Field Account Executive – Mid Market

Zones IT Solutions; United States; On-site; USD 63,000 - 77,000; Full time

Job summary

Zones IT Solutions is seeking a Field Account Executive – Mid Market to drive net-new business and territory growth. This hunter role emphasizes outbound prospecting, new logo acquisition, and selling data center and advanced technology solutions.

You will partner with internal teams, maneuver through complex sales cycles, and own the full sales lifecycle from discovery to close, delivering Five-Star service to mid-market clients.

Qualifications

• 3–7+ years of field-based B2B technology sales experience.
• Experience selling data center, infrastructure, or advanced technology solutions.
• Demonstrated success in heavy prospecting, outbound sales, and new logo acquisition.
• Proven ability to manage complex, consultative sales cycles.
• Hunter mentality with strong cold calling, objection handling, and closing skills.

Responsibilities

• Drive aggressive outbound prospecting through cold calling, email, social selling, and field activity to generate net-new Mid Market opportunities.
• Build, manage, and execute a territory plan aligned to revenue targets and strategic growth initiatives.
• Practice strategic relationship development and management for each client and prospect to obtain a deep understanding of the client’s business.
• Become a proactive and trusted client partner with aim to establish Zones as an extension of the client’s IT department.
• Proactively collaborate with a variety of IT decision makers to improve their technology infrastructure and solve business problems.
• Own the full sales cycle from prospecting and discovery through solutioning, negotiation, and close.
• Lead sales motions centered on data center and advanced technology solutions, including compute, storage, networking, virtualization, backup, security, and hybrid cloud.
• Initiate conversations, identify opportunities and execute calls into prospects and client accounts using trained best practices.
• Upsell, cross sell, and attach products and services to maximize margins using a consultative approach.
• Research, prepare and proactively execute calls into prospects and client accounts using trained best practices.
• Partner closely with internal presales, solution architects, and technology partners to design and deliver customer solutions.
• Orchestrate internal Zones resources to sell solutions and provide Five-Star Service that exceeds client expectations.
• Work in a ‘team sales’ environment and proactively partner with field sales, marketing, channel partner resources and other Zones departments to maximize efforts and sales opportunities.

Skills

Prospecting

Outbound sales

New logo acquisition

Complex sales cycles

Cold calling

Closing skills

Tech solution selling

Job description

Description

Company Overview:

When it comes to IT solution providers, there are a lot of choices. But when it comes to providers with innovative and differentiating end-to-end service offerings, there’s really only one: Zones – First Choice for IT(TM).

Position Overview:

The Field Account Executive – Mid Market is a field-based, individual contributor role responsible for driving net-new business acquisition and territory growth within Mid Market organizations. This role is heavily focused on outbound prospecting, new logo acquisition, and selling complex data center and advanced technology solutions.

This position is ideal for a high-energy, hunter-minded seller who thrives in opening doors, managing complex sales cycles, and positioning technology solutions that solve real business challenges.

What you will do as the Field Account Executive – Mid Market:

The requirements below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.This job description is not intended to be a comprehensive list of the duties and responsibilities of the position, and the duties and responsibilities may change without notice.

Client Relationship Management:

• Drive aggressive outbound prospecting through cold calling, email, social selling, and field activity to generate net-new Mid Market opportunities
• Build, manage, and execute a territory plan aligned to revenue targets and strategic growth initiatives
• Practice strategic relationship development and management for each client and prospect to obtain a deep understanding of the client’s business.
• Become a proactive and trusted client partner with aim to establish Zones as an extension of the client’s IT department.
• Proactively collaborate with a variety of IT decision makers to improve their technology infrastructure and solve business problems.

Product, Services and Solution Selling:

• Own the full sales cycle from prospecting and discovery through solutioning, negotiation, and close
• Lead sales motions centered on data center and advanced technology solutions, including compute, storage, networking, virtualization, backup, security, and hybrid cloud
• Initiate conversations, identify opportunities and execute sales for core products, cloud, managed solutions and professional services.
• Upsell, cross sell, and attach products and services to maximize margins using a consultative approach.
• Research, prepare and proactively execute calls into prospects and client accounts using trained best practices.

Internal Resource Management:

• Partner closely with internal presales, solution architects, and technology partners to design and deliver customer solutions
• Orchestrate internal Zones resources to sell solutions and provide Five-Star Service that exceeds client expectations.
• Work in a ‘team sales’ environment and proactively partner with field sales, marketing, channel partner resources and other Zones departments to maximize efforts and sales opportunities.

What you will bring to the team:

• 3–7+ years of field-based B2B technology sales experience, preferably within the Mid Market segment
• Demonstrated success in heavy prospecting, outbound sales, and new logo acquisition
• Strong experience selling data center, infrastructure, or advanced technology solutions
• Proven ability to manage complex, consultative sales cycles
• Hunter mentality with strong cold calling, objection handling, and closing skills
• Ability to clearly articulate technical concepts in business-focused language
• Disciplined approach to territory, pipeline, and forecast management
• High energy, resilience, and comfort with rejection
• Coachable, curious, and motivated to continuously learn new technologies
• Self-starter with an "own your business" mindset
• Strong collaboration skills in fast-paced, team-oriented environments

Attributes/Competencies:

• Prospector/Closer: Demonstratedsuccess calling prospects and following warm leads with desire to impact business landscape through closing on our suite of technology solutions.
• Sales Instinct & Active Listener: Effective communicator who can identify business problems that can be solved with a connection to Zones’ products and solutions.
• Ability to Rally: Retain high energy and positive attitude and "bounce back" mentality in the always evolving technology sales industry.
• Collaborative: Team oriented, transparent, authentic, seeks win-win solutions with use of the vast Zones team of resources.
• Organization: Motivated, confident, proactive self-starter with "own my business" attitude and strong ability to set andmaintaina productive cadence throughout each day in a dynamic and fast-paced environment.
• Curious Learner: Ability to absorb technology concepts and translate them to Zones’ solutions to impact clients’ expected business outcomes.

Qualified candidates can expect a base salary of $70,000 plus additional commission opportunity.

Zones offers a comprehensive Benefits package

While we’re committed to providing top-tier solutions, we’re just as committed to supporting our own team. Our team members enjoy a variety of comprehensive benefits, including medical, dental and vision coverage, life insurance, disability insurance, voluntary accident, hospitalization and critical illness insurance options, a 401(k) plan with matching provision, and many more. Generally, Zones currently offers paid time off and personal sick leave in compliance to individual state requirements.

At Zones, work is more than a job – it is an exciting career on a global team that is client centric, has a passion for technology, embraces change and lifelong learning in a collaborative culture. And as a Minority Business Enterprise, a Corporate Plus member of the Northwest Minority Supplier Development Council, and an Equal Employment Opportunity Employer, our community is just as diverse. If you’re interested in working on the cutting edge of IT innovation, sales, engineering, operations, administration, and more, Zones is the place for you!

All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, age, genetic information, or pregnancy.

Zones participates in E-Verify. E-Verify is a system that compares information from a team member’s Form I-9 to federal records to confirm their eligibility to work in the United States.