Account Manager/Executive

Account Manager/Executive

Own Your Success. Build Your Future. Make an Impact. At NIC Partners, we're more than an IT solutions providerwe're a team of employee-owners dedicated to creating safer, smarter communities. Through innovative IT and security solutions, we protect schools, empower educators, and strengthen infrastructure. Your work here creates real impact, and as an employee-owned (ESOP) company, your success directly drives our shared growth and prosperity. NIC is in search of a dynamic Account Manager/Executive to drive revenue growth, develop lasting client partnerships, and expand the adoption of our Managed Physical Security Services throughout the SLED market. We offer a great compensation package that includes paid vacation, 6 sick days, 11 paid holidays, and a very competitive commission plan.

Job Purpose: The Managed Services Account Manager/Executive is responsible for maximizing revenue and identifying and developing new business opportunities by selling the company's suite of managed services for security cameras and access control systems to potential SLED clients. This role utilizes a consultative approach to understand clients' specific needs and tailor solutions that align with their business objectives, addressing business challenges with technology solutions. The Account Manager/Executive will create and nurture customer relationships by primarily meeting with clients face to face. This role reports directly to the Manager of CSS and requires a high-energy, forward-thinking individual with a positive influence on the team and clients. In addition, involvement in marketing and business development initiatives is necessary.

Essential Job Functions:

• Lead Generation & Pipeline Development: Proactively source new leads and develop a significant pipeline of opportunities within a defined geographic area. Utilize a variety of techniques, including cold calling, networking, existing contacts, developing business partner relationships, email campaigns, and market research. Accurately forecast sales activity and align with the account plan.
• Needs Analysis & Solution Design: Conduct in-depth consultations with prospective clients to assess their current physical security infrastructure needs, pain points, goals, technology, and communication needs. Develop customized managed service packages and NIC Partner solutions based on these needs, including service level agreements (SLAs) and pricing structures. Understand customer business processes and issues to effectively address them.
• Sales Presentations & Relationship Building: Deliver compelling presentations to potential clients, clearly articulating the benefits of the company's managed services and NIC Partner solutions, addressing any concerns, and highlighting distinct advantages. Establish and manage strong, ongoing relationships with key decision-makers within client organizations through regular communication and account management, creating a rolling three-month communications strategy and detailed action plan.
• Contract Negotiation & Closing: Negotiate contract terms and pricing with clients to secure new business. Work with management to identify and achieve internal strategic goals.
• Sales Pipeline Management & Forecasting: Accurately forecast sales opportunities, manage the sales pipeline, and track key metrics to ensure consistent revenue generation and align with corporate objectives.
• Technical Expertise & Product Knowledge: Maintain a working knowledge of current SLED security trends, technologies, and industry best practices to provide informed solutions to clients. Communicate NIC Partners' procedures, processes, and a solid understanding of its managed physical security solutions.
• Sales Strategy & Execution: Develop and execute strategic sales plans to achieve or exceed sales targets and revenue goals. Collaborate with the CSS Director, marketing team, and technical staff to create effective sales strategies and campaigns. Represent NIC Partners Services utilizing existing business and professional relationships to introduce NIC Partners, our solutions, and distinct advantages to prospects.

Responsibilities/Duties:

• SLED Sales Acumen & Technical Aptitude: Proven track record of success in Managed Service sales to SLED coupled with a basic understanding of security systems or technology service industry.
• Consultative Sales & Communication Expertise: Ability to conduct needs analysis, identify client pain points, and present tailored solutions, along with excellent verbal and written communication skills to effectively present complex technical information to non-technical audiences.
• Relationship Building & Presentation Skills: Strong interpersonal skills to build rapport and trust with clients, and the ability to deliver compelling presentations to potential clients.
• Sales Operations & Drive: Familiarity with CRM systems to manage leads and track sales activities. Self-motivated, results-driven, and capable of working independently and within a team environment.
• Professionalism & Flexibility: Adherence to all company policies, procedures, standards, and safety rules. Willingness to work flexible hours and/or weekends, as needed, to meet deadlines or fulfil travel obligations. Ability to travel to meet clients and attend industry events as required. Attends required meetings for collaboration and communication efforts. Performs other duties as assigned and directed.

Experience/Education:

• Bachelor's degree.
• 5+ years' experience in a Sales role within the IT Industry. Experience selling Cisco or Verkada solutions is preferred.
• Equivalent combination of education/job experience