Territory Account Executive

NWN Carousel•Exeter, CA

17h

About The Position

The Territory Account Executive is a sales hunter responsible for generating new customer relationships through the sale of NWN’s offerings within a specific geography or vertical market, while maintaining and growing existing customer relationships in the territory. The role includes developing new business, meeting or exceeding an assigned annual quota that is typically between $500K and $1M, and building relationships with customers, technology partners, and internal experts. The position requires researching prospective accounts, understanding their technology strategies and needs, communicating NWN’s value proposition, and working with pre-sales and other resources to develop and sell solutions. The role also involves forecasting business, using the company’s CRM and prospecting tools, attending customer and marketing events, and participating in company training and meetings. NWN describes itself as an AI-powered technology solutions provider serving public and private organizations across North America. It has more than 1,200 experts and over 6,000 customers, and offers solutions including Intelligent Workplace, Customer Experience, Managed Devices, Cybersecurity and Public Safety, Connectivity, and Intelligent Cloud.

Requirements

At least 2 years of solution-based selling experience involving products and/or services.
Outside sales experience with direct end-user accounts.
At least 2 years of proven success selling technology or related projects in a territory-based assignment.
Understanding of key technology solutions and offerings.
Working knowledge of, or ability to quickly learn and reliably use, NWN’s selling models and tools, including Salesforce platforms, MEDDICC, and skills taught through Force Management sales training.
Demonstrable experience in a sales hunter role where quota or growth targets depend substantially on gaining new business.
Bachelor’s degree or equivalent and relevant work experience.
Demonstrated resiliency and personal drive to succeed.
Ability to learn and adapt quickly.
Solid communication, reasoning, and people skills.
Strong listening skills.
Excellent oral and written communication skills and 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 a solution-selling approach.
Clean driving record and access to a personal vehicle or reliable transportation.
Ability to travel up to 100% to client locations, sales training, or business meetings.

Responsibilities

Maintain and grow existing customer relationships and generate new customer relationships within the assigned territory through sales of NWN offerings.
Meet or exceed the assigned annual quota, typically between $500K and $1M.
Participate in business development and demand generation activities to support customer growth.
Follow NWN selling models and tools, including techniques and processes from Force Management training and MEDDICC methodologies.
Research accounts and prospects, including their organization, customers and markets, business practices, decision makers, existing VAR relationships, financial metrics, and IT budgets.
Represent NWN professionally and ethically.
Develop relationships with manufacturer representatives covering the assigned territory or vertical.
Build relationships with multiple decision makers in accounts, especially C-suite stakeholders.
Understand assigned accounts’ IT strategies and current and upcoming projects.
Communicate NWN’s value proposition effectively to stakeholders in assigned accounts.
Introduce NWN content experts, including Solution Architects, Offering Leaders, Offering Technical Leads, and executives, to account stakeholders.
Stay current with partner registration programs and incentives.
Use the company CRM and prospecting tools as directed by sales management, and forecast business regularly and accurately.
Maintain consistent contact with assigned accounts and build a personal brand within the territory.
Grow business from a standing start and cold call within the assigned territory or market to identify customers and projects.
Work with internal and external resources to develop and sell solutions.
Work with pre-sales to develop proposals and statements of work.
Meet regularly with Offerings teams and assigned customers to promote NWN solutions and services.
Attend and facilitate marketing events relevant to the sales team.
Attend company-facilitated trainings and business meetings.
Perform other responsibilities as assigned.