Account Executive (New Business Development)

Job Description

Job Description

Account Executive (New Business Development)
Position Summary
Awecomm is seeking a highly driven, execution-focused Account Executive to generate new business opportunities, develop strategic relationships, and help accelerate the growth of our Managed IT, Cybersecurity, Compliance, Cloud, and AI service offerings.

This is not an order-taking role. This is a hunter position responsible for creating pipeline, prospecting into targeted accounts, developing referral sources, conducting discovery conversations, and advancing opportunities through Awecomm's sales process. In this role, you will be allowed to farm within accounts you have brought in.

The ideal candidate is highly accountable, coachable, comfortable with outbound prospecting, and motivated by building relationships that lead to new business. Success in this role requires discipline, consistency, curiosity, and a desire to continuously improve through coaching and structured sales processes.

About Awecomm
Awecomm helps great people advance and great companies thrive through technology.

We serve growth-oriented organizations throughout the Midwest by delivering Managed IT Services, Cybersecurity, Compliance, Cloud Solutions, Strategic IT Consulting, AI Enablement, and Technology Lifecycle Management.

Our culture is built around accountability, continuous improvement, proactive leadership, and delivering exceptional client experiences. We believe great sales professionals create value by helping clients solve business challenges, not by pressuring them into purchases. Key Responsibilities

1. Pipeline Creation & Prospecting (Primary Focus)

• Execute daily cold outreach through phone, email, LinkedIn, networking, events, and referral channels.
• Build relationships with executive decision makers.
• Generate and qualify opportunities consistent with Awecomm's Ideal Customer Profile (ICP).
• Develop and maintain a target account list.
• Schedule and conduct discovery meetings.
• Maintain a consistent flow of net-new opportunities within the CRM.
• Leverage strategic networking organizations, chambers, client referrals, and community relationships.

2. Discovery & Opportunity Development

• Conduct consultative discovery conversations using Awecomm's sales methodology.
• Identify business challenges, operational risks, cybersecurity concerns, growth initiatives, and technology gaps.
• Uncover budget, decision process, timeline, and business impact.
• Coordinate internal resources as required to support opportunity progression.
• Advance qualified opportunities through Awecomm's defined pipeline stages.

3. Sales Process Execution

• Follow Awecomm's sales process and CRM standards.
• Maintain complete and accurate opportunity records.
• Build and manage a rolling sales pipeline sufficient to achieve revenue targets.
• Participate in pipeline reviews, sales coaching sessions, and forecasting meetings.
• Execute agreed-upon activity plans and accountability commitments.
• Maintain forecast accuracy and opportunity hygiene.

4. Referral & Relationship Development

• Build and expand strategic referral relationships.
• Develop Centers of Influence (COI) relationships.
• Participate in networking groups, industry events, and community organizations.
• Create opportunities through existing client relationships and executive introductions.
• Represent Awecomm professionally within the marketplace.

5. Continuous Improvement

• Participate in ongoing sales training and coaching programs.
• Apply Sandler sales principles and accountability systems.
• Improve prospecting effectiveness through measurement and coaching.
• Demonstrate willingness to receive and implement feedback.
• Maintain personal development goals aligned with career growth.

Success Metrics & Accountability
Success in this role will be measured through leading and lagging indicators including:

Activity Metrics

• Calls completed
• Emails sent
• LinkedIn outreach activity
• Strategic networking meetings
• Referral development activities
• First appointments scheduled

Pipeline Metrics

• Opportunities created
• Pipeline value generated
• Qualified opportunities advanced
• Sales cycle progression and velocity
• Forecast accuracy

Revenue Metrics

• Closed recurring revenue
• Contract revenue
• Gross profit contribution
• Annual new business targets

A successful Account Executive understands that consistent activity drives consistent results and embraces accountability for both effort and outcomes. Experience & Qualifications

Required

• 5+ years of B2B sales experience.
• Demonstrated success generating net-new business opportunities.
• Experience with outbound prospecting and relationship development.
• Strong communication and presentation skills.
• CRM experience.
• Ability to work independently while maintaining accountability.
• Valid driver's license and reliable transportation.

Preferred

• Managed Services Provider (MSP) experience.
• Technology sales experience.
• Cybersecurity or IT services sales experience.
• Experience selling to manufacturers, professional services firms, and closely held businesses.
• Sandler, Challenger, or consultative selling experience.
• Existing executive-level network within Southeast Michigan.

Characteristics of a Successful Candidate
You may be a great fit if you:

• Enjoy creating opportunities rather than waiting for leads.
• Thrive in a structured, accountable environment.
• Are highly coachable and growth-oriented.
• Take ownership of your results.
• Have the discipline to execute prospecting consistently.
• Are comfortable speaking with owners, CEOs, COOs, CFOs, and executive leadership teams.
• Value teamwork and collaboration.
• Want to be part of building something meaningful.

Compensation

• Competitive base salary
• Uncapped commission opportunity
• Career growth opportunities as the sales organization expands
• Comprehensive onboarding and sales training

Benefits