveraging new capabilities
• Experience selling professional services that have supported these new applications (online media, ecommerce, extranet applications)
• Ability to understand client requirements and communicate high level solution ideas deeply enough to drive early sales meetings single-handedly
• Ability to articulate client needs in order to provide actionable requirements to other functions
• High level understand of, and the ability to discuss basic components in the enterprise software stack – operating system, systems software, databases, application servers, web servers, application frameworks, workflow, rules engines, etc.
• Understanding and appreciation of the Open Source Software movement desirable

 

Sales Discipline

• Enthusiasm for, and strong understanding of, a missionary selling approach; start up experience is desirable
• Minimum of 2 quota-exceeding years selling professional services. A track record of seeding and growing new enterprise customers is key.
• An excellent communicator and facilitator who uses his/her listening skills and knowledge of the enterprise to effectively link the capabilities/business outcomes and the issues faced by the client/prospect
• Sophisticated account planning skills and the ability to prioritize opportunities and build effective approach strategies into clients/prospects
• Process driven approach to qualification, sales cycle management and closing deals
• Experience personally negotiating complex contract negotiations to desired outcome
• An aggressive approach, self directed and driven to succeed
• Experience establishing and managing a territory

 

Proposal writing and written communications

• Ability to lead the development of solution proposals, partnering with technical contributors throughout the process
• Ability to write business components of solution proposal – including an understanding of the client's business and high level technical requirements
• In this role, you will be held accountable for:
• Generating $2.0M revenue to reach plan in your first fiscal year
• Building, implementing and driving the territory sales plan
• Acquire, manage, retain and grow the client base
• Accurately forecast and manage the sales pipeline
• Leverage your existing relationships and create new relationships to evolve our network of partners and clients in the territory

 

Education/Certifications/Affiliations

Undergraduate college degree is required

Travel Requirements

Must be willing to travel within territory

Technical Architect

Summary

Technical Architects lead the technical portion of the Blueprint phase, particularly for large and complex solutions. TA's evangelize 1Tech's technical capabilities during pre-sales activities and interact at the VP and CXO level on the client side. Technical Architects are responsible for writing technical portions of SOWs and Proposals. They are leveraged across projects to ensure teams deliver solutions that meet business goals and user requirements; they can also manage mid-size and large teams. Technical Architects provide external leadership by maintaining 1Tech presence in OS communities.

Technical Knowledge& Skills

• 12+ years experience as a technical developer or related work experience; 6+ years in technical leadership roles; experience in a consulting environment
• Expertise in the design of architectural solutions for various problem types
• Extensive knowledge in the areas of custom software development (Web development experience is required): OOAD Methodologies; OO Design Patterns; Open Source J2EE Tools and Frameworks (Hibernate, Struts, Spring, PHP, AJAX); Web Services, middleware and messaging technologies (MQ Series, JMS); Web Application Servers and associated products (Portal, Commerce, Workflow, content server)
• Solid knowledge of system administration and software and hardware configuration; ability to make informed recommendations to customer IT staff; ability to troubleshoot pre- and post-production implementations; security; load balancing and performance
• Solid understanding of databases and data modeling/design techniques; data interface protocols; database software installation; database tuning
• Extensive experience with debugging, reuse, source code management strategies (e.g. forking, branching), and release management
• Well thought out view regarding software trends and the role of Open Source within those trends
• Extensive understanding of Fixed Price Fixed Fee project planning and delivery
• Experience mentoring within the technical discipline

 

Consulting Experience

• Proven project management skills: estimating work, project planning and tracking, risk analysis, and scope control
• Interact with and gain the trust of the highest level of technical and business unit level resources at client sites; proven ability to win client's confidence
• High degree of comfort in supporting sales activities – will be responsible for scoping Blueprint and Solution Assembly projects and authoring/reviewing proposals and SOWs; capable of identifying staffing needs and monitoring technical resources through all phases of project delivery
• Expert level experience in analyzing business goals and metrics, understanding best practices while maintaining clients' strategic direction; understands impact of decisions and can and does communicate these repercussions to Delivery Management
• Able to meet or exceed established revenue goals (business development and utilization)
• Excellent communicator (facilitation, presentation, verbal and written)
• Excellent promoter of 1Tech' capabilities in sales and client management activities

