Sales Development Representative - IT & Cybersecurity

Job Description

Job Description

The Role

You own the hunting.

As a Market Development Executive, you identify, research, and pursue decision-makers across Kankakee, Iroquois, and Will Counties to open conversations about how we help businesses run better, safer, and with less downtime.

Advanced Computer Specialists (ACS) is a managed IT services provider that prevents problems rather than just fixing them. You'll prospect for two connected lines of business:

• Managed IT, cybersecurity, and compliance services that keep companies stable and protected.
• AI services that help teams put AI to work securely, without the hype.

Some prospects need one. Many need both. Your job is to identify the pain and open the right door.

Your responsibility is the front end of the sales process: prospecting, scheduling and conducting a 15-minute qualifying call, and setting a discovery appointment with your closing partner. You do not conduct the discovery call.

This is an individual contributor position with ownership of a defined territory. Strong performance can lead to an expanded territory within four to six months, creating opportunities for larger deals.

What You'll Do

Build and Execute Targeted Prospecting Campaigns

• Prospect against a focused, well-defined target list rather than simply working through cold-call lists.
• Coordinate outreach across direct mail, phone, email, and LinkedIn.
• Follow up with prospects after marketing campaigns to build familiarity and engagement.
• Prioritize interested accounts with more personalized outreach while maintaining a longer-term follow-up strategy for other prospects.
• Research and identify decision-makers, including business owners, operations leaders, office managers, administrators, and IT leaders.
• Focus on industries including automotive dealerships, construction, education, finance, government, healthcare, legal services, manufacturing, and nonprofits.
• Maintain an active pipeline of 100+ prospects throughout the territory.

Develop Relationships in the Field

• Attend industry trade groups, association meetings, chambers of commerce, golf tournaments, and local business events.
• Conduct in-person visits to high-potential accounts.
• Build professional relationships and referral networks throughout Kankakee, Iroquois, and Will Counties.
• Establish a strong local presence that creates opportunities beyond traditional cold outreach.

Identify Opportunities Across Multiple Service Lines

Managed IT, Cybersecurity, and Compliance

• Identify businesses facing aging infrastructure, inadequate backup and recovery systems, security risks, or compliance challenges.
• Recognize opportunities involving HIPAA, PCI, FTC, NIST, and CJIS requirements.
• Engage organizations with overwhelmed internal IT resources or underperforming service providers.

Connected Technology Services

• Identify opportunities involving cloud solutions, Microsoft 365, email security, unified communications, and video surveillance.
• Position ACS as a single accountable technology partner.

AI Services

• Identify organizations struggling with repetitive manual processes.
• Introduce secure AI solutions that help improve efficiency and productivity.
• Recognize when AI services and managed IT solutions can complement one another.

Qualify Prospects and Schedule Discovery Appointments

• Schedule and conduct focused 15-minute qualifying calls with decision-makers.
• Understand business challenges, operational inefficiencies, technology risks, and potential costs of downtime.
• Evaluate prospects based on fit, timing, budget, and decision-making authority.
• Identify and disqualify poor-fit opportunities early.
• Document conversations and provide your closing partner with relevant prospect information.
• Schedule qualified discovery appointments and ensure prospects understand the value of the next conversation.

Manage Your Pipeline and Performance

• Track outreach activity, conversations, qualifying calls scheduled and completed, and discovery appointments handed off.
• Maintain accurate and current CRM records.
• Report weekly on pipeline activity and results.
• Share market feedback, competitive intelligence, and emerging opportunities with leadership.

What We're Looking For

Required Qualifications

• A self-motivated, results-driven approach to business development.
• Demonstrated success meeting measurable performance goals.
• Strong communication and relationship-building skills.
• Confidence initiating conversations by phone and in person.
• Willingness to accept coaching, apply feedback, and continuously improve.
• Genuine interest in cybersecurity, technology, and artificial intelligence.
• Valid driver's license and reliable transportation for territory travel.

Preferred Qualifications

• 1-3 years of B2B sales, business development, or another results-driven, high-activity role.
• Previous outside sales or field sales experience.
• Experience selling to small and mid-sized businesses, healthcare or legal practices, educational institutions, or local government organizations.
• Existing relationships or familiarity with the business communities in Kankakee, Iroquois, or Will Counties.

Technical Experience Is Not Required

You do not need an IT, cybersecurity, compliance, or AI background.

We'll teach you the technology and provide engineers and specialists to support you. What matters most is your drive, curiosity, and willingness to learn.

What It Takes to Succeed

• Hunter mentality: You proactively build your pipeline rather than waiting for leads.
• Resilience: You remain motivated and persistent through rejection.
• Discipline: You consistently follow up, maintain accurate records, and execute your prospecting strategy.
• Curiosity: You ask thoughtful questions, listen carefully, and seek to understand how businesses operate.
• Accountability: You take ownership of your performance and make adjustments when results fall short.

Compensation and Benefits

• Base salary plus uncapped commission: Your earning potential grows with your results.
• Professional coaching: Work directly with experienced coaches and leadership to develop your sales skills.
• Career advancement: Strong performance can lead to an expanded territory within four to six months.
• Territory ownership: Build lasting business relationships across Kankakee, Iroquois, and Will Counties.
• Marketing support: Benefit from targeted campaigns that introduce ACS before your initial outreach.
• Multiple service lines: Represent managed IT, cybersecurity, and AI solutions.
• Established service reputation: ACS averages under 15 minutes to respond and resolve, and takes ownership of issues until they are fixed.
• Varied work environment: Combine structured prospecting with networking events, field visits, and community engagement.
• Benefits package: Health, dental, vision, and 401(k), plus the tools and technology needed to succeed.

About Advanced Computer Specialists (ACS)

Advanced Computer Specialists (ACS) is a managed IT services provider headquartered in Bradley, Illinois. We serve small and mid-sized businesses, schools, and public organizations throughout Kankakee, Iroquois, and Will Counties.

While many IT companies focus on fixing problems, we focus on preventing them.

ACS provides one accountable partner for internet, phones, software, email, and security, supported by 24/7 proactive monitoring, remote resolution, and on-site assistance.

Our services include:

• Managed IT services and cybersecurity
• Network security and data backup and recovery
• Compliance support for PCI, HIPAA, FTC, NIST, and CJIS
• Cloud services and Microsoft 365
• DMARC email security
• Unified communications and video surveillance
• Secure artificial intelligence solutions

We help clients manage and secure their technology while using AI to reduce manual work and improve business operations.

ACS is growing, and this role is an important part of that growth. If you're ready to build a territory, develop a book of business, and grow your sales career, we'd like to hear from you.

Apply today to join Advanced Computer Specialists as a Market Development Executive.