Account Executive (IT & Cybersecurity)
Description
- Drive New Business Opportunities: Utilizing the Challenger sales methodology, you will strategically target ideal customer profiles (ICPs) within your designated territory. Your primary objective will be to identify and capitalize on new business opportunities, emphasizing our comprehensive suite of IT, cybersecurity, marketing, and digital transformation solutions.
- Solve Business Problems: Conduct ongoing, exhaustive discovery, multi-stakeholder alignment, and executive briefings to properly identify and address organizational needs’ in IT, Cybersecurity, Digital Transformation, and Marketing.
- Drive Innovation: Bring precision to a client's decision-making process by presenting and evaluating solution options and aligning decision makers.
- Become a Trusted Business Advisor: Exhibit through storytelling and our Business Transformation Assessment how addressing business challenges, providing solutions for these challenges and future proofing an organization is possible through a long-term partnership. This includes but is not limited to the delivery of executive-level presentation and demonstrations and construction of a long-term Digital Transformation business roadmap.
- Business Development: Proactively prospect and secure new accounts, leveraging support from a dedicated SDR alongside your own strategic outreach. Utilize your deep expertise in IT, cybersecurity, digital transformation, AI, and marketing solutions to drive meaningful client engagements and close high-value deals.
- Consultative Selling: Understand clients' business objectives and challenges, effectively articulate alternative perspective to traditional customer thinking and challenge the status quo
- Solution Selling: Collaborate with technical and support teams to develop customized solutions tailored to clients' specific requirements.
- Pipeline Management: Manage the sales pipeline from lead generation to closure, ensuring accurate forecasting and timely follow-up.
- Thought Leadership & Market Intelligence: Stay informed about the latest trends, innovations, and best practices in IT, cybersecurity, marketing, AI, and digital transformation. Serve as a subject matter expert and thought leader within the organization, providing insights and guidance on critical business needs and industry trends.
- Team Collaboration: Work closely with internal teams, including sales engineers, consultants, and support staff, to deliver exceptional service and support to clients.
- Sales Technology Stack: Utilizing our tech stack to build targeted and well thought out cadences and outreach strategies to fuel pipelines. These technologies include but are not limited to Microsoft Dynamics (CRM), SalesLoft, 6Sense, etc..
The ideal candidate will have a proven ability to navigate complex deal cycles, and a passion for understanding and solving client challenges. They will excel at two-way communication skills, ability to identify economic drivers, comfort with pressuring customers in a non-aggressive way, and capability to build consensus among multiple stakeholders in a buying group. Ideally, a strong understanding of IT, cybersecurity, digital transformation, AI, marketing, and related solutions is essential, paired with the ability to align these offerings with client needs in a strategic, value-driven manner.
- 5+ years of sales experience in areas of IT, cybersecurity, digital transformation, marketing, business consulting or another related field
- Prior experience as an Account Executive, Enterprise Account Executive, Business Consultant or similar role focused on new business
- Demonstrated success navigating multi-stakeholder environments and long sales cycles (6+ months).
- Strong experience engaging with and influencing senior executives (CIO, CMO, COO, CFO, etc.).
- Strong proficiency in sales tools (e.g., Microsoft Dynamics, SalesLoft, 6sense or similar tools).
- Bachelor’s degree required; MBA or advanced degree preferred.
- Innovation: We embrace change because innovation lives outside the comfort zone.
- Passion: We are driven by purpose, fueled by passion, and obsessed with making an impact.
- Honesty: We are fiercely transparent and consistently honest.
- Fun: We fuel work with fun, knowing life's too short for boring.
- Low Ego: We champion ideas over titles, because brilliance knows no rank.
- One Team: We win as a team, we lose as a team, we are one team.
- 20 days of PTO, plus12+ paid holidays
- 7 paid sick days
- Paid Parental Leave
- Comprehensive Health, Disability Life, Dental and Vision Plans
- 401(K) discretionary match & retirement plans
- Continued education reimbursement
- On-going training & development opportunities
The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. At Impact, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $120,000.00-$280,000.00 plus the potential to participate in bonus plans and uncapped commissions.
Join us at Impact, where your ideas matter, your growth is supported, and your work creates real change. Let’s build something incredible together!