Account Executive

Job Title: Account Executive

Locations:

Quincy, MA | Detroit, MI | New Orleans, LA | Houston, TX | Beaumont, TX | Broken Arrow, OK | San Francisco, CA

MUST HAVES:

• 5+ years of business-to-business sales experience, preferably in wireless, telecom, technology solutions, security, electronics, or related industries.
• Strong solution-based selling experience.
• Experience selling hardware-based solutions.
• Experience introducing and selling new solutions rather than only renewing or improving existing services.
• Technical aptitude and the ability to work within a consultative sales environment.

About:

The client is the largest distributor of wireless voice, data, and video solutions in North America, with more than 40 years of industry leadership, partnerships with leading manufacturers, and a network of 75+ branches across North America.

They delivers communication and technology solutions that help organizations operate safely, efficiently, and effectively. With broad product depth, strong supplier relationships, and a service-driven culture,

They offers customers scalable solutions and provides employees the platform to build meaningful, high-impact careers.

Position Summary

They are seeking a high-energy, results-driven Account Executive to drive revenue growth within an assigned territory through a balanced focus on new business development, account retention, and account expansion.

This role is designed for a sales professional who is highly effective at prospecting, opening doors, creating new opportunities, and winning new accounts, while also building strong customer relationships and growing existing business over time. The ideal candidate is proactive, disciplined, competitive, and consultative, with a strong track record of developing business through cold calling, outbound prospecting, networking, and relationship management.

Success in this role requires the ability to generate self-sourced pipeline, convert new opportunities into profitable customers, and maintain strong long-term relationships that drive retention, loyalty, and share-of-wallet growth.

Key Responsibilities

• Drive profitable revenue growth through a combination of new customer acquisition, account retention, and account expansion within the assigned territory. Prospect consistently through cold calling, networking, referrals, email outreach, social selling, and in-person meetings.
• Build and maintain a healthy sales pipeline with a strong focus on prospecting and opportunity conversion.
• Conduct customer discovery conversations to understand business needs, operational challenges, and communication requirements.
• Present and position client's value-added solutions, products, and services in a compelling and consultative manner.
• Develop account strategies that lead to new customer acquisition, share-of-wallet expansion, and long-term growth.
• Partner with internal teams including sales leadership, operations, engineering, service,and vendor partners to develop winning solutions for customers.
• Prepare proposals, pricing, quotes, presentations, and other sales-related documentation accurately and on time.
• Maintain accurate and timely activity, pipeline, opportunity, and account information in the CRM system.
• Meet or exceed monthly, quarterly, and annual sales goals, activity expectations, and performance metrics.
• Represent the client with professionalism, urgency, accountability, and strong business ethics in every customer interaction.

Prospecting & Hunting Expectations

• Maintain a consistent, high-volume outbound cadence including cold calls, emails,social touches, and in-person prospecting.
• Generate a meaningful percentage of pipeline through self-sourced, net-new business development efforts. Actively target competitors and take share
• Aggressively pursue net-new business opportunities through persistent outbound prospecting.
• Penetrate accounts with no prior engagement and advance conversations to decision-makers.
• Proactively identify and exploit market gaps, competitor weaknesses, and white space opportunities.
• Consistently challenge customer status quo and incumbent providers.

Retention/Account Growth Expectations

• Build and maintain strong ongoing relationships with new and existing customers to protect revenue and strengthen long-term loyalty.
• Conduct regular account reviews to identify service issues, business changes, competitive risk, and expansion opportunities.
• Partner closely with service teams to ensure customer commitments are fulfilled and issues are resolved quickly.
• Retain and grow assigned accounts through proactive communication, responsiveness, and consultative selling.
• Identify up-sell, cross-sell, and share-of-wallet opportunities within existing customers.
• Help recover at-risk accounts through timely intervention, strong communication, and solution-oriented problem solving.

Success Measures

Performance in this role may be measured through a combination of:

• New account acquisition.
• Revenue growth and gross margin performance.
• Qualified pipeline generation and pipeline conversion.
• Prospecting activity levels, including calls, meetings, and outreach volume.
• Sales quota attainment.
• Territory growth and strategic account penetration.
• CRM discipline, forecasting accuracy, and speed of follow-through.
• Percentage of revenue from new logos
• Number of first-time meetings scheduled per month
• Pipeline created from cold outbound efforts
• Average time from first contact to opportunity creation
• Responsiveness and quality of follow-through after sale
• Existing account retention rate
• Revenue growth within current accounts
• Share-of-wallet expansion in existing customers.

Required Qualifications

• 5+ years of business-to-business sales experience, preferably in wireless, telecom, technology solutions, security, electronics, or related industries.
• Proven success in a hunter-oriented sales role with demonstrated ability to generate new business and close deals.
• Demonstrated ability to retain, grow, and expand customer relationships over time.
• Strong prospecting, negotiation, presentation, and closing skills.
• Ability to build credibility quickly and develop relationships with decision-makers across
• multiple levels of an organization.
• Strong verbal and written communication skills.
• Proficiency with CRM systems and general sales technology tools.
• Highly self-motivated, competitive, resilient, and goal-oriented.
• Ability to work independently while also collaborating effectively across teams.
• Valid driver’s license, reliable transportation, and proof of insurance.
• Willingness to travel locally within the assigned market as needed.

Preferred Qualifications

• Experience selling communication systems, two-way radio solutions, video/security solutions, or related technology products.
• Experience managing territory-based sales and multi-location customer opportunities.
• Familiarity with consultative or solution selling in business-to-business environments.

Ideal Candidate Profile

The ideal candidate will have:

• Strong solution-based selling experience.
• Experience managing longer and more complex sales cycles.
• Experience selling hardware-based solutions.
• Experience introducing and selling new solutions rather than only renewing or improving existing services.
• Strong communication skills and the ability to actively listen.
• Technical aptitude and the ability to work within a consultative sales environment.
• High motivation, professionalism, and business intelligence.

Sales Cycle Expectations

• Client's average sales cycle is approximately 3–4 months.
• Candidates should understand and be comfortable managing longer sales processes involving multiple stakeholders and technical discussions.
• The sales process requires collaboration with engineering teams and field service technicians to successfully execute customer solutions and contracts.

This role is best suited for someone who is:

• Aggressive in prospecting and opportunity creation.
• Persistent and resilient in a competitive selling environment.
• Comfortable working with clear goals, metrics, and accountability.
• Skilled at turning customer needs into consultative sales opportunities.
• Motivated by performance-based earnings and career advancement.

Compensation and Growth Opportunity

• Base salary.
• Aggressive commission plan for high performers.
• Extensive product and sales training.
• Opportunity to grow local accounts into regional or national relationships.
• Career advancement opportunities in sales leadership and national accounts.
• High degree of autonomy for proven performers.