Account Executive (IT & Cybersecurity)
Description
Impact is hiring B2B Technology Accounts Executives for our Nationally ranked Best and Brightest Workplace!
We are seeking an experienced and dynamic Account Executive to join our salesforce. The ideal candidate will have a strong background in technology sales, ideally with a focus on cybersecurity, IT and digital transformation solutions. This individual will be responsible for driving revenue growth by identifying and pursuing new business opportunities, nurturing existing client relationships, and effectively communicating the value proposition of our offerings. As an Account Executive you will:
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 discovery with prospects to identify business needs as it pertains to IT, Cybersecurity, digital transformation & marketing. Translate into a recommendation that brings together the solution and the value to the organization.
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.
Solve Business Problems: Conduct discovery with prospects to identify business needs as it pertains to IT, Cybersecurity, digital transformation & marketing. Translate into a recommendation that brings together the solution and the value to the organization.
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.
Responsibilities
- Business Development: Proactively identify and pursue new sales opportunities within the assigned territory through both new business and current account hunting.
- Client Relationship Management: Build and maintain strong, long-lasting relationships with key decision-makers and stakeholders.
- Consultative Selling: Understand clients' business objectives and challenges, and effectively articulate how our solutions address their needs.
- 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, ZoomInfo etc..
- Client Relationship Management: Build and maintain strong, long-lasting relationships with key decision-makers and stakeholders.
- Consultative Selling: Understand clients' business objectives and challenges, and effectively articulate how our solutions address their needs.
- 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, ZoomInfo etc..
Things We Are Looking For
The ideal candidate will be inquisitive, passionate about the ever-changing landscape of technology, have the ability to build trust and solve problems for clients, and possess a strong understanding of IT, cybersecurity, digital transformation, AI, marketing and other related solutions.
Desired Skills
- 5+ years of sales experience in areas of IT, cybersecurity, digital transformation, marketing or another related field
- Experience selling to the C-suite and other stakeholders
- Experience in a consultative and full cycle sales environment
- Strategic thinker with the ability to develop and execute effective sales strategies in a fast-paced and competitive environment.
- Prior experience in a technology Sales Representative, Account Executive, Outside Sales Representative, or a similar role.
- Excellent interpersonal skills, with the ability to build and maintain relationships with clients, partners, and internal stakeholders.
- Results-oriented mindset with a focus on driving continuous improvement and excellence in performance.
- College Degree preferred
- 5+ years of sales experience in areas of IT, cybersecurity, digital transformation, marketing or another related field
- Experience selling to the C-suite and other stakeholders
- Experience in a consultative and full cycle sales environment
- Strategic thinker with the ability to develop and execute effective sales strategies in a fast-paced and competitive environment.
- Prior experience in a technology Sales Representative, Account Executive, Outside Sales Representative, or a similar role.
- Excellent interpersonal skills, with the ability to build and maintain relationships with clients, partners, and internal stakeholders.
- Results-oriented mindset with a focus on driving continuous improvement and excellence in performance.
- College Degree preferred
Professional Development
Professional development and education are staples of the Impact culture, as evidenced by the conception of the Impact Leadership Institute (ILI). Through the specialized Learning and Development Department comprised of industry thought-leaders dedicated to employee enablement – Account Executives are enrolled in an industry leading 18-month Consultative-Sales and Solutions Program. Classroom instruction begins at onboarding with an extensive and rigorous one-week course called Fundamentals, in which Account Executives learn go-to-market strategy, solution portfolio, objection-handling and prospecting techniques. In conjunction, Account Executives receive one-on-one field mentoring, online class certifications, eLearning modular trainings, and team assimilation within their first 30 days.
Over the duration of the Program, the ILI facilitates 1:1 Wellness Checks, Refresher Workshops, and advancing Sales Courses for Account Executives to accelerate sales process mastery, sales skills, solution and industry expertise to springboard them to their highest potential. In years following, they will receive ongoing technical certifications and partake in high-level strategic collaboration workshops.
Ongoing Training Includes
- Senior staff mentoring
- Access to extensive reference library and digital learning paths through company LMS (Learning Management System)
- Solutions and technology training from our partners
- Impact solutions classes taught by department VPs
- Online technology training courses and certifications
- Weekly 2-hour sales trainings and solution workshops/webinars
- Annual professional sales training seminar
- Participate in ongoing training and attainment of certifications applicable to role.
Benefits
- 20 days of PTO
- 12+ paid holidays
- Flexible Sick Day Policy
- 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
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