Job description
Flexible/Hybrid Work Schedule
Job Title:
Account Executive – Managed Services Provider
Department:
Sales
Reports To:
Sales Leader - Vacant
Typical Hours
Full-time
Those Supervised:
None
FLSA Status:
Exempt
Travel Required? Percentage:
< 40%, primarily local
Last Revision Date:
12.06.2021
Location(s)
Kansas City, Wichita, Manhattan, Junction City
Job Summary:
As an Account Executive – Managed Services Provider, you play a key role in accelerating organizational success 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 Managed Services Provider (MSP) and Internet connectivity customers in the small business market.
Key Accountabilities:
- Prospect for new accounts
- Sell ISG MSP services to new accounts
- Input and maintain data in CRM tool
- Customer advocacy
- Market Feedback
- Manage and forecast pipeline opportunities
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 have strong selling skills in monthly recurring revenue IT solutions including cybersecurity and you achieve sales objectives primarily through sales to new customers, with additional sales to existing customers.
- You have experience navigating connectivity (Fiber, DSL, circuits, wireless, etc.) conversations with prospects and customers, selling connectivity on TVTs network.
- You are a competitive, high achiever who persists despite obstacles, opposition, or setbacks.
- You have the charisma to build and maintain trusting relationships with customers, co-workers, and vendors.
- 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 believe sales is a team sport and most effectively orchestrated around a set of core processes which are navigated through a consistent sales methodology.
- 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 understand sales and customer success is maximized through a consistent process and set of behaviors that are executed every week.
- You are a self-starter who is prepared to develop and execute your sales 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 arrogant.
You successfully fulfill the following essential duties and responsibilities:
You will utilize your SALES ACUMEN to develop new business by:
- Identifying and targeting small business prospective customers through phone contact, email, face-to-face and other means to creatively build rapport and maintain a healthy sales pipeline. This might include establishing meaningful meetings, sales campaigns, educational events, phone calls, emails, attending community events and other creative approaches that lead to client development.
- Identifying client needs and suggest appropriate solutions featuring TVT products and services.
- Leading negotiations, coordinating complex decision-making process, and overcoming objections to closure.
- Effectively closing sales in a timely manner by discovering client pain points and mapping our solutions that solve for those challenges.
- Using your communication skills to provide both technical and strategic advice focused on solving business problems, creating business opportunities, and driving business outcomes.
- Having ownership in transforming businesses by teaching and educating prospective clients on how our core set of technology solutions can grow their business, cut costs, and increase efficiencies.
- Developing and maintaining a high level of knowledge about our products and services.
You will use your STRATEGIC skills to:
- Run and manage a full-cycle sales process including building brand awareness, generating leads, demoing products, ensuring follow-up, and closing the sale.
- Manage your territory, including account planning and opportunity management.
- Properly forecast monthly, quarterly, and annual revenue numbers for your assigned territory.
You will use your ADMINISTRATIVE SKILLS to efficiently:
- 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 internal team members and departments
- 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 use your COLLABORATIVE SKILLS to:
- Provide feedback from field experience to sales management with regards to product, selling, competitive matters. etc.
- Effectively transfer thoughts and express ideas using speech and listening skills to influence others and gain support.
- Participate in internal meetings.
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 20-150 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:
- 5-7 years of successful IT solutions sales experience required; with 2-3 years of experience working with the Managed Services Provider industry, SaaS, IaaS, carrier/connectivity or Cloud services preferred.
- 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.
- Travel to client sites required; must possess valid driver’s license and driving record must meet the criteria of ISG’s insurance carrier for acceptance of coverage.
- Bachelor’s degree preferred.
- Experience selling to C-Level executives on IT solutions preferred.
You will follow the ISG Technology Core Values:
- Humor & Fun
- We believe it’s important to take time outside of work to spend time with family and keep the wind in our sails.
- We collaborate and value sharing our unique perspectives.
- We’re inclusive and create activities that align with people’s interests and passions.
- Resilience
- We pride ourselves in meeting high-pressure challenges
- We never quit and demonstrate the ability to see daunting assignments through … successfully.
- Lead by Example
- We demonstrate courage in having crucial (and sometimes “tough”) conversations.
- We are reliable and highly accountable in our use of systems and tools.
- Continuous Improvement
- We’re creative thinkers who can adapt to evolving situations.
- We’re humbly confident, know our stuff, are willing to coach and be coached.
- We’re willing to make “healthy” self-sacrifices for the greater good.
- “Team First” Initiative
- We are pro-active and stay on top of training and certifications.
- We willingly take on more responsibility if we see a need and can assist.
- We view individual accountabilities as representing the whole team.
You are able to work in the following environmental and working conditions:
- Travel to company and customer locations in varying conditions.
- You have the physical capability, mental stability and emotional intelligence that enables you to meet all the requirements and qualifications of the position with or without a reasonable accommodation.
- Included as part of this job description is a table of physical and mental job requirements specific to the area of employment.
Respectful Work Environment
Twin Valley Family Companies (TVFC) believes in providing a respectful and inclusive workplace and is an Equal Opportunity Employer. TVFC does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need. Applicants and employees who need assistance or an accommodation due to a disability should contact human resources.
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