Account Executive

General Summary

The Account Executive is responsible for acquiring new partners, expanding our partner base, and selling new software solutions. This role works in partnership with the broader Sales team to manage the sales cycle, open to close, and attracting new business.

Essential Duties and Responsibilities

• Provides support to cross-functional teams, with a high attention to detail
• Researches, analyzes, and documents findings
• May coach, review, and/or delegate work to other team members
• Achieves personal annual sales growth contract value based on the total opportunity
• Achieves personal annual sales growth contract value based on the ability to both Sell-To and Sell

Through our existing customers (specific to Partner Sales)

• Acquires and/or manages all prospects/partners within our Ideal Customer Profile and within their designated territory
• Follows ConnectWise value/solution based-sales process
• Either prospects new accounts through cold calling and email communication or prospects existing accounts through business review and email communication
• Closes sales that meet the ConnectWise standards for pricing, margins, terms, and conditions (averages are subject to change based on segment, industry, product, etc.) o
• Average size of transaction: $15K annual per sale
• Average number of sales: 85 transactions/year
• Average length of sales cycle: 25-30 days
• Qualifies either prospective or existing accounts to build and maintain a pipeline of opportunities to achieve annual sales goals that are set quarterly
• Negotiates contract opportunity terms, discounts, and implementation

Knowledge, Skills, and/or Abilities Required

• Ability to manage large projects and processes independently with limited supervision
• Recognized subject matter expert of applicable work area
• Ability to situationally adapt and understand new technology/processes as per partner requirements
• Comfortable with prolonged phone use
• Ability to effectively make 40-50 outbound calls per day
• Knowledge of Managed Service Provider (MSP), Technology Service Provider (TSP), and Security industry
• Ability to identify opportunities and leverage resources appropriately

Educational/Vocational/Previous Experience Recommendations

• Bachelor's degree in related field or equivalent business experience
• 6+ years of relevant experience

Working Conditions

• Remote or hybrid based on location
• 0-10% travel may be required