Enterprise Account Executive

Info-Tech Research Group; Williamstown (NJ); Remote; USD 100,000 - 140,000; Full time

Job summary

Info-Tech Research Group is seeking a seasoned sales professional to drive end-to-end sales with IT and business leaders in a Northeast territory. You will cultivate value-based conversations and lead prospecting activities to grow the client base.

As a remote role with multi-state travel, you will leverage CRM tools like Salesforce or Microsoft Dynamics, build trusted relationships with CxO-level executives, and align presentations with research insights to close deals.

Qualifications

• Experience selling to IT and business leaders.
• Experience selling IT research, advisory, and consulting services.
• Experience selling IT-related products and/or services within the commercial sector.
• Willingness to travel across NY/NJ/CT/PA.
• Ability to build trusted relationships with C-level executives and staff.

Responsibilities

• Responsible for the full suite of Info-Tech products and services that provide an integrated value proposition to prospective and current clients.
• Ensure consistent monthly prospecting and lead generation activity targeting the right buying centers, leveraging online resources and sales tools in addition to company marketing campaigns.
• Work marketing leads and conduct warm calls into your geographical territory to book onsite sales presentations with prospective clients.
• Prepare for sales presentations by customizing PowerPoint presentations to align with the target audience.
• Execute sales appointments to a high standard demonstrating proficient product and functional knowledge and adherence to Info-Tech Research Group’s sales processes and methodologies.
• Successfully manage sales opportunities through the pipeline in an efficient manner.
• Actively participate in ongoing sales coaching and training activities and demonstrate a strong commitment to personal improvement and advancement.
• Provide senior leadership team with on-going customer feedback to help shape sales and marketing effectiveness, product improvement and innovation.
• Partner with the research department to include relevant analysts in sales presentations as needed.

Skills

Sales to IT leaders

CRM proficiency

CxO relationship building

Targets-driven

Coaching & growth mindset

Education

Bachelor’s or Master’s degree

Tools

Salesforce

Microsoft Dynamics

Job description

You'll be a good fit if you...

• Already have 10+ years of experience in a Sales role serving technology and business leaders within the commercial sector with a proven track record of sales success.
• Are motivated to hit or exceed sales targets.
• Prefer a modern sales environment and have already worked with a CRM like Salesforce or Microsoft Dynamics.
• Are excited by the prospect of building new skills and weekly 1-to-1 coaching with your manager as well as weekly training as a department.
• Able to build and maintain trust-based, value-added relationships with technology and business leaders at the CxO level.

Responsibilities -

• Responsible for the full suite of Info-Tech products and services that provide an integrated value proposition to prospective and current clients.
• Ensure consistent monthly prospecting and lead generation activity targeting the right buying centers, leveraging online resources and sales tools in addition to company marketing campaigns.
• Work marketing leads and conduct warm calls into your geographical territory to book onsite sales presentations with prospective clients.
• Prepare for sales presentations by customizing PowerPoint presentations to align with the target audience.
• Execute sales appointments to a high standard demonstrating proficient product and functional knowledge and adherence to Info-Tech Research Group’s sales processes and methodologies.
• Successfully manage sales opportunities through the pipeline in an efficient manner.
• Actively participate in ongoing sales coaching and training activities and demonstrate a strong commitment to personal improvement and advancement.
• Provide senior leadership team with on-going customer feedback to help shape sales and marketing effectiveness, product improvement and innovation.
• Partner with the research department to include relevant analysts in sales presentations as needed.

Key Selection Criteria -

• Prior experience selling to IT and business leaders preferred.
• Prior experience selling IT research, advisory, and consulting services as assets.
• Prior experience selling IT-related products and/or services within the commercial sector.
• Prior experience working in the New York, New Jersey, Connecticut, or upstate Pennsylvania area.
• Proven ability to build and maintain trusted relationships with C-level executives and staff at all levels across the organization.
• Proven ability to participate in value-based client conversations.
• Collaborative, with superior listening, critical thinking, and verbal and written communication skills.
• Ability to thrive in an entrepreneurial, flexible, and rapidly changing work environment.
• Intellectually curious about the impact of IT on the business landscape, with a passion for continuous learning.
• Driven to consistently surpass sales targets.
• Ability to travel to conduct onsite meetings with prospective clients.
• Home office space available, as this is a remote role.
• Bachelor’s or Master’s degree.
• Must have a valid passport or enhanced license for travel to Canada.
• Must have the flexibility to travel to multiple states.
• Must have a valid driver’s license.

Info-Tech Research Group of companies is an equal opportunity employer committed to diversity and inclusion and does not discriminate on the basis of any legally protected status or characteristic including Minority/Female/Sexual Orientation/Gender Identity/Disability/Veteran and are pleased to consider all qualified applicants. To that end, upon request, ITRG will ensure, to the extent possible, that accommodation be made available to applicants throughout the recruitment and hiring process.