Account Executive

6 days ago

Garnet Valley, PA, United States IMS Technology Services Full time

An Account Executive plays a pivotal role in driving revenue growth, and business development for the company. You will work closely with Sales and Service management to create and execute a sales strategy that aligns with the company's aggressive growth goals, ensuring our market position strengthens as we scale.

Position Accountabilities and Expectations:

  • Prospect, generate, and track leads using IMS's CRM solution.
  • Build and maintain a healthy sales pipeline with accurate opportunity tracking.
  • Conduct needs assessments and position IMS integration projects and service offerings as tailored solutions.
  • Achieve sales targets for new projects and recurring revenue offerings.
  • Increase AV sales in our local markets - through new account acquisition.
    • Meet and exceed gross margin goals and key objectives.
    • Leverage internal tools and resources, market intelligence, and field/local input to identify key areas of growth.
    • Create and manage customer profiles to illustrate opportunities and success.
  • Strengthen current customer relationships through proactive call out campaigns, educating customers and providing overall AV guidance and solutions through solid product knowledge of top AV products, proactive promotion, product demonstrations, and training.
  • Create and/or develop relationships with suppliers and suppliers' representatives.
  • Provide market intelligence and guidance.
  • Demonstrate value-based benefits of IMS solutions and deliver a solid company elevator pitch and presentation.
  • Serve as the go-to AV expert, staying up to date with the latest product updates and innovative technologies in the AV marketplace.
  • Sell a range of AV solutions including system design, integration, hardware, software, and ongoing support services.
  • Develop and manage a portfolio of new and existing clients across corporate, education, healthcare, government, and other verticals.
  • Other duties as assigned by management
What will you bring?
  • Minimum of 7 years of successful sales experience in corporate AV sales.
  • Strong understanding of strategic selling strategies for AV products and service-based sales.
  • In addition to knowing the latest AV products and industry trends, knowledge of IT infrastructure, cloud, and support services preferred.
  • Effective communication, negotiation, and relationship-building skills, particularly with Senior level executives.
  • Comfortable with prospecting, presenting, lead qualification, and consultative solution selling.
  • Proficient in building and maintaining relationships with senior decision-makers.
  • Ability to collaborate with technical teams to scope solutions and align client needs to IMS offerings.
  • Proven ability to manage an individual sales pipeline, forecast accurately, and have a track record of closing net new logos and success in corporate sales.
  • Proven track record of consistently exceeding services sales quotas in a hunter role.
  • Exceptional communication, presentation, and relationship-building skills.
  • Strong negotiation skills and ability to close complex, consultative deals.
  • Bachelor's degree in business, IT, or related field preferred, but not required.
  • Familiarity with ConnectWise PSA is a plus.

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