Service Account Executive-Totowa, NJ

Convergint•Totowa, NJ

About The Position

Convergint is seeking a full-time Service Account Executive to prospect and develop customer relationships, understand customer needs, and secure service sales opportunities. The role generates new Customer Support Program (CSP) service agreements by acquiring new accounts and growing net-new agreements in existing accounts. Success depends on capturing new customers, selling CSPs to current customers, and renewing, upselling, and cross-selling across service product segments. The executive builds customized solutions from Convergint’s service offerings and sells to buying groups that may include CIOs, facilities and security leaders, and procurement teams. The position involves developing and managing a qualified pipeline, constructing and presenting proposals, negotiating and closing opportunities, and focusing sales activity on assigned markets, geographies, and service solutions. The executive works with account executives, service colleagues, subject matter experts, and service solution partners to develop and deliver proposals. The role also includes maintaining existing customer relationships, meeting revenue and profit targets, and building market awareness through networking, presentations, industry events, and professional associations.

Requirements

Bachelor’s degree or other equivalent degree.
At least 3 years of B2B full-cycle sales experience.
Proven record of achieving sales goals in a consultative, non-transactional sales environment.
Experience creating and closing opportunities using a consultative selling approach.
Ability to generate leads through cold calling, research, networking, and territory and/or vertical-market development.
Proven history of selling through the full sales cycle and working with varied sales-cycle lengths.
Ability to collaborate with other sales professionals and cross-functional teams.
Strong problem-solving affinity.
Motivated, driven, and results-oriented approach.
Desire and ability to learn, understand, and apply service solutions to customer challenges.
Ability to build customer confidence and cultivate business relationships.
Ability to work autonomously and as part of a team.
Proactive approach to sourcing opportunities.
Ability to adapt to business changes, influence others, and build consensus.
Basic Microsoft Office skills.
Strong presentation and communication skills.

Responsibilities

Generate new Customer Support Program service agreements by acquiring new accounts and growing net-new service agreements in existing accounts.
Sell CSPs to existing customers and renew, upsell, and cross-sell into other service product segments.
Build customized solutions from the company’s service offerings for customer buying groups.
Develop a sales pipeline by working with decision makers to assess needs, build a business case, explain the company’s qualifications, and establish decision time frames.
Construct proposals that include a quote, business case, and explanation of why Convergint is uniquely qualified.
Present proposals to decision makers, manage objections related to timing, price, and competition, and guide negotiations toward timely go-or-no-go decisions.
Identify, prospect, and develop pipeline opportunities in assigned markets and/or geographies.
Develop pipeline for assigned service solutions, including maintenance services, SaaS solutions, and managed services.
Collaborate with account executives, service colleagues, subject matter experts, and service solution partners to develop and deliver proposals for existing accounts and new construction projects.
Maintain and cultivate relationships with existing customer accounts while supporting customer satisfaction and revenue and profit targets.
Build market awareness through networking, presentations, industry events, and participation in industry associations.
Perform other duties and responsibilities as requested or required.