Develops and manages client relationships, identifies technology needs, and sells hardware, software, cloud, cybersecurity, analytics, modernization, and professional services. Responsibilities include consultative solution selling, prospecting, pipeline development, multi-month sales cycles, presentations, proposals, forecasting, CRM updates, territory planning, customer satisfaction, and coordination with solution teams, inside sales, and vendor partners. Requires 3–5 years of outside sales experience and strong communication, organization, customer service, and Microsoft Office skills.
Position Title: Account Executive
Job Summary:
The Account Executive develops and maintains client relationships, understands client’s business environment, strategy and identifies customer business objectives or problems that can be solved with technology. The AE develops a plan to sell technology solutions to the client/prospect and leverages and coordinates all resources for successful sales execution, with assistance from sales leadership. The AE is expected to cross-sell the array of hardware, software, cloud, and professional services our organization offers. This role also requires the necessary sales administrative activities including use of SFDC, forecasts, deal registrations, presentations, proposals/quotes etc. As well as, maintaining professional and technical knowledge by attending educational workshops/training and establishing personal networks in professional societies.
Essential Functions:
- Responsible for all sales activities in assigned accounts and achieves established sales targets annually.
- Solution selling of technology-based solutions to solve business and/or solution segment problems.
- Promotes and sells Converge’ s value proposition and solution offerings (Digital Infrastructure, Digital Workplace, Cybersecurity, Cloud, Advanced Analytics, Application Modernization, Managed and Professional service etc.) to clients and prospects.
- Drives client engagements proactively with Solutions Practices and Services teams.
- Ability to manage and drive a multi-month sales cycle and multi-million-dollar transactions.
- Develops a list of prospective clients for use as sales leads, based on information from own professional network, OEM partners, trade shows, social media websites, business directories, and other sources.
- Develops robust ongoing pipeline of business opportunities at a quantifiable three times level of quota expectation.
- Establishes and maintains current client and potential client relationships.
- Responsible for Client Satisfaction. Identifies and resolves client concerns.
- Works with OEM partners to develop a plan to approach prospective clients.
- Gains clear understanding of client business requirements.
- Educates Clients of full portfolio of solutions.
- Prepares presentations, proposals, and sales contracts.
- Ability to present solutions to clients, influencers, decision makers and executives.
- Provide forecast updates on current opportunities and update CRM on a weekly basis.
- Build a territory plan to meet monthly and annual gross profit targets.
- Maintain a working knowledge of applicable Federal, State, and Local laws and regulations as well as Converge Compliance Policies to ensure adherence in a manner that reflects honest, ethical, and professional behaviors.
- The assigned Inside Sales team will assist in preparing quotes to your end users and the processing of resulting orders. Main activities include vendor follow up, tracking, delivery and expediting through invoicing to ensure a positive customer experience.
- Other duties as assigned.
Required Skills/Abilities/Competencies
- Excellent verbal and written communication skills.
- Ethical and Critical Thinking
- Excellent interpersonal and customer service skills.
- Excellent sales and customer service skills.
- Excellent organizational skills and attention to detail.
- Excellent time management skills with a proven ability to meet deadlines.
- Ability to prioritize tasks and to delegate them when appropriate.
- Ability to function well in a high-paced and at times stressful environment.
- Proficient with Microsoft Office Suite or related software.
Education and Experience:
- Minimum of 3-5 years demonstrated outside sales experience required.
- Basic understanding of consultative, solutions sales process.
- Various vendor certifications as necessary.
Physical Requirements:
- Prolonged periods of sitting at a desk and working on a computer.
- Must be able to lift up to 15 pounds at times.
Pellera provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
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