The Requirements<img data-cke-saved-src="\" src="\"http://files.jobinfo.s3.amazonaws.com/file_cabinet/p17tfpo8r41e311flh1h0qhklcg11.png\"" style="\"padding-bottom:" 15px;="" padding-left:="" float:="" right\"="">To be a strong fit for the Account Executive opportunity, you will need:
- 5+ years of experience in technology sales
- A bachelor’s degree
- Strong sales skills, especially in the areas of pipeline development, overcoming objections and closing
- Demonstrated success in sales planning and meeting sales goals
- Outstanding client relationship building skills
- Polished presentation skills and the ability to sell effectively in a virtual model.
- Solid business acumen and the ability to effectively assess prospect’s business needs and business drivers, then match them with TSIA deliverables
- Curiosity and the ability to problem solve
- Fluency in technology applications with special emphasis on salesforce.com and Microsoft Office Suite applications including PowerPoint, Excel and Word
- An MBA
- Completion of a formal technical sales training program such as HP or IBM
- Experience selling enterprise solutions/service
The Role<img data-cke-saved-src="\" src="\"http://files.jobinfo.s3.amazonaws.com/file_cabinet/p17tf7k8a219v711021lk1aqg8ld3.png\"" style="\"padding-bottom:" 15px;="" padding-left:="" float:="" right\"="">As a TSIA Account Executive, you will report to the Senior Vice President of Membership Development and be responsible for selling our data-driven research services to top technology companies who are responsible and accountable for service lines of business (e.g. education services, field services, customer service, etc.). Our target market is enterprise companies worth $100 million to $10 billion, with point-of-entry often being the VP of Customer Support, VP of Professional Services or a similar title. Your mission will be to land new business by presenting the business value of our services, matching prospect needs with TSIA deliverables, overcoming objections and closing. Opportunities are generally five and six figures and our average sales cycle is between 93 and 108 days.
80% of your leads will be warm -- generated by the Lead Generation team – but you’ll also do some lead generation yourself as well as pursue cross-selling opportunities. The sales process is conducted primarily through web-meetings and over the phone, but this is not an “inside” sales role. You’ll need all the tools you acquired in the field to be successful.
The first meeting with your prospect will be a discovery call. Its purpose is to introduce our company and membership programs, emphasizing excellence, and to discover the pain points/needs of the prospect. After that meeting you will design a proposal providing solutions. The second meeting is generally a highly-technical meeting where you will pull in a subject matter expert to support your efforts. Once the business is closed, you’ll turn it over to the Account Management team and pursue your next prospect.
You’ll work in our San Diego office with approximately 30 others including three other Account Executives (called Sales Pursuers internally), Account Managers, HR, IT and Marketing.
?Note: this description is intended to give you a general overview of the position and is not an exhaustive listing of duties and responsibilities.
Pictured: our specialties include: Education Services, Field Services, Professional Services, Service Revenue Generation, Support Services, Benchmarking, Technology Services, and Custom Research.
Why TSIA<img data-cke-saved-src="\" src="\"http://files.jobinfo.s3.amazonaws.com/file_cabinet/p17tf7kjfbbs3gmje901erh8i85.png\"" style="\"padding-bottom:" 15px;="" padding-left:="" float:="" right\"=""> Stow your suitcase -- as an enterprise-level sales professional, chances are you spend a great deal of time on the road. This role is different. Our model allows us to communicate via the web, phone and email – we use technology to demonstrate our technology. That means that except for the occasional seminar, you will not be required to travel!
Autonomy and support -- your supervisor hires highly skilled professionals and as such, expects you to focus on achieving results but prefers to be hands-off regarding your daily sales tactics. As long as you’re reaching your goals, you’ll enjoy the “elbow room” you need to do what you do best – sell. Of course, you’ll also receive strong training and support when you need it.
Fun culture -- while on the whole, we’re driven type-A personalities, we also have a great culture that values work/life balance. You’ll find a stronger sense of community than you would if you were out on the road, an interesting and collaborative group, good senses of humor, a casual jeans and t-shirt environment and much more. In fact, several of our employees even bring their dogs to work. It’s not uncommon to see a baby gate in front of a cubicle and a dog or two within.
Strong management -- from our CEO, to your supervisor, to leadership throughout the company you’ll find an upbeat attitude and smart, driven and ethical people focused on service. While we all have individual responsibilities, we’re united in our overall goal and try to always remain cognizant of the fact that we often have conflicting priorities. In other words, we create a strong, cohesive team environment.
Interesting work -- while the culture and environment are essential, you'll find that the work itself is at the core of everything we do. It's interesting work in a strong growth market and an opportunity to have a transformative impact on the companies you serve. Additionally, it's a service that will remain relevant even as technology evolves.
Comprehensive solution -- TSIA is organized around six major service disciplines (pictured) that address the major service businesses found in a typical technology company. Each service discipline has its own membership community led by a seasoned research executive. Additionally, each service discipline has a focused research agenda; dedicated research team, benchmark study; dedicated track at Technology Services World conferences; and a Member Advisory Board. You’re not just selling data, you’re selling a comprehensive solution.
?Excellent compensation – TSIA offers a competitive base plus uncapped commission structure. You’ll receive all the tools you need to be successful including a new MacBook, iPhone 5, full access to industry databases and research, and approximately 80% of your leads will be generated by our Lead Generation team. Additionally, we offer a comprehensive benefits package including medical, dental, and life insurances, a 401(k), and PTO.
Keys to SuccessTo find success in this role, first and foremost, you have to love to sell. This is a true “hunter” position where you will always be in pursuit of new business. You should be skilled at managing multiple opportunities at various stages, because you’ll be expected to land twelve to sixteen appointments weekly and to maintain a robust pipeline. Post-sale, you'll have no maintenance responsibilities. That, however, should not suggest that this is a purely transactional sale. You will need a consultative approach, the ability to build relationships virtually, and earn trust with top companies. Our top Account Executives have a high energy level coupled with exceptional communication skills and ability to work effectively with a disbursed team. We value independent thinkers with the skill to ferret out pain points from the prospect and map the right solutions. You’ll be talking to people who are running $100 million companies and have critical issues. They need our services and with membership they’ll be able to receive research data that will allow them to see gaps between where they are and where they should be. Once they understand the value we add, membership becomes indispensable.
About TSIANow an $800-billion business, technology services has become a high-stakes industry unto itself. As companies increasingly rely on services as a key source of revenue and profits, it’s imperative that service leaders take proactive steps to manage the business for optimal results. That means understanding the levers of growth, efficiency, and strategic differentiation. This is the focus of the Technology Services Industry Association.
TSIA is the largest organization focused on providing the right industry research to business leaders. Our members include Oracle, Microsoft, Dell, HP, Salesforce.com – virtually every leading technology company in the world.
Unique approach, critical information -- TSIA is a powerful platform that enables service executives to improve the strategic, operational and financial performance of their services business. TSIA empowers service leaders to:
- Understand—in clear, quantitative terms—their organization’s current performance on key business metrics relative to their peers and the industry
- Identify improvement opportunities and the underlying capabilities required to achieve desired operational and financial outcomes
- Fast-track improvement initiatives by leveraging industry best practices
- Avoid the costly mistakes of a trial-and-error approach
- Stay abreast of emerging trends that impact future service strategies
- Receive forward-looking guidance on how to keep pace with changing industry dynamics