Senior Account Executive

Job Title:

Senior Account Executive

Department:

Sales

Reports To:

VP of Sales & Marketing

Typical Hours

Full Time

Those Supervised:

None

FLSA Status:

Exempt

Travel Required? Percentage:

50% +

Last Revision Date:

09/2023

Location(s)

Overland Park, Wichita, OKC

Key Accountabilities:

1. Meet / Exceed Sales Goals
2. Nurture Clients to Grow AV
3. Ensure Alignment with Tech Stack
4. Be the "Face" of ISG to the Marketplace

Job Summary: The Senior Account Executive plays a key role in accelerating an organizational sales transformation in the mid-market business 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 strength of your CUSTOMER SERVICE SKILLS to:

• Grow existing business by cultivating long-term relationships with customers by maintaining contact to propose new solutions to ongoing or newly developing needs.
• Consult with customers to assess their business needs.
• Identify and promote sales opportunities to existing customers.
• Follow up with customers post-installation for feedback.
• Communicate details of technology implementation to service and purchasing departments.
• Track project progress, communicating to customers and ISG team members and departments.

As a successful employee, you will demonstrate the following professional skills as you carry out your position:

• Oral Communications - Speak clearly and persuasively in positive and negative situations; respond well to questions; demonstrate group presentation skills and participate in meetings.
• Written Communications - Write clearly and informatively, edit work for spelling and grammar; present numerical and statistical data effectively and read and interpret written information.
• Customer Service - Respond promptly and courteously to customers' requests for service and assistance; manage difficult or emotional customer situations.
• Presentation - Deliver business, non-technical, and limited-technical presentations to audiences of individuals.
• Leadership - Lead people and get results through others in a positive and inspiring manner.
• Management - Organize and manage multiple priorities.
• Ethics - Treat people with respect; keep commitments; inspire the trust of others; work with integrity and ethically; upholds company values.
• Organizational Support - Follow company policies and procedures and complete other duties as assigned.
• Judgment - Include appropriate people in decision-making process.
• Interpersonal Skills - Maintain confidentiality; keep emotions under control; listen well.
• Strategic Thinking - Develop strategies to achieve organizational goals; analyze market and competition; identifies external threats and opportunities and adapts strategy to changing conditions.
• Planning and organization - Prioritize and plan work activities; use time efficiently; plan for additional resources; set goals and objectives; organize or schedule other people and their tasks.
• Professionalism - Approach others in a tactful manner; react well under pressure; treat others with respect and consideration regardless of their status or position; accept responsibility for own actions; follow through on commitments.
• Adaptability - Adapt to changes in the work environment; manage competing demands; deal with frequent change, delays, or unexpected events.
• Detail & Task Oriented - Manage and follow through on multiple tasks, items and communications in a timely manner.

You will meet the following educational, licensing, certification and work experience requirements:

• Hold a high school diploma or GED required.
• Bachelor's degree in related field preferred.
• A minimum of 2-3 years of successful outside sales experience.
• Experience and working competence in computer skills including CRM software, internet software; spreadsheet software; word processing software; virtual meeting software, email and communications software and PC knowledge and understanding of basic technology components.
• Have a proven track record of successfully selling advanced technology solutions.
• Travel to client sites required; hold and maintain a valid driver's license; driving record must meet the criteria of ISG's insurance carrier for acceptance of coverage.

You will follow the ISG Technology Core Values:

1. Humor & Fun
   
   1. We believe it's important to take time outside of work to spend time with family and keep the wind in our sails.
   2. We collaborate and value sharing our unique perspectives.
   3. We're inclusive and create activities that align with people's interests and passions.
2. Resilience
   
   1. We pride ourselves in meeting high-pressure challenges
   2. We never quit and demonstrate the ability to see daunting assignments through ... successfully.
3. Lead by Example
   
   1. We demonstrate courage in having crucial (and sometimes "tough") conversations.
   2. We are reliable and highly accountable in our use of systems and tools.
4. Continuous Improvement
   
   1. We're creative thinkers who can adapt to evolving situations.
   2. We're humbly confident, know our stuff, are willing to coach and be coached.
   3. We're willing to make "healthy" self-sacrifices for the greater good.
5. "Team First" Initiative
   
   1. We are pro-active and stay on top of training and certifications.
   2. We willingly take on more responsibility if we see a need and can assist.
   3. We view individual accountabilities as representing the whole team.

You are able to work in the following environmental and working conditions:

• Prolonged periods of sitting at a desk and working on a computer and phone.
• Work in a general office environment.
• Travel to client and prospect locations with varying conditions.
• You have mental stability and emotional intelligence that enables you to meet all the requirements and qualifications of the position with or without a reasonable accommodation.