 

Culture Fit

• A strong desire to create outstanding deliverables for our clients
• Flexibility is key. Must be open to adapting past experience to actual 1Tech engagements
• Interest in collaborating across the company to share knowledge and learn from others; participate in and lead internal training, workshops on technical topics; express an overall desire to contribute to the methodology and technical depth of the company
• Interest in collaborating outside 1Tech to share knowledge and learn from others; participate in technical discussions via blogs and forums; contribute to White Papers; work with other OS developers and users to resolve technical issues; a known "voice" and presence in the OS community
• Hands-on role in developing talent across the company and to building 1Tech' brand externally
• Problem solving, teamwork, transparent communications, self-directed management style and quest for constant learning are the key behaviors that drive success at 1Tech. Must have developed skill and bias towards action in all of the above.

Technical Lead

Summary

Technical Leads oversee the development, design, user interface, technology integration, and site architecture management on a variety of projects. These accomplished developers are capable of leading teams of 3-5 people with minimal oversight, managing scope, requirements, clients, and project tasks as well as providing technical mentoring for the team. They interact with the client at the Director level. Technical Leads contribute to business development efforts by providing input for SOW's and Proposals, and participating in RFP development.

Technical Knowledge & Skills

• 8+ years of technical development experience
• Knowledge of multiple technologies, including: J2EE (EJB, Servlets, JSP, JMS, Struts, Hibernate, Spring, AJAX, Tag libraries); PHP; Javascript; SQL; Web Services (SOAP, REST); Databases (SQL, mySQL, Postgres, Oracle); Source Control (SVN/CVS/Rational); Open Source technologies (JBoss, MySQL, Apache, LAMP, RedHat, SuSE, Alfresco, exPublish)
• A deep understanding of OO design principles to create large-scale custom and assembled enterprise applications
• Extensive experience in enterprise architecture, systems integration, and package implementation
• Extensive experience with debugging, reuse, source code management strategies (e.g. forking, branching), and release management
• Solid knowledge of system administration and software and hardware configuration; ability to make informed recommendations to customer IT staff; ability to troubleshoot pre- and post-production implementations; security; load balancing and performance
• Solid understanding of databases and data modeling/design techniques; data interface protocols; database software installation; database tuning
• Successful experience collaborating and working with Designers, IAs, Front-End Developers and Technologists to achieve the best balance between user needs, enterprise requirements and technology constraints

 

Consulting Experience

• Work with client's IT organization to establish technology strategy at an application level.
• Comfortable facilitating group discussions and leading client requirement activities; able to translate user requirements into functional specifications for development teams
• Establish high, mid and micro level plans and set technical direction for a small team; lead the estimation effort for projects; work to identify and manage risk and control scope
• Expert level experience in analyzing business goals and metrics and resolving complex issues in creative and effective ways
• Experience managing workstreams, setting expectations, providing guidance and feedback, and successfully shifting to the role of leader
• Ability to prepare elements of sales proposals to represent 1Tech' technical expertise
• Excellent verbal and written communications skills; excellent presentation and facilitation skills

Culture Fit

• A strong desire to create outstanding deliverables for our clients
• Flexibility is key. Must be open to adapting past experience to actual 1Tech engagements
• Interest in collaborating across the company to share knowledge and learn from others; participate in and lead internal training, workshops on technical topics; express an overall desire to contribute to the methodology and technical depth of the company
• Interest in collaborating outside 1Tech to share knowledge and learn from others; participate in technical discussions via blogs and forums; contribute to White Papers; work with other OS developers and users to resolve technical issues; a known "voice" in the OS community
• Passion for guiding and mentoring technical developers; create knowledge-sharing professional development opportunities for development staff
• Problem solving, teamwork, transparent communications, self-directed management style and quest for constant learning are the key behaviors that drive success at 1Tech. Must have developed skill and bias towards action in all of the above.