Communications Solutions Account Executive

Communications Solutions Account Executive

The Communications Solutions Account Executive is responsible for identifying, developing, and closing new Communications Solutions opportunities for JMARK. This role is designed for a self-driven sales professional who can consistently create pipelines, manage a disciplined sales process, and produce measurable revenue outcomes.

JMARK is a metrics-driven organization. Success in this role requires consistent, documented prospecting activity, accurate CRM management, disciplined follow-up, strong pipeline creation, and achievement of defined sales targets. The Communications Solutions Account Executive is expected to source new opportunities, respond quickly to assigned opportunities, advance deals through the sales process, and close business that aligns with JMARK's standards, profitability expectations, and client experience goals.

The AE will build business relationships based on JMARK's core values, understand prospect needs, develop appropriate technology and business solutions, and coordinate with internal JMARK resources to prepare and present formal proposals. This includes working closely with marketing, account management, service leadership, project management, engineering, and other internal teams to ensure a strong client experience from initial conversation through handoff and onboarding.

This is a production-oriented sales role where success is built on earning trust through consultative conversations, understanding each client's business objectives, and recommending solutions that create measurable business value. Communications Solutions Account Executives represent JMARK as a long-term technology advisor, building relationships grounded in transparency, accountability, and a People First approach. Strong relationships are essential, but they must translate into measurable activity, qualified pipeline, closed revenue, and long-term client value.

Primary Expectations

• Bring a deep understanding of internet connectivity, SD-WAN, voice & phone system solutions.
• Consistently source and qualify new prospects.
• Maintain a healthy and accurate sales pipeline of at least 2.5 times monthly quota.
• Achieve individual sales quota and contribute to team and department revenue goals.
• Meet or exceed defined activity, pipeline, proposal, and closed-won metrics.
• Maintain accurate and current CRM records for all prospects, opportunities, next steps, and forecasts.
• Develop business relationships that position JMARK as a trusted technology and business advisor.
• Present Communications Solutions in a way that business leaders can understand, value, and act on.
• Move opportunities through the sales process with urgency, professionalism, and accountability.
• Set clear expectations with prospects and clients regarding JMARK's services, solutions, implementation process, support model, and client responsibilities.
• Collaborate effectively with internal teams to design solutions, prepare proposals, and transition closed business successfully.

Develop trusted advisor relationships by understanding each client's business goals, operational challenges, and long-term technology strategy before recommending solutions

Present Communications Solutions through business outcomes, demonstrating how recommendations reduce risk, improve operations, enable growth, or create measurable value beyond the technology itself.

Duties and Responsibilities

Sales Production and Pipeline Management

• Own new business development for Communications Solutions, including internet connectivity, SD-WAN, voice, phone systems, and related offerings.
• Consistently prospect through outbound activity, referral development, partner relationships, marketing-generated opportunities, existing client expansion, and other approved sources.
• Maintain disciplined sales activity, including calls, emails, meetings, follow-ups, networking, and opportunity advancement.
• Build and manage a qualified pipeline that supports monthly, quarterly, and annual sales goals.
• Maintain all opportunities in JMARK's CRM with accurate stages, values, close dates, notes, contacts, next steps, and probability.
• Provide accurate forecasting based on real opportunity movement, not optimism or assumptions.
• Prepare and present formal proposals that clearly explain the business need, recommended solution, investment, expected outcome, and implementation path.
• Follow up with prospects in a timely and professional manner to move opportunities forward.
• Demonstrate ownership of personal sales results and take corrective action when activity, pipeline, or revenue production is below expectations.
• Conduct thoughtful discovery that uncover business priorities, operational challenges, financial considerations, and future growth plans before recommending solutions.

Communications Solutions Specialization

• Learn, understand, and clearly explain JMARK's Communications Solutions products and services.
• Translate technical offerings into business outcomes that are meaningful to executives, business owners, and operational leaders.
• Explain benefits, risks, costs, timelines, and service expectations in clear business language.
• Collaborate with marketing, support, community partners, product management, and account management to support campaigns, messaging, offerings, and go-to-market efforts for Communications Solutions.
• Continue to build and develop relationships with current Communications Solutions clients where appropriate, with a focus on retention, expansion, and client satisfaction.
• Support the development of repeatable sales plays, proposal language, discovery questions, and positioning for Communications Solutions offerings.
• Stay current on industry trends, competitive offerings, carrier changes, technology shifts, and market conditions that may affect JMARK's clients or sales strategy.
• Position JMARK as a value-added technology partner by integrating Communications Solutions into broader business and IT strategies rather than presenting individual products or carrier offerings.
• Partner with technical specialists throughout discovery and solution development to ensure recommendations are aligned with prospect objectives, technically sound, and deliver meaningful business value.

Prospect Relationship Management

• Develop and maintain relationships with prospects that strengthen JMARK's reputation and create opportunities for new business.
• Serve as a trusted advisor who earns credibility through understanding the prospect's business, operational challenges, risk areas, and recommendations that place their long-term success ahead of short-term transactions.
• Build relationships intended to extend beyond the initial sale by creating confidence that JMARK will continue to advise, support, and advocate for the client throughout the relationship.
• Provide technology and business guidance that align prospect needs with JMARK's capabilities and resources, establishes clear expectations, and builds trust through honest, transparent communication.
• Prioritize work and opportunities that create the strongest long-term outcome for JMARK and its potential clients.
• Communicate consistently with prospects throughout the sales process.
• Ensure expectations are clear, reasonable, documented, and aligned with JMARK's ability to deliver.
• Provide an additional point of contact for escalated customer issues when appropriate.

Internal Collaboration and Handoff

• Work with internal JMARK teams to develop appropriate solutions for prospects and clients.
• Coordinate with service directors, project management, engineering, account management, and other stakeholders during the sales process.
• Oversee clean handoffs to the project and service teams after a sale is completed.
• Ensure internal teams have the information needed to successfully implement the solution and deliver a strong client experience.
• Communicate project scope, client expectations, timelines, dependencies, and commitments clearly during handoff.
• Participate in necessary internal meetings related to Communications Solutions opportunities, sales strategy, client onboarding, and service delivery.
• Support the development and improvement of proposal management, project management, client onboarding, and sales process standards.
• Partner with internal teams to deliver a seamless customer experience from initial discovery through implementation and ongoing success, ensuring commitments made during the sales process are communicated accurately and fulfilled.

Professional Development and Team Contribution

• Participate in ongoing training and professional development.
• Continue developing business, sales, technology, communication, and teamwork skills.
• Keep current on industry trends and communicate relevant findings to team members.

Continuously strengthen consultative selling, business acumen, and executive communication skills to better serve clients as a strategic advisor.

• Contribute ideas to improve sales processes, accountability, client experience, and revenue generation.
• Identify and share areas of expertise with teammates.
• Participate in company-sponsored, position-related activities.
• Maintain a professional appearance and represent JMARK well in all client, prospect, partner, and community interactions.

Performance Expectations

• Monthly, quarterly, and annual revenue production.
• Gross profit performance where applicable.
• Monthly recurring revenue generated.
• New opportunities created.