Account Executive

Sales Drexel Hill, Pennsylvania


Position at j2 Cloud Services

Account Executive


The Company

Excel Micro is a j2 Global® company focusing on Cloud based email security services for businesses. It offers a unique environment that fosters individual growth and rewards performance, while offering the benefits and opportunities of a successful global Cloud company. The work environment is fast-paced, challenging, and fun. You will be working in the innovative cloud services arena focusing on our Email Security products, Spam Filtering, Email Archiving, Email Encryption, Web Security etc. 

Founded in 1991, Excel Micro is considered one of the industry’s premier Software-as-a-Service distributors partnering with leading providers of best-of-breed cloud solutions. By establishing relationships with market leaders focused on security and compliance, Excel Micro takes the burden out of having large minimum commitments and gives resellers the opportunity to take advantage of a program built for resellers without any huge upfront costs. Excel Micro’s approach is to provide our partners with a single point-of-purchase for the industry’s top security solutions, with round-the-clock sales and technical support from headquarters based outside.


Position Summary

The Account Executive, New Business Sales is responsible for cultivating new business relationships and directly generating sales with “new logo” Resellers, Channel Partners and SMB Direct End Users. The ideal candidate would be a highly motivated individual who can thrive in a dynamic, high growth industry with the following capabilities:


Job Description and Responsibilities:

  • Strong prospecting, qualifying, and closing skills
  • Excellent negotiation and communication skills both in person and virtually
  • Excellent written and verbal communication skills
  • Strong Phone presence
  • Energetic with a “can-do”, positive attitude
  • Proven track record in inside sales with a history of meeting or exceeding goals
  • Ability to work independently and in a team environment
  • Successful quota-carrying experience within inside corporate sales
  • Detailed-oriented, well-organized, punctual, and must be able to keep up-to-date records on accounts and opportunities
  • Performs other duties as required
  • Entrepreneurial mindset


Essential Duties and Responsibilities

  • Create and execute upon a detailed, business development plan
  • Penetrate and prospect targeted end user accounts across the commercial, education, and state/local government verticals for new business for the Excel Micro line card of solutions
  • Accurately manage new business pipeline daily and maintain regular contact with all open new business opportunities with a proven ability to utilize
  • Follow up in a timely manner on all leads
  • High-Velocity outbound sales activity
  • Take the initiative to thoroughly learn the market (competitors, products, and services available)
  • Use knowledge of company products and services to provide end users with information and promote product sales
  • Must be available to travel for face-to-face visits with your top Prospect/Customers to conduct business reviews, prospect, uncover and close Opportunities



Education and/or Certification Requirements

  • Four-year college degree from an accredited institution or equivalent of sales experience/combination of education and sales experience


Required Skills

  • Documented results from similar position, with minimum 5 years business software sales experience.
  • Sales experience with professional IT cloud services and IT-security products experience preferred.
  • Team player with excellent communication/written skills
  • Structured and analytical with the ability to leverage existing and new professional network relations to identify leads and opportunities.
  • Positive, customer-focused service-minded attitude.


Preferred Skills

  • Microsoft Office
  • Salesforce – strongly desired
  • Cybersecurity Software knowledge - desired


Accountability and Performance Measures

  • Meets required KPIs including, but not limited to:
  • Quota Attainment
  • Call Velocity
  • Pipeline Growth & Management
  • Participation in web-based demonstration
  • Timely Salesforce administration
  • Accurate pipeline forecasting
  • Consistent territory development / planning
  • Completes required training and development objectives within the assigned time frame