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Account Executive Field

FL, US CA, US

Insight Public Sector (IPS) is expanding our sales organization and seeking a field-based Account Executive to join our State & Local Sales (SLED) team.  In this critical role, you will manage and drive sales efforts for the SLED market segment, specifically in Education (K12/HiED). You will be instrumental in developing and executing growth strategies, as well as a comprehensive go-to-market approach in order to expand existing business within the Education markets.

 

Job Responsibilities:

  • Responsible to qualifying and closing business opportunities within the State & Local segments by selling complete IT solutions to accounts in a defined geographic territory. As a trusted advisor to State & Local clients, the Account Executive will identify opportunities to leverage Insight’s complete technology offering which includes hardware, software and services.
  • Account penetration to develop solid business relationships within the various decision-makers and influencers (elected officials, city managers, CIOs, CISOs, etc.) at all levels at each target account you will be assigned. Understand each target customer’s business model, map their organization and identify their unique technology needs.
  • Engage local partner field representatives from Microsoft, Cisco, HP, EMC and VMware (and others). Collaborating on sales efforts and partnerships with target accounts including uncovering new account and new segment opportunities.
  • Collaborate with IPS’s Inside Sales Representatives to develop, document and execute account penetration strategies for assigned target accounts.
  • Develop product knowledge and sales skills by participating in ongoing product and skill training opportunities provided by IPS and outside sources.
  • Identify new accounts and introduce the IPS value proposition to key decision makers within the account. Position IPS’s solutions as a strategic advantage to our customers' long term needs.
  • Use quarterly forecasting and pipeline management to manage sales growth. Manage geographic territory using professional territory management skills. Use our Microsoft CRM application to develop and utilize professional account management tools and follow up procedures.
  • Provide consistent and timely follow up communication and action steps after every sales call.
  • Collaborate on sales strategies, discuss account trends, advise changes within accounts and coordinate quotes and sales opportunities with Account Managers on an as-needed and weekly basis. 

 

Qualifications:

  • 5+ years of experience selling technology hardware, software or complex technical solutions to public sector customers, specifically in the education segment.
  • Experience managing client with complex manager service agreements with annual contracts exceeding $10 million.
  • Strong network of contract to immediately start calling.
  • Comfortable cold calling and experience in a sales “hunter” role, prospective for new logo clients.
  • Documented history of making/exceeding quotas.
  • Bachelor’s Degree in Business Administration, Marketing, Computer Engineering, Computer Science, Management Information Systems, equivalent experience.
  • Excellent communication skills and strong presentation skills.
  • Ability to travel up to 25% as needed.
  • Certifications in at least one of the following Cisco, EMC, Microsoft, HP, NetApp and/or VMware
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