Senior IT Sales - Account Executive

Title: IT Sales - Account Executive

Location: New York, NY, USA, Dover, DE, USA, Philadelphia, PA, USA, New Jersey, USA, Baltimore, MD, USA

Position Title:  Account Executive 

Position Location:  Remote, Northeast Region, New York City Metro, Philadelphia, PA, Baltimore, MD, New Jersey, Eastern PA.

Reports to: Director or Vice President 

Job Summary: 

This exciting opportunity is full-time with Pellera Technologies and is designed for high-achieving, senior-level sellers. The Account Executive develops and maintains client relationships, understands the client’s business environment, and identifies customer business objectives or problems that can be resolved with technology.  The AE develops a plan to sell technology solutions to the client/prospect and leverages and coordinates all resources for successful sales execution.  The AE is expected to cross-sell the array of hardware, software, cloud, and professional services our organization offers.  Our ideal candidate comes from a Value-Added Reseller, Managed Service Provider or Integrator and has a proven track record of closing large, complex IT opportunities. This role also requires the necessary sales administrative activities including use of SFDC, forecasts, deal registrations, presentations, proposals/quotes etc. As well as, maintaining professional and technical knowledge by attending educational workshops/training and establishing personal networks in professional societies.   

Essential Functions: 

Responsible for all sales activities in assigned accounts and achieves established sales targets annually.

Solution selling of technology-based solutions to solve business and/or solution segment problems.

Promotes and sells Converge’ s value proposition and solution offerings (Digital Infrastructure, Digital Workplace, Cybersecurity, Cloud, Advanced Analytics, Application Modernization, Managed and Professional service etc.) to clients and prospects.

Drives client engagements proactively with Solutions Practices and Services teams.

Ability to manage and drive a multi-month sales cycle and multi-million-dollar transactions.

Develops a list of prospective clients for use as sales leads, based on information from own professional network, OEM partners, trade shows, social media websites, business directories, and other sources.

Develops robust ongoing pipeline of business opportunities at a quantifiable three times level of quota expectation.

Establishes and maintains current client and potential client relationships.

Responsible for Client Satisfaction. Identifies and resolves client concerns.

Works with OEM partners to develop a plan to approach prospective clients.

Gains clear understanding of client business requirements.

Educates Clients of full portfolio of solutions.

Prepares presentations, proposals, and sales contracts.

Ability to present solutions to clients, influencers, decision makers and executives.

Provide forecast updates on current opportunities and update CRM on a weekly basis.

Build a territory plan to meet monthly and annual gross profit targets.

Maintain a working knowledge of applicable Federal, State, and Local laws and regulations as well as Converge Compliance Policies to ensure adherence in a manner that reflects honest, ethical, and professional behaviors.

The assigned Inside Sales team will assist in preparing quotes to your end users and the processing of resulting orders. Main activities include vendor follow up, tracking, delivery and expediting through invoicing to ensure a positive customer experience.

Other duties as assigned.  

Required Skills/Abilities/Competencies 

Excellent verbal and written communication skills. 

Ethical and Critical Thinking

Excellent sales and customer service skills.

Excellent organizational skills and attention to detail.

Excellent time management skills with a proven ability to meet deadlines.

Ability to prioritize tasks and to delegate them when appropriate.

Ability to function well in a fast-paced environment.

Proficient with Microsoft Office Suite or related software. 

 Education and Experience: 

7+ years of technology sales experience and industry knowledge with a solid understanding of business and operational needs across various industries.

Experience selling technologies such as Dell, IBM, HPE, Cisco, Microsoft, AWS, Nvidia, Crowdstrike, Palo Alto Networks, Fortinet, Zscaler, Arctic Wolf, etc.

Experience selling managed, professional and advisory services around cloud, storage, network infrastructure, artificial intelligence, integrations, migrations, full-cycle implementations, cybersecurity, etc.

Experience building and maintaining client executive relationships in the technology realm.

Understanding of consultative, solutions sales process.

Various vendor certifications as necessary. 

Physical Requirements:  

Prolonged periods of sitting at a desk and working on a computer.

Must be able to lift up to 15 pounds at times.  

This role includes commission-based compensation. Commission structure will be discussed during the interview process.