Strategic Account Executive

JOB DESCRIPTION

JOB TITLE: Strategic Account Executive

STATUS: Exempt

DEPARTMENT: Sales and Marketing

REPORTS TO: Sales Supervisor

FULL/PART-TIME: Full-time

LOCATION: Hybrid - Minimum 2 Days p/week in office (Syracuse or Holland Patent, NY)

OUR CULTURE:

At Northland, we don't believe in ceilings. We encourage personal and professional development by maintaining a challenging and rewarding work environment. We believe you are the creator of your own destiny and that you will make the most of your career through hard work, dedication, and initiative.

THE MISSION:

Drive Northland's growth by expanding within high-potential accounts, focusing on existing customers and new prospects with 50+ employees and delivering tailored solutions that build long-term, value-driven partnerships.

JOB SUMMARY:

The Strategic Account Executive generates and nurtures business opportunities by identifying and engaging high-potential accounts, including existing clients and new prospects. This role involves market research, targeted outreach, and positioning Northland's offerings to meet client needs. With expertise in sales methodologies, a person in this role will build strong relationships, negotiate contracts, and collaborate with internal teams. The goal is to solidify Northland's reputation as a trusted, local partner.

JOB DUTIES:

• Lead Generation and Forecasting
  • Generates new leads within Northland's existing customer base
  • Performs targeted outreach, networks, and attends industry events
  • Delivers accurate sales forecasts, contributes to performance reporting, and provides updates on the status of strategic account pursuits
• Conducts market research
  • Identifies potential strategic accounts and key market decision makers
  • Focuses on prospecting customer accounts with 50+ employees
  • Develops a deep understanding of potential clients' business objectives, challenges, and pain points and positions Northland as a trusted partner
  • Stays informed about industry trends, market dynamics, and competitor activities to adapt sales strategies and maintains a competitive edge
  • Stays up-to-date on advancement in sales techniques, industry best practices, and Northland product offerings
• Product Positioning
  • Strategically positions our offerings to meet the unique needs of each prospective and existing strategic account
• Builds and maintains strong relationships
  • Builds and maintains a robust pipeline of strategic account opportunities, ensuring continuous growth and expansion within Northland's market
  • Establishes and nurtures relationships with key stakeholders, influencers, and decision-makers
  • Collaborates with internal teams to ensure alignment between clients' needs and our capabilities, enhancing the client experience
• Contract Negotiation
  • Creates and delivers compelling sales presentations that effectively communicate the value proposition of Northland's products/services
  • Leads negotiations on contract terms, pricing, and service level agreements, balancing client needs with company objectives
  • Utilizes strong negotiation skills to close deals effectively

SUPERVISORY RESPONSIBILITIES: None

MINIMUM JOB QUALIFICATIONS:

• 5 years of successful experience in strategic B2B sales, business development, or related roles
• Experience with solutions selling and familiarity with recognized sales methodologies (e.g., MEDDICC, Solution Selling, Value Selling)
• Demonstrated ability to proactively identify and pursue new business opportunities within an existing client base
• Proven experience in building and managing a pipeline of strategic accounts, including accounts with 50+ employees
• Proactively seeks professional development opportunities to enhance skills and contribute to the teams' success
• Strong strategic thinking and problem-solving skills with the ability to leverage market insights and industry knowledge
• Proven ability to achieve and exceed sales targets
• Exceptional presentation and negotiation skills
• Excellent verbal and written communication skills with the ability to articulate complex ideas effectively
• Ability to collaborate effectively with internal teams to ensure successful client onboarding and client engagement

PREFERRED JOB QUALIFICATIONS:

• Telecