National Sales Account Representative

Account Executive Position

Location: Tampa, FL or Atlanta GA

Our client is a voice and data communication organization specializing in products and professional services is seeking results driven sales professionals.  The organizations’ professional service offering is focused on helping large Telco’s reduce their overall CAPEX and OPEX spend.  The technology area of expertise is within the switch, transport and wireless equipment platform.  This individual would be responsible for expanding both product and services within contracted Telco accounts.   

We are looking for individuals who have existing relationships with key decision makers within the user-buyer space such as Engineers, Sen Level Mgrs or Director Level relationships.  We are not looking for individuals who will require a long start-up period for revenue generation. 

Executive Account Director – “Hunter" with the ability to farm, but definitely displays the sales traits to open doors, see requirements for positioning at an upper level, expands relationships with existing accounts owned and has no issue prospecting new opportunities.  An individual within this role must have 3-5 years experience in technology sales within our industry.

Compensation Information: 

The individual will start with a monthly guaranteed compensation with a revenue expectation for a 3mth period.  The 3mth period is basically the evaluation period.  A typical individual in our sales organization today who does $5million in revenue would make approx. $300K in annual compensation.  Therefore, the rev requirement is much less than a typical OEM.  However, understand the individual will be expected to drive revenue from the start.  We will have PMs, Engineers, etc. available for the new Acct Mgr to visit clients on initial appointments, conference calls, etc until the individual is trained on our complete offering.

Compensation: $75K - $120K base for initial comp plan.

Travel Expenses

Net Margin and Commission

Run-Rate Bonus

New Account Bonus

Benefits

Job Description:  Account Executive

This individual will be responsible for soliciting our clients products and services within the RAN division of ATT Wireless.  We will work with you on the most logical division assignment based on previous experience and relationships.

With our client there are two main types of selling opportunities.  The first one is our product and transactional service business offering. 

A majority our clients business today is derived from engineers, Senior Level and/or Director Level Managers within implementation engineering.  Therefore, this type of individual will be your focus to build relationships that provide product and transactional service opportunities.

They also offer programs which are designed to help clients reduce their overall CAPEX and OPEX spend.  You should communicate their program offering during your selling process for product and transactional service.

There is a long complex sales cycle and requires Executive Level positioning within multiple divisions such as implementation engineering, Operations, Supply Chain/Contracts and Finance. 

Focusing on product and transactional services will assist you in validating a need for our clients programs; therefore, you can provide an excellent business case on why the client should pursue our clients Inventory Mgmt or Spares Mgmt program offering.

Product and Transactional Services            Program Selling (Complex)

Pre-owned Equipment                                    Inventory Mgmt Offering Includes:

Buy/Sell Excess                                              Consolidated WH

Stage/Configuration                                        Reverse Logistics

Installation/Deinstallation                               Re-use/Redeploy/Repair

Site Surveys                                                    Stock Level/Demand Planning

Repair                                                              Spares

Spares Mgmt Offering:

                                                                        Compete with OEM

Selling is the most important role within any organization and the highest priority for our Senior Mgmt team, therefore, any member of the team will prioritize visit to client sites, conference calls and do whatever is necessary to help in facilitating and closing the opportunity.      

In addition, sales management will assist with direction, standard rebuttals, selling techniques, approaches, etc.

You should be able to establish credibility quickly using the existing program within your initial introductions. 

Key Responsibilities: 

The first and highest priority is expanding new and pre-owned product business within the assigned account base.  This initiative will require a significant amount of prospecting via phone, building personal relationships and collecting manufacturer product family information based on the client’s installed base and individual’s responsibility.  The product family collected is extremely important to increasing the probability of successful selling and

ensuring you are pitching and providing product solutions that you know the client will need.   

Second, you will be soliciting our ability and experience to provide transactional services such as installs, deinstalls, stage/config and site surveys.  You should use your internal subject matter expert such as pre-sales engineering or the Project Manager for additional

clarification or information needed.  Neither our client nor the client will expect you to know everything about the product or service offering, this is why we have internal SMEs.  It will be very important you utilize this resource.  The Account Executive is responsible for orchestrating the sales process and closing the opportunities. 

As discussed, we will expect you to use your existing relationships and contacts within ATT to hit the ground running after initial training.  In addition, our client will provide contacts based on organizational charts, history with the account, etc.  Not every contact provided will be a good source of future business; therefore, it will require your due diligence to evaluate their potential based on their areas of responsibility. 

 Qualification & Requirements

·         Communication skills 

·         Be able to see through the corporate bureaucracy, and build personal relationships. 

·         Excellent telemarketer to establish contacts and potential business. 

·         Face to face meetings may only come on an infrequent basis (depending on geographic location).