Account executive (account acquisition)

Why you’ll love Softchoice: We are a software-focused IT solutions and services provider that equips organizations to be agile and innovative, and for their people to be engaged, connected, and creative at work. That means moving them to the cloud, helping them build the workplace of tomorrow, and enabling them to make smarter decisions about their technology. By doing these things we help them create success for their customers and their people.

We stand proudly for our people and support their success through career development and advancement. We are recognized and respected for our culture of inclusion and belonging, continuously striving to do what’s good for our people and communities.

The impact you will have: As Softchoice’s Commercial Acquisition Account Executive (CAAE), you help businesses seize the enormous opportunities of digital transformation. To do so, you challenge prospects out of their comfort zone, while sustaining and strengthening our relationships along the way. Best of all, you do it all alongside one of North America’s most trusted technology services and solutions providers. As a Commercial Acquisition Account Executive, you are an essential player in achieving this company-wide vision. To help us get there, we invest in your potential, expecting you to constantly improve your game with training, education, and the resources available to you in the Softchoice community.

Location/Territory: While this is a remote position, the assigned territory includes Toledo, OH and Detroit, MI. Given the nature of the role and the need for regular in-person customer visits, candidates should be based in Toledo, Detroit, or the surrounding areas and be able to travel throughout the territory as needed to support customer relationships and business growth.

Our Customer Engagement Model: This isn’t your typical sales job. With Softchoice, you lead with the customer at the forefront of everything you do, and consider selling to be a strategic partnership. You think differently about sales, and provide value by helping our customer bridge gaps in their business, and reach their goals through technology. You understand your customer's business thoroughly, to lead with personalized market insights, compelling cases for change and innovation, and help them see the path forward to success. Customer success, is our success.

The Commercial Acquisition Account Executive is a direct quota carrier, developing prospect accounts in an assigned territory. The CAAE is responsible for identifying and pursuing prospect accounts new to Softchoice. In this role you will be responsible for developing acquisition strategies, leveraging vendor relationships, and effectively managing and developing those accounts that you win. The CAAE is responsible to grow these accounts by understanding and aligning our capabilities to a customer’s desired business outcomes and by positioning Softchoice as a trusted “go-to” strategic partner. The CAAE will be responsible for all aspects of account management including processing quotes and orders and overdelivering on customers’ expectations. As you grow the book of business, you will continue to grow your career and earning potential as you progress to other levels within the Commercial Accounts Executive ladder with increasingly larger books of business and higher earning potential. The Commercial Acquisition Account Executive is the ON RAMP to an exciting career in professional IT solutions selling.

What you will do: The CAAE will operate within Softchoice’s prescribed “Role of the Seller” model, and by using the Challenger selling methodology.

• Demonstrate org agility: To effectively demonstrate the role of the seller, the CAAE must be able to draw upon internal resources with specialty knowledge should it be a requirement. He/she must develop an “organization agility” to help progress the sale in order to satisfy the customers business objectives.
• Accurate Pipeline management: The CAAE will be required to consistently build their future forward pipeline and to do so in an accurate way which helps facilitate communication with other members of the Softchoice team which rely upon this information to optimize their own functions.
• Word class account management: The CAAE will be responsible for all aspect of account management including processing quotes and orders. At the heart of Net Promoter Score (NPS) is overdelivering on the customer expectation around timely, accurate orders which the CAAE will be responsible for.
• Be Responsible for strategic account planning, including industry research, competitive insight, and client forecasts
• Develop strong executive and C-level relationships with existing and prospective Softchoice clients
• Leverage Salesforce and Softchoice sales methodology to effectively manage accounts, opportunities, and pipelines with consistent and accurate forecasting
• Leverage industry and Softchoice knowledge to identify client business problems and drive and influence resources to address those opportunities through the solution sale of Software, Hardware and Services
• Maintain strategic alignment with local vendor and distribution channel partnerships
• Keep updated on product and industry knowledge and attend product training as required
• Collaborate and engage with internal stakeholders and resources with specialty knowledge as required to satisfy the customers business objectives.

What you bring to the table:

• Experience in a business-to-business sales environment
• Experience in the technology industry preferred
• Experience navigating and understanding annual reports, financial data, and forecasting
• Solid business acumen and understanding of how to manage a sales funnel
• Understand solution selling and creating value for business clients.
• Demonstrate strong verbal, written, listening and presentation skills; with an ability to present complex solutions in a simple manner.
• Utilize strong problem solving, organizational and interpersonal skills
• Proficient in Salesforce and Office 365 applications
• High-level commitment to exceptional customer service and relationship building.
• A driven, self-motivated attitude with the ability to work individually and in a team environment.
• High School diploma or equivalent.

Not sure if you qualify? Think about applying anyway: We understand that not everyone brings 100% of the skills and experience for the role. At Softchoice, we offer opportunities to a diverse group including those with a variety of workplace experiences and backgrounds. Whether you are new to corporate tech, returning to work after a gap in employment, or looking to transition and take the next step in your career, we are excited to learn more about you and encourage you to apply.

Compensation: A reasonable estimate of the current base pay range for this position in is:

• CAE 1: $65,000 annually + $50,000 target incentive opportunity (Average OTE $115,000)
• CAE 2: $72,000 annually + $67,500 target incentive opportunity (Average OTE $139,500)
• CAE 3: $84,000 annually + $89,000 target incentive opportunity (Average OTE $173,000)

Actual salary will be based on a variety of factors, including location, experience, skill set, education, and related certification. The range for this position in other geographic locations may differ.

Why You’ll Love Working Here:

• The People: You’ll thrive in our collaborative environment, surrounded by incredible colleagues who foster support and innovation, driving our collective success
• High-Performing Culture: At Softchoice, we are dedicated to achieving our goals and committed to success for our customers and each other
• Flexibility: Plan your workdays in a way that suits you best
• Award-Winning Workplace: Proudly recognized as a Great Place to Work for 19 consecutive years
• Inclusive Culture: We are committed to an inclusive culture where every team member can be their authentic self
• Competitive Benefits: Benefit from competitive perks that start on day one

Inclusion & Equal opportunity employment: We are an equal opportunity employer committed to diversity, inclusion & belonging. People seeking employment at Softchoice are considered without regard to any protected category including but not limited to, race, color, religion, national origin, age, sex, marital status, ancestry, disability, veteran status, gender identity, or sexual orientation.

Require an accommodation? We are ready to help: We are proud to provide interview & employment accommodation during the recruitment and hiring process. If you require any accommodation to apply or interview for a position, please reach out directly to asktalentacquisition@softchoice.com. We are committed to work with you to best meet your needs.

Our commitment to your experience: We are committed to the safety of all candidates and team members. With that in mind, we have implemented virtual interviewing for everyone. We understand that you may need to interview with distractions around you (such as children or furry friends) and we will most likely be doing the same.

Before you start with us, we will conduct a criminal record check, verify your education and check your references. When you join Softchoice, we will onboard you remotely. Don't worry. It's quick, simple and you'll be connected with your new team in no time.

Job Requisition ID: 7613EoE/Vet/Disability #LI-KM4