Field Account Executive – Mid Market

Position Overview

The Field Account Executive – Mid Market is a field-based, individual contributor role responsible for driving net-new business acquisition and territory growth within Mid Market organizations. This role is heavily focused on outbound prospecting, new logo acquisition, and selling complex data center and advanced technology solutions. This position is ideal for a high-energy, hunter-minded seller who thrives in opening doors, managing complex sales cycles, and positioning technology solutions that solve real business challenges.

The requirements below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the position. This job description is not intended to be a comprehensive list of the duties and responsibilities of the position, and the duties and responsibilities may change without notice.

• Drive aggressive outbound prospecting through cold calling, email, social selling, and field activity to generate net-new Mid Market opportunities
• Build, manage, and execute a territory plan aligned to revenue target and strategic growth initiatives
• Practice strategic relationship development and management for each client and prospect to obtain a deep understanding of the client’s business
• Become a proactive and trusted client partner with aim to establish Zones as an extension of the client’s IT department
• Proactively collaborate with a variety of IT decision makers to improve their technology infrastructure and solve business problems

• Own the full sales cycle from prospecting and discovery through solutioning, negotiation, and closing
• Lead sales motions centered on data center and advanced technology solutions, including compute, storage, networking, virtualization, backup, security, and hybrid cloud
• Initiate conversations, identify opportunities and execute sales for core products, cloud, managed solutions, and professional services
• Upsell, cross-sell, and attach products and services to maximize margins using a consultative approach
• Research, prepare and proactively execute calls into prospects and client accounts using trained best practices

• Partner closely with internal pre‑sales, solution architects, and technology partners to design and deliver customer solutions
• Orchestrate internal Zones resources to sell solutions and provide Five‑Star Service that exceeds client expectations
• Work in a ‘team sales’ environment and proactively partner with field sales, marketing, channel partner resources and other Zones departments to maximize efforts and sales opportunities

• 3–7+ years of field-based B2B technology sales experience, preferably within the Mid Market segment
• Demonstrated success in heavy prospecting, outbound sales, and new logo acquisition
• Strong experience selling data center, infrastructure, or advanced technology solutions
• Proven ability to manage complex, consultative sales cycles
• Hunter mentality with strong cold calling, objection handling, and closing skills
• Ability to clearly articulate technical concepts in business-focused language
• Disciplined approach to territory, pipeline, and forecast management
• High energy, resilience, and comfort with rejection
• Coachable, curious, and motivated to continuously learn new technologies
• Self-starter with an “own your business” mindset
• Strong collaboration skills in fast‑paced, team-oriented environments

• Prospector/Closer:
  Demonstrated success calling prospects and following warm leads with desire to impact business landscape through closing on our suite of technology solutions.
• Sales Instinct & Active Listener:
  Effective communicator who can identify business problems that can be solved with a connection to Zones’ products and solutions.
• Ability to Rally:
  Retain high energy and positive attitude and “bounce back” mentality in the always evolving technology sales industry.
• Collaborative:
  Team oriented, transparent,…