Account Executive I

Hawaiian Telcom•Honolulu, HI

About The Position

The Account Executive leads client consultation on new technology and serves as the primary contact for face-to-face sales efforts related to strategic products and services for business customers. The role grows revenue within an assigned customer base through relationship-building and consultative selling, and involves understanding client and prospect needs and recommending services. Success depends on building strong relationships and demonstrating executive presence with strategic customers of 50–1,000 employees. The Account Executive coordinates with technical, support, and other internal resources to scope opportunities and meet customer needs. The position has no direct reports, but success requires coordinating multiple support resources and overlays.

Requirements

3–5 years of B2B sales experience.
Ability to engage prospects, understand their pain points and challenges, and identify areas where the organization can provide solutions.
Ability to qualify prospect opportunities and determine whether further investment of time is warranted.
Ability to learn new technology and demonstrate it effectively in a sales setting.
Practical, adaptable, innovative, collaborative, and solution-focused approach to issues.
Self-directed approach to learning and discovery.
Proficiency using CRM tools to plan and execute business plans.
Excellent verbal and written communication, planning, and scheduling skills.
Strong computer skills, comfort with technology, and proficiency with Microsoft Office products.
Four years of college resulting in a bachelor's degree or equivalent.
Ability to manage multiple support resources and overlays; the position has no direct reports.

Nice To Haves

6–7 years of experience is a plus but is not required.
5+ years of IT industry solution-selling experience with a proven track record of exceeding assigned financial goals.
Current relationships and business are a plus, but not necessary.
Thrives in a competitive environment.

Responsibilities

Drive all aspects of the sales process for assigned strategic clients.
Build senior-level relationships, including with C-level executives, directors, and VPs, within existing client accounts and prospective organizations.
Communicate solutions to customers and prospects through presentations, written proposals, RFP responses, and business correspondence.
Maintain and expand knowledge of the IT industry, solutions, and strategies; research information to develop successful sales strategies for targeted opportunities.
Apply product strategies and solutions to develop business plans for existing customers and new prospects.
Connect IT technologies to identified business outcomes for customers and prospects.
Develop differentiated solutions that address customer business outcomes and position the organization as a preferred partner and solution provider.
Create financial proposals that meet business expectations and help win deals.
Collaborate and work as a team in carrying out assignments and responsibilities.
Engage key vendors to develop joint account and market-development opportunities that can lead to new solutions and revenue sources.
Create strategic account plans for the top five customer accounts, identifying current sales opportunities and conducting internal SWOT analysis to mature selling cycles.
Coordinate multiple support resources and overlays to support customer opportunities.