Technical Account Executive

Description

The Technical Account Executive is a technical sales role that performs a key role in prospecting and generating sales pipeline/bookings for DEX’s Managed IT Services line of business. Working closely with Sales Engineers to scope and qualify opportunities, and with Copy/Print Account Executives to identify prospects within the existing DEX customer base, the Technical Account Executive is charged with identifying, qualifying, and closing IT/Cybersecurity service opportunities within an assigned geographic region.

Responsibilities:

• Prospect within the assigned geographic region for net new logos
• Partner with DEX Copy/Print Sales Executives to identify IT/Cyber opportunities with the DEX customer base
• Meet or exceed monthly sales pipeline generation and bookings quota as defined in the compensation plan document.
• Network with existing customer base and with local/regional channel partners to generate additional Managed IT/Cyber service pipeline.
• Determine client technical requirements with the assistance of a Pre-Sales Engineer, as needed.
• Evaluate available packaged MITS solutions for clients and propose solutions to meet client IT/Cyber needs.
• Maintain proper CRM account/opportunity hygiene.
• Contribute to the analysis, preparation, and delivery of Quarterly Business Reviews (QBR) for each client in the assigned portfolio.
• Present proposals, roadmaps, and budgets that align to the client’s business goals.
• Educate Copy/Print sales executives on DEX Managed IT solution capabilities, and how to identify a Managed IT Services opportunity.
• Demonstrate effective time management skills.
• Initiate and prepare accurate proposals, documentation, reports, schedules, expense tracking, and spreadsheets as directed or required by client needs, departmental procedures, and Company policy.
• Maintain and abide by established department policies and procedures and attend all internal and client-facing meetings.
• Maintain confidentiality of all client, employee, and/or Company information as required.
• Exercise care, proper use and maintenance of Company equipment and supplies and identify unsafe conditions and make appropriate adjustments
• Conduct job responsibilities in accordance with the standards set out in Company policies and procedures, applicable federal and state laws, and professional standards.
• Maintain the current skill set and certifications required by the position.
• Stay abreast of constantly changing technology and industry trends in Managed IT and Cyber Solutions
• Strong work ethic and prompt and regular attendance is required.
• Occasional evening and weekend work is required as needed.
• Maintain order, cleanliness, and safety at work.
• Due to the changing nature of the technology industry and the IT services business, the requirements for this position may change without notice. Additional responsibilities, tasks and assignments may be required.

General

• Participates in ongoing training and attainment of manufacturer and vendor certifications
• Develops and maintains relationships with customers that further develop our company’s positive reputation through exceptional customer service
• Maintains relationships with vendor contacts that are beneficial to the company
• Follows a set of standards for documenting customer network status and activities. Keeps all documentation in the centrally located team customer documentation location

Professional Development

• Develop necessary skills to work individually, efficiently and effectively as a member of the DEX sales team.
• Participate in company-sponsored job-related activities and training to further develop your technical skills

What employees get out of a career at DEX:

• A clear path of career advancement and upward mobility based on transparent performance benchmarks.
• Field support from solutions specialists and managers
• Transparent communication of financial goals and results
• Recognition and promotion based on performance
• Thorough training for confident, empowered quick-minded in-field decisions
• Open-door policy encourages direct interaction with Director-level colleagues

Desired Skills:

• Consistent and sustained historical sales performance with relevant proof points (i.e. President’s Club, etc).
• Experienced in technology solution sales, with relevant experience in:
• Managed IT services/MSP environments
• Backup and disaster recovery solutions.
• Cybersecurity technologies (EDR, MDR, Security Awareness Training, etc)
• Information Technology consulting
• Excellent analytical, organizational, and interpersonal skills.

Education

Must possess a relevant combination of education, experience, and training that demonstrates the knowledge, skills, and abilities to perform the essential functions.

Bachelor’s degree preferred (Business or Technology field preferred)

Technical Competency

Comfort discussing solutions from DEX’s Portfolio:

• Managed IT & Security Services (endpoint protection, SIEM/SOC, penetration testing, security awareness training)
• Cloud Productivity & Collaboration (Microsoft 365, hosted email, mobile device management)
• Network & Infrastructure Services (monitoring, backup/recovery, disaster recovery, internet circuits)
• Data Protection & Compliance (dark web monitoring, phishing simulation, policy establishment, cybersecurity insurance consulting)

Certificates, Licenses, Registrations

• Sales Methodology Certifications Preferred (i.e Sandler, CPSP, Challenger, MEDDICC, etc.)

Other Skills & Abilities

• Able to work independently or as part of a team
• Must be prepared to travel as required