Harris Corporation Senior Specialist, Sales Representative in ALL, Maryland

Senior Specialist, Sales Representative 10/3/18--Account SalesUSA - MA - ALL, USA - MD - ALL, USA - ME - ALL, USA - NH - ALL, USA - NY - ALL, USA - OH - ALL, U...




Job ID: CS20180310-27818


Job Title – Senior Specialist, Sales Representative (East Region)

Job Location – Lynchburg, VA

Job ID – CS20180310-27818

Harris Corporation is a leading technology innovator, solving customers’ toughest mission-critical challenges by providing solutions that connect, inform and protect. Harris supports government and commercial customers in more than 100 countries and has approximately $6 billion in annual revenue. The company is organized into three business segments: Communication Systems, Space and Intelligence Systems and Electronic Systems. Learn more at harris.com at https://www.harris.com/ .

Job Description:

Responsible for selling company products, systems and/or services and managing opportunities in all stages of the sales pipeline. Actively seek out and engage new customer prospects within assigned territory and market. Must provide complete and appropriate solutions for every customer to boost top-line revenue growth, customer acquisition levels and profitability. Responsible for providing marketing intelligence and developing sales plans, business plans, and product development plans; communicating and executing winning market plans and capture strategies. Ability to perform competitive assessments, identify attractive solution positions. Conducts sales presentations and marketing activities including participation in tradeshows, conferences and product demonstrations. Provides updates to senior sales/operations staff of any accounts concerns, financial status or other matters as applicable.

  • Achieve agreed upon sales targets and outcomes within schedule on products, services and solutions

  • Prospect, qualify, propose, capture negotiate and close new deals

  • Manage opportunities in all stages of the sales funnel to include performing cost-benefits and needs analysis of potential customers

  • Establish, develop and maintain positive business and customer relationships.

  • Influence customer procurements to gain competitive advantage

  • Assist customers and other sales channels to achieve business goals

  • Complete high quality, timely and accurate communications and administrative responsibilities including but not limited to: activity and expense report submission, customer management tool updates, attending meetings, forecasting and sales plan information

  • Participate on and may lead cross-functional teams to meet business objectives

  • Require at least 60% overnight travel with periods of week-long absences


  • Bachelor’s degree

  • 6+ years of experience in a sales role aligned with the above responsibilities

  • 6+ years of experience managing sales in business to business or business to government sales with multi-decision processes; programs, services or systems in a technology company; communication systems in public safety, utilities, or transportation markets; or selling critical communication solutions in public safety, utilities, or transportation markets

Preferred Additional Skills:

  • Proven experience in building and sustaining strong strategic relationships

  • Proven experience in consultative selling

  • Strong knowledge of market competitors and market technology

  • Proven experience in developing and executing robust sales plans

  • Demonstrated ability to optimize territory growth

  • Strong negotiation skills

  • Proven ability to anticipate customer's needs and match them with appropriate products, systems and services

  • Relationship management skills and openness to feedback

  • Prioritizing, time management and organizational skills

  • Strong process orientation and experience in selling programs such as Target Account Selling, Shipley or Miller-Heiman

  • Proficient use of Microsoft Office applications

  • Domain industry experience in public safety, utilities, transportation markets with knowledge of the buying and funding process of the market

  • Strong writing, public speaking and presentation skills

  • Ability to lead teams in a matrix environment

  • Experience with information and/or communication technologies

  • Familiarity with Customer Relationship Management (CRM) tools to build productive business professional relationships

Please be aware that many of our positions require a security clearance, or the ability to obtain one. Security clearances may only be granted to U.S. citizens. In addition, applicants who accept a conditional offer of employment may be subject to government security investigation(s) and must meet eligibility requirements for access to classified information.

By submitting your résumé for this position, you understand and agree that Harris Corporation may share your résumé, as well as any other related personal information or documentation you provide, with its subsidiaries and affiliated companies for the purpose of considering you for other available positions.

Harris is an Equal Opportunity/Affirmative Action Employer. We consider applicants without regard to race, color, religion, age, national origin, ancestry, ethnicity, gender, gender identity, gender expression, sexual orientation, marital status, veteran status, disability, genetic information, citizenship status, or membership in any other group protected by federal, state or local law.

Candidates will support Environment, Health and Safety by fulfilling the Harris EHS Policy, complying with Harris EHS programs and applicable regulations, and striving for continual EHS improvement.

Job Profile Matching Criteria:

Expertise--Account Sales

LocationUSA - OH - ALL, USA - PA - ALL, USA - NY - ALL, USA - NH - ALL, USA - ME - ALL, USA - VT - ALL, USA - MA - ALL, USA - MD - ALL, USA - VA - Lynchburg