Senior Account Executive

Job Description

Job Description

Description:

Key Accountabilities:

Job Summary: The Senior Account Executive plays a key role in accelerating an organizational sales transformation in the mid‑market business (75-500 employees). As a Senior Account Executive, you will have ownership in transforming client businesses by teaching and educating clients and prospects on how our core set of technology solutions can grow their business, cut costs, and increase efficiencies. You will be responsible for generating revenue by establishing business relationships with new customers, pursuing new business opportunities, and maintaining established accounts, selling IT solutions to business customers.

You will use your communication skills to provide both technical and strategic advice focused on solving business problems, creating business opportunities, and driving business outcomes. In addition, when needed and appropriate, the Senior Account Executive will act as mentor for the newer or more Junior Sales professionals within ISG Technology

What you bring to the position:

• A love for the thrill of pursuing and closing new business accounts and a driven desire to capitalize on your experience in developing sales leads from initial contact to successful closure.
• You embody and align with our core values and appreciate the strength and stability that comes from working with a values‑based company. You appreciate the power and efficiency of consistency in the “ways” we operate.
• You embrace change and have the resilience required to continually improve yourself. You can think creatively and can adapt to evolving situations.
• You understand the need to collaborate with your team members and other departments and that synergy comes from everyone rowing in the same direction.
• You have a strong desire to provide customers with optimum technology solutions and exemplary customer service, and you achieve your goals that you mutually set with your supervisor.
• You are a self‑starter who is prepared to develop and execute your plan and deliver on quarterly goals on a consistent basis.
• You take what you do seriously, but you do not take yourself seriously and you know how to have fun in a professional environment. You are humbly confident and use your knowledge to build confidence without being a “know‑it‑all.”

You successfully fulfill the following essential duties and responsibilities:

You will utilize your ADMINISTRATIVE SKILLS to efficiently:

• Manage contacts, opportunities and sales activity via CRM and other software in an accurate and timely fashion.
• Update reports as required by management (e.g., forecasts, A/R tracking, expense reports, etc.).
• Register and maintain customer contracts, renewals, and software upgrades.

You will utilize your SALES ACUMEN to drive sales by directly participating in the sales process through:

• Developing a robust prospect pipeline by reaching out in both traditional means and looking for new ways to identify and qualify potential clients and business opportunities. This might include establishing meaningful meetings, sales campaigns, educational events, phone calls, emails, attending community events and other creative approaches that lead to client/prospect lead development. Effectively, sales activities lead to MEETINGS, which lead to OPPORTUNTIES, which lead to DEALS.
• Identifying client needs and suggest appropriate products and services; prepare formal proposals in response to RFPs.
• Proactively seeking new business opportunities in the market, as well as upsell and cross‑sell to existing clients.
• Leading negotiations, coordinating complex decision‑making process, and overcoming objections to closure.
• Effectively closing sales in a timely manner.

You will use your COLLABORATIVE SKILLS to:

• Develop and maintain positive relationships with vendors.
• Participate in internal meetings.
• Research possible solutions through manufacturers, distributors, technical support, etc.
• Support the Company by completing all other job duties assigned.

You will manage and grow existing accounts utilizing the…