The Account executive plays the lead role in consulting clients about new technology. The position serves as the primary contact for all face-to-face sales efforts related to strategic products and services for business customers. The Account Executive is responsible for growing revenue from their customer base through relationships and consulting skills. Account Executives will be the primary contact for all communications directly with clients and prospects, understanding their needs and recommending services. Success in this role is dependent on a strong relationship with executive presence and understanding of strategic customers (50-1000 employees). The Account Executive coordinates internally the discussion between technical, support, and other resources to properly scope opportunities and meet the needs of our customers.
Essential Functions:
Driving all aspects of the sales process to specific customers within the assigned strategic client base .
Build senior-level relationships (C-level; Director, VP) within existing client accounts and new prospective organizations
Professionally and effectively communicate solutions to existing customers and new prospects through presentations, written proposals, RFP responses, and regular business correspondence
Constantly refresh insight, knowledge, and understanding of IT industry, solutions, and strategies. Investigate, research, and seek information that will lead to a successful sales strategy that creates a selling advantage for a targeted opportunity
Comprehend and apply product strategies and solutions to develop existing customer and new prospect business development plans
Link and apply IT technologies to identified and targeted business outcomes for existing customers and new prospects.
Create compelling solutions that satisfy customer business outcomes that are differentiated to position as the desired or preferred partner and solution provider
Create sound financial proposals that meet business expectations and win deals
Collaboration and teamwork in the execution of all assignments, roles, and responsibilities
Engage key vendors to develop joint account and market development opportunities leading to new solutions and revenue sources
Creates Strategic Account Plan documentation for top 5 customer accounts to identify current sale opportunities, internal SWOT analysis to further evolve and mature selling cycles.
Experience:
6 to 7 years of experience is a plus, but not required
3-5 years of B2B Sales Experience
Thrives in Competitive Environment Technology
Education:
Four years of College resulting in a Bachelor's Degree or equivalent
Special Knowledge, Skills and Abilities:
5+ years of IT industry solution selling experience with a proven track record of overachievement of assigned financial goals.
Ability to engage with prospects, understand their pain points and challenges, and find areas where our organization can provide solutions.
Ability to qualify prospect opportunities to decide if further investment in time is warranted
Proficient at learning new technology and the ability to effectively demonstrate it in a Sales setting
A practical, adaptable, innovative, collaborative, and solution-focused approach to issues
Strong ability to be self-directed regarding learning and discovery
Strong use of CRM tools for planning and executing business plans
Excellent verbal and written communication skills and planning/scheduling abilities.
Excellent computer skills, comfort with technology, and proficiency with Microsoft Office products.
Current Relationship and business a plus, but not necessary.
Supervisory Responsibility:
This position does not have any supervisory responsibilities.
While the Account Executive does not have direct reports, managing multiple support resources and overlays is critical to success.