Account Executive

Westphal & Company; Madison (WI); On-site; USD 42,000 - 65,000; Full time

Job summary

Westphal & Co. is seeking an Account Executive to drive growth in our Globalcom Technologies AV business from our Madison, WI headquarters.

This entry-level sales role focuses on building relationships with leading businesses across the Madison area while learning a multi-service construction model. You will learn to engage customers early in planning, identify opportunities, and develop AV solutions for collaboration, education, marketing, and entertainment, working with internal teams and

Qualifications

• Strong emotional intelligence and the ability to understand and adapt to different personalities, communication styles, and business perspectives.

Responsibilities

• Engage with prospective customers early in the construction and planning process to position our team ahead of competitors.
• Proactively generate new business through networking, relationship development, outreach, and consultative sales conversations.
• Understand customers’ businesses, operations, technology investments, purchasing processes, contract timelines, competitive landscape, and evolving needs.
• Develop and present solutions that align with customer needs and business objectives.
• Manage the sales process from initial prospecting and relationship development through proposal, negotiation, and close.
• Pursue opportunities for ongoing managed services agreements, including solutions with embedded AV support personnel.
• Build a strong understanding of our AV capabilities and broader service offerings, including electrical, low-voltage, data, DAS wireless, video surveillance, access control, and paging.
• Develop relationships with technical teams, project leaders, senior managers, directors, and C-suite executives.
• Collaborate closely with internal teams to understand project requirements and develop effective customer solutions.
• Travel periodically to regional offices and customer/project locations, generally within approximately 1.5 hours of the Madison headquarters.

Skills

Relationship building

Sales

Communication

Learning quickly

Prospecting

Job description

Founded in 1931, Westphal & Co. is a full service electrical & technology contractor serving the Midwest and selected domestic markets from our headquarters in Madison, WI. Our primary markets include governmental, commercial, industrial, health care, and energy. We have both PE’s and RCDD’s on staff. The company performs work on everything from residential projects to the largest industrial projects. Our Globalcom Technologies division is a technology contractor specializing in structured cabling, security/CCTV, and cellular enhancement projects. In addition to construction, we also provide full preconstruction, design build services, Building Information Modeling (BIM), and prefabrication. Westphal & Co. Inc., is an Equal Opportunity Employer.

About the Role

Globalcom Technologies is looking for a driven and relationship-focused Account Executive to help grow our expanding Audio/Visual (AV) business. This is an entry-level sales opportunity within a large, fast-growing electrical construction organization, offering the chance to build relationships with leading businesses throughout the Madison area while learning a unique, multi-service construction model. The Account Executive will focus primarily on selling audiovisual (AV) solutions for collaboration, education, marketing, and entertainment.

This role is ideal for someone competitive, confident, curious, resilient, and naturally driven to succeed. We are looking for someone who can learn quickly, build trust with customers, ask thoughtful questions, and identify opportunities where our services can solve real business challenges.

• Engage with prospective customers early in the construction and planning process to position our team ahead of competitors.
• Proactively generate new business through networking, relationship development, outreach, and consultative sales conversations rather than relying solely on responding to RFPs.
• Understand customers’ businesses, operations, technology investments, purchasing processes, contract timelines, competitive landscape, and evolving needs.
• Develop and present solutions that align with customer needs and business objectives.
• Manage the sales process from initial prospecting and relationship development through proposal, negotiation, and close.
• Pursue opportunities for ongoing managed services agreements, including solutions with embedded AV support personnel.
• Build a strong understanding of our AV capabilities and broader service offerings, including electrical, low-voltage, data, DAS wireless, video surveillance, access control, and paging.
• Develop relationships with technical teams, project leaders, senior managers, directors, and C-suite executives.
• Collaborate closely with internal teams to understand project requirements and develop effective customer solutions.
• Travel periodically to regional offices and customer/project locations, generally within approximately 1.5 hours of the Madison headquarters.

Qualifications and Experience:

• Strong emotional intelligence and the ability to understand and adapt to different personalities, communication styles, and business perspectives.
• Confident, professional presence with the ability to comfortably engage with successful professionals and senior decision-makers.
• Natural curiosity and the ability to quickly learn technical concepts and complex business models.
• Strong communication, presentation, listening, and relationship-building skills.
• Ability to ask thoughtful questions and uncover customer needs that may not be immediately apparent.
• Comfortable having conversations about technical topics and working alongside highly technical team members.
• Self-motivated and proactive; willing to create opportunities rather than waiting for them to come to you.
• Resilient and able to handle both wins and losses while maintaining a positive, persistent approach.
• Strong organizational skills and the ability to manage multiple prospects, opportunities, and priorities.

Physical Demands and Work Environment:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Physical Demands : While performing the duties of this job, the employee is regularly required to sit; use hands to finger, manipulate, handle, or feel; and talk or hear. The employee is occasionally required to stand; walk; reach with hands and arms; and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 15 pounds. Specific vision abilities required by this job include close vision and ability to adjust focus.

Work Environment : Work is performed in an office environment with low to moderate noise levels. The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Equal Opportunity Employer, including disabled and veterans.