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Position: Account Executive
Description: inteLogica is an Information Technology consulting and outsourcing company assisting Fortune 1000 companies improve their business results through process, people and performance. This is an outside sales position. The Account Representative sells Information Technology services in the areas of process, performance management and enterprise learning services to meet the needs of enterprise organizations, both corporate and government. The Account Representative has demonstrated skills in relationship building, account penetration, account management, presentation techniques, consultative selling skills, and has proven ability to exceed sales targets. The Account Representative will develop and manage an average account base of approximately 50 client accounts with a minimum annual delivered revenue expectation of one million dollars. Requirements: Achieve and Exceed Revenue Goals. Customer Relationship Building and Account Management: The primary duty of the Account Representative is to generate revenue by building successful client relationships. The Account Representative does this by adding value to the client’s experience with inteLogica, communicating inteLogica’s value proposition, setting appropriate client expectations, and managing client satisfaction Most of the Account Representative’s time will be spent meeting with new prospective clients. Activities include: • Prospecting • Relationship development • Strategic planning • Territory and Account planning • Driving awareness in accounts • Margin Management • Account Service Representative management • Quality control • Managing and communicating InteLogica’s policies and procedures with clients Presentation Skills: The Account Representative must have excellent presentation and communication skills. The Account Representative will be responsible for: • Making effective client presentations • Participating in partner events and trade shows as required • Writing winning proposals Consultative Selling Skills: The Account Manager must develop an appropriate level of knowledge in the technology and industries in which InteLogica offers service. This will allow the Account Manager to assess client needs in the areas of process design and improvement, enterprise learning and knowledge management, and performance measurement. In turn, the Account Manager can formulate and present solutions, negotiate contracts, and close business. Activity Metrics: The Account Manager is expected to spend a significant amount of time in the field at client sites and should target at least 10 appointments per week. These appointments can include: • One-on-one client meetings • Sales calls with Engagement Partner • Client events (vendor fairs, IT department meetings, brown bag sessions, seminars, webminars) • Meeting new decision makers • Writing and presenting proposals • Ongoing relationship development Sales-Focused Administration: The Account Representative is expected to focus on sales and also manage administrative requirements. These include both direct administrative duties as well as ASR managed responsibilities. Examples are: • Logging all activity in inteLogica’s contact management system • Forecasting Revenue Pipeline • Complying with requirements of the inteLogica sales plan • Supporting collections of accounts receivable • Timely and accurate submission of orders, expense reports, and commission feedback • Participating in corporate events SUPERVISORY RESPONSIBILITIES: This position will share supervisory responsibility for the Account Service Representative. Monthly revenue must exceed $50,000 for three months in a row to merit ASR support. The Account Manager will supervise and be responsible for the ASR’s order processing, collections, and marketing efforts. Occasionally, this position will be called upon to provide guidance to the Customer Service Representative. Must facilitate teamwork and collaboration. QUALIFICATION REQUIREMENTS AND EXPERIENCE: Candidates must have and at least three years experience in corporate sales, preferably information technology consulting sales to Fortune 1000 companies. Candidates must have demonstrated skills in account management, presentation techniques, consultative selling, proposal writing, and have proven ability to meet sales goals. Industry experience is highly valued. Success indicating traits include: • Sales orientation • Excellent communication and presentation skills Proposal development and writing • Strong negotiation skills • Creative problem solving skills • Strong interest in technology and business • Team orientation • Customer service orientation • Strong organization skills and detail oriented • Extreme work ethic • Coachable and able to learn quickly • Works well under pressure with a variety of people • Excellent time management skills To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. EDUCATION: Bachelor’s degree required. Formal sales training required. WORK ENVIRONMENT: Job execution performed in an office environment. Travel to client sites required SALARY: This is a highly paid draw on commission based fee structure with no cap. Expected first year earnings should be expected in the $100 to $130K range based on sales and revenue goal achievement |