Account Executive

Aptum; Virginia; Vor Ort; USD 100.000 - 180.000; Vollzeit

Zusammenfassung

Aptum is seeking an Account Executive to drive new client acquisition in the tech and software space within the Virginia region. You will own the full sales cycle—from pre-sales to closing and transition to implementation—while building relationships with senior decision-makers.

The role emphasizes consultative selling of modern IT infrastructure, professional and managed services, and collaboration with marketing and channel partners to achieve targets.

Qualifikationen

• University degree or equivalent relevant working experience.
• 5-10 years in sales, IT value proposition and service-based solution selling.
• Experience selling modern IT infrastructure solutions and hybrid cloud services.

Aufgaben

• Develop and manage territory with strategic prospecting and qualification of opportunities.
• Sell IT infrastructure solutions including Professional Services and Managed Services across the lifecycle.
• Identify and engage key decision-makers through established networks.
• Forecast revenue and manage the sales pipeline in Salesforce.
• Collaborate with Channel and Marketing to maximize opportunities and activity.
• Travel 25-50% as required to engage clients and close deals.

Kenntnisse

Territory development

Strategic prospecting

Opportunity qualification

Contract negotiation

Deal closing

Consultative selling

IT infrastructure

Solutions selling

Salesforce CRM

Revenue forecasting

Travel 25-50%

Ausbildung

University degree

Tools

Salesforce CRM

Jobbeschreibung

As an Account Executive, you'll be at the forefront of driving revenue growth by acquiring new clients in the technology and software space—focusing on mid-market and enterprise segments within your assigned territory. You'll build and manage a high-quality pipeline through self-sourced opportunities, engaging directly with key decision-makers.

Success in this role hinges on your ability to proactively identify opportunities, build lasting relationships, and close complex deals. You'll collaborate closely with internal teams to craft tailored solutions that align with our strategic goals and deliver measurable value to clients.

We're looking for a strategic thinker with a deep understanding of market dynamics and a proven track record in consultative selling. You will lead a targeted new client acquisition strategy, consistently surpass sales goals, and drive long-term customer success.

If you thrive in a fast-paced, growth-oriented environment and are passionate about solving real business challenges, we'd love to hear from you.

Responsibilities:

• Must demonstrate a strong track record of territory development through strategic prospecting, identifying purchase triggers, qualifying opportunities, and capturing the customer narrative. Proven ability to challenge and inspire prospects, collaborate on solution design, negotiate contracts, and close deals effectively.
• Candidates must have proven experience in selling modern IT infrastructure solutions, including Professional Services and Managed Services. This should encompass the full design-build-operate lifecycle for hybrid cloud platforms.
• Able to identify and engage key decision-makers through established professional networks.
• The technology and software market landscape to identify opportunities and tailor solutions to client needs.
• Competitive positioning to effectively differentiate offerings and articulate unique value propositions.
• Emerging industry trends to proactively guide clients' decision-making and influence strategic buying behavior.
• Proven planning skills with the ability to "think outside the box" and see the "big picture" impact of decisions/actions.
• Collaborative team player with strong interpersonal skills and a customer-focused mindset, committed to achieving shared goals.
• Retain knowledge of Aptum products and services to effectively sell the full portfolio of offerings and accurately communicate our value proposition and strategies.
• Responsible and accountable for achieving individual specific booking targets.
• Leads the entire sales engagement lifecycle as the primary client contact, from pre-sales and active selling through negotiation, closing, and transition to implementation.
• Collaboratively work with the Channel team and Marketing organization in developing a territory engagement plan to maximize opportunities and generate sales activity. Engage and convert leads sourced from marketing initiatives and channel programs.
• Able to accurately forecast anticipated monthly and quarterly revenue.
• Immersion and accuracy with the Salesforce CRM associated with tracking of all activities inclusive of, calls, emails, meetings, leads, opportunities, account plans, and forecasting.
• This position may require 25-50%travel.

Work Experience:

• University degree or equivalent relevant working experience.
• Experience 5 -10 years in sales, specifically in IT value proposition and service-based solution selling.
• Strategically coordinated concurrent sales pursuits, balancing shifting priorities and tight timelines to drive revenue growth in a high-pressure setting.