About the position

At TBC, our core values are Passion, Partnership and Innovation. Every day our team of highly qualified engineers and administrators work hard to empower our clients to transform and grow their companies. 

The Account Executive is responsible for the sale of TB Consulting services with a primary focus on hunting for new logos and closing new business. This positions’ primary responsibility is to develop revenue-producing relationships with decision-making C-level executives and key stakeholders at targeted firms, as well as drive the sales cycle of identified/initiated sales opportunities from initial prospect communication through contract executionThe person in this role will lead the sales effort across all TBC products and capabilities and focus on establishing long-term client relationships. He or she will show prospective clients how our passionate and innovative services will ensure the stability of client networks, processes, and security so they can focus on being an agility-driven team delivering creative disruption to their clients and industry. 

Duties & Responsibilities 

Includes the following; other responsibilities may be assigned. 

Lead Management 
  • Continuous prospecting, prospective client identification and qualification
  • Responds in a timely manner to all inbound and partner sales qualified leads
Pipeline Management 
  • Regular and continuous creation of new pipeline
    • Philosophical alignment qualification of prospective client opportunities
  • Continuously builds and maintains adequate pipeline to cover and deliver against 

sales quota

 

Opportunity Management 
  • Adoption and utilization of established TBC Sales Process 
    • Client Fit, Solutioning, Presentations, Pricing, Negotiation, Close  
    • Continuous progression of opportunities through TBC ‘s defined sales process 
      • Regularly converts opportunities into happy and referenceable clients 
  • Maintains daily CRM opportunity hygiene 

Forecast Management 
  • Submits regular sales forecast as required 
  • Delivers against sales forecast with accuracy 

Account Management  
  • Serves as account's trusted advisor 
  • Focused on retention; maintain happy and referenceable account status 

Expand/Upsell Accounts 


Performance Management 
  • Meets or exceeds assigned monthly, quarterly and annual sales quota (new RMR) established by the Head of Sales, and execute business development, offering positioning and sales strategies as a member of the sales team 
  • Achieves lead generation, prospecting and other sales management goals designed to build an optimal sales pipeline 
  • Personally develops strong, long-term relationships and referrals with various constituents at targeted firms 
  • Manages the end-to-end sales process for all opportunities including initial client communication, on-site presentations, RFI/RFP response creation and submission, negotiation and deal signing, this position is the focal point for all communication and sales activities with prospects and customers 
  • Works in close collaboration with presales team and delivery teams to ensure that proposed offerings and services fully meet prospect or customer’s business and technology needs

Qualifications 

Required Skills/Experience 
  • Strong hunter profile with a proven track record of success in selling technology-based outsourcing solutions 
  • Demonstration and ability to prospect, qualify and close small to large IT services opportunities 
  • Strong local business network including local associations, industry associations within the region 
  • B.A. /B.S. Degree is required (possible exceptions if offset by professional experience and track record) 
  • At least 5 years of relevant outside sales experience  
  • Experience selling to medium and large enterprises 
  • Familiarity with cloud enterprise managed services and infrastructure solutions 
  • History of consistently exceeding corporate objectives and quotas 
  • Deep understanding of the industry, client needs and competitive landscape 
  • Experience working within CRM applications 
  • Extensive knowledge of Microsoft Office, including Visio 
  • Effective communication & negotiation skills 
  • Proven ability to sell both professional and managed services into Fortune 2000 accounts as the sales lead 

 

Recommended Skills/Experience 
  • Proficiency with HubSpot CRM 

  • Familiarity with the following technology products: 

    • Nutanix 

    • Veeam

    • ServiceNow 

    • Fresh Service 

    • Avaya or Zultys 

    • Oracle SBC, SD-WAN