Named Account Executive (NC/SC)

NWN Carousel; North Carolina; Hybrid; USD 150,000 - 320,000; Full time

Benefits offered by this job

Unlimited PTO

Hybrid/Remote work

401(k) with company match

Health, dental, vision

Job summary

NWN is seeking a Named Account Executive to manage a targeted set of large accounts and drive growth across NWN’s key offerings, leveraging MEDDICC selling and Force Management practices.

You will build executive relationships, forecast revenue, collaborate with pre-sales, and participate in client visits and events. Requires 4+ years outside sales, a BA/BS, and a proven track record of meeting quotas.

Qualifications

• Bachelor's degree or equivalent in a relevant field required.
• 4+ years selling technical solutions in outside sales roles required.
• Consistent over-quota performance in a margin-driven environment.
• Deep understanding of technology offerings and solution selling.
• Ability to quickly learn NWN's core selling models and tools.

Responsibilities

• Manage a specific set of large accounts and grow wallet share of spend.
• Meet or exceed the assigned annual quota (typically $1M+).
• Collaborate with pre-sales to develop proposals and statements of work.
• Forecast business regularly using the company CRM tool and MEDDICC processes.
• Develop relationships with multiple decision makers and internal teams.
• Represent NWN professionally and leverage partnerships with manufacturers.

Skills

Relationship management

MEDDICC selling

Sales forecasting

Communication skills

Education

Bachelor's Degree (BA/BS) or equivalent

Tools

Salesforce

Job description

Company Overview

NWN is the leading AI-powered technology solutions provider for North America's most innovative public and private organizations. For more than 30 years, NWN has helped over 5,000 CIOs deliver technology modernization programs with its Intelligent Workplace, Customer Experience (CX), Managed Devices, Cybersecurity and Public Safety, Connectivity, and Intelligent Cloud solutions. The company's proprietary Experience Management Platform ensures seamless service delivery, real-time observability and improved efficiency for its clients' most demanding technology needs. NWN is a high-performance, high-integrity team of 1,000+ experts committed to a customer-obsessed culture, earning a 75 Customer Net Promoter Score. The company has been recognized with hundreds of industry awards and is proud to be a 'Best Place to Work' with an 86 Employee Net Promoter Score. For more information, visit: NWN.ai.

Responsibilities

The Named Account Executive role is responsible for relationship management and selling NWN's key offerings to a specific set of the company's largest existing accounts. The Named Account Executive is chartered to generate increased footprint and share of account spend through the sale of NWN's key offerings within the assigned account(s).

• Focuses on managing a specific set of accounts, selling NWN's key offerings to existing customers.
• Meet or exceed the assigned annual quota (typically $1M+).
• Participate in business development/demand generation activities to support customer growth.
• Follow NWN's core selling models and tools, consistently use techniques and processes learned in our Force Management training and follow the MEDDICC methodologies for field sales.
• Research accounts to gain an understanding of the business/organization function, their target customers/markets, how they transact business, key decision makers, existing VAR relationships, key financial metrics and the information technology budget.
• Represent NWN in a professional and highly ethical manner at all times.
• Develop relationships with focus manufacturer representatives covering your specific accounts
• Develop relationships with multiple decision makers and departments within accounts.
• Gain an understanding of the information technology strategy of assigned accounts, key projects for the current and upcoming years.
• Consistently and effectively, communicate NWN's value proposition to key stakeholders within assigned accounts.
• Introduce NWN content experts (Solution Architects, Offering Leaders, Offering Technical Leads and Executives) to key stakeholders within your assigned accounts. Practice the concept of "none of us is as smart as all of us."\
• Understand and stay current with partner registration programs and incentives.
• Utilize the company's CRM tool and prospecting tools as directed by sales management.
• Maintain consistent contact with all assigned accounts.
• Work with internal and external resources to develop and sell new our solutions.
• Work with pre-sales to develop proposals and statements of work to sell NWN solutions.
• Forecast business regularly and accurately and regular using the company CRM tool.
• Regular meetings with Offerings teams and assigned customers to promote NWN’s solutions and services.
• Attend and facilitate marketing events that are relevant to NWN sales team.
• Attend company-facilitated trainings and business meetings.

Qualifications

• Bachelor's Degree in Arts/Sciences (BA/BS) or equivalent and relevant work experience Required
• 4+ years selling technical solutions Required
• Outside sales experience with direct end-user accounts Required
• Consistent and documented over-quota performance in a gross margin-driven environment Required
• Understanding of key technology solutions.
• Working knowledge and/or the ability to quickly assimilate and reliably use NWN's core selling models and tools, specifically SalesForce platforms, MEDDICC selling methodology and fundamental skills learned in our Force Management sales process training.
• Possess and demonstrate a "relationship management" mentality.
• Understanding of key technology offerings.
• Resilient and positive can do attitude.
• Ability to learn and adapt quickly.
• Solid communication skills, reasoning ability and people skills.
• Superb listening skills.
• Excellent oral and written communications skills, ability to present effectively.
• Excellent interpersonal and collaboration skills and ability to work in a team environment.
• Excellent negotiation and conflict resolution skills.
• Understanding and use of solution selling approach.
• Must possess a clean driving record and have access to a personal vehicle or reliable transportation.

Up to 100% travel to client locations, Sales training, or business meetings

At NWN, we provide a comprehensive benefits package to support your well-being in and out of work. This includes medical, dental, and vision plans, Health Savings Account (HSA) and Flexible Spending Accounts (FSAs), income protection through disability and life insurance, and a 401(k) with company match. Enjoy unlimited PTO, paid company holidays, hybrid/remote work, paid bonding leave for eligible employees, employee discounts, and access to our Employee Assistance Program (EAP). Additional offerings include accident, critical illness, long-term care, and hospital indemnity coverages, legal and identity theft protection, pet insurance, supplemental life insurances, referral bonuses, charitable donation matching, and allowances for eligible roles. Join a team that values the health and wellbeing of all our employees!

All offers of employment at NWN are contingent upon the successful completion of a comprehensive background check. This process ensures a safe and secure work environment for all employees.

NWN is an Equal Opportunity Employer: NWN provides equal employment opportunity to all employees and applicants for employment free from unlawful discrimination based on race, color, religion, gender, age, national origin, disability, veteran status, marital status, sexual orientation or any other status or condition protected by local, state or federal law.