Account Executive

Job Details

• Location: Springfield, MA
• Salary: $ – $ Base + Commission per year
• Company: Aztec
• Position: Technology Sales Executive – Field Territories

Aztec is a leading provider of office technology solutions in the Northeastern United States. We support clients’ full IT environment across unified communications, print and copy, scan and document management, audio/visual, desktop computing, and managed IT services. From hardware and software to supplies and technical support, our team provides full-service support for office technology. Our local focus allows us to provide superior service to small and midsize organizations, while our operational scale and broad reach from Boston to Philadelphia empower us to meet the needs of large enterprise and government accounts.

We have 35+ years of business under our belt, and many of our clients have stayed with us for decades. But, we don’t rest on our laurels, and we’re already looking ahead to future transformation.

Account Executives are Aztec’s primary new business development professionals and client relationship managers. As an Account Executive, your responsibility is to foster long‑lasting client relationships and build out your territory by introducing Aztec to new client prospects and winning their business. You will generate value for clients by identifying improvement opportunities in their current technological infrastructure and proposing Aztec solutions that help them run their businesses better.

You will be the point person for clients within your territory, while receiving sell‑in support from Aztec sales management, solutions specialists, and third‑party technology partners.

• Emphasis on New Business Development
• Attain assigned sales targets
• Strong work ethic and a passion for technology, people and processes
• Handle multiple priorities
• Approach each day with a keen sense of self‑discipline and urgency
• Comprehend technology and how technology enables business productivity, efficiency and effectiveness
• Commitment to planning and implementing key activities conducive to growth
• Take on the role of a true solution provider and trusted advisor to clients
• Effective use of time management skills
• Effectively utilize provided technology to manage accounts (CRM tool)
• Identify customer pain points using an effective questioning technique leading to a valued solution
• Prepare and deliver effective presentations to customers

• Effectively articulate Aztec’s value proposition and explain key sales programs and product/service offerings
• Understand the typical market dynamics, needs, pain points, and objections of clients in your territory
• Complete manufacturer product training and achieve related certifications
• Demonstrate proficiency in our deal paperwork tool and CRM system (Microsoft Dynamics)
• Surpass weekly activity target of 100 outbound prospecting phone calls
• Demonstrate progress toward sales and new client targets by achieving key ramp‑up milestones

• 4+ years outside sales experience, preferably selling technology products and solutions; early‑career programs available
• Bachelor’s degree from a top‑tier college or university required or equivalent experience in a sales environment
• Ability to work in the field in your assigned territory every day
• Valid driver’s license and willingness to drive to local client sites daily; most destinations under an hour’s drive
• The yearning to be part of something big through driving new business
• Daily prospecting mindset
• Outgoing personality with dedication, passion, and a drive to succeed
• Innovative, self‑confident, and self‑motivated
• Eager to learn about technology and what it offers
• Excellent communication and great listening skills
• A desire to build long‑lasting relationships
• Analytical and consultative selling
• Ability to promote company image
• Ability to work within all levels of the organization
• Demonstrated enthusiasm for and expression of corporate values:
  Growth Mindset – assume the status quo is not best, see what is possible, and develop a plan to make it reality;
  Technologically Fluent – integrate best‑practice technological solutions to improve productivity and credibly advise others;
  Customer First – value relationships, aspire to exceed expectations, and seek ways to add value as a business partner

• Total annual compensation of $120,000–$150,000 at target, made up of a competitive base salary and a lucrative, cap‑free commission plan
• Manufacturer points incentives and other contest incentive programs
• Comprehensive wellness benefits including health, dental, and vision insurance
• Employer‑sponsored 401(k) plan and life insurance
• Employee discount programs
• Paid vacation, holiday, and sick time

We are an equal opportunity employer and give consideration for employment to qualified applicants without regard to race, color, religion, sex, national origin, disability or protected veteran status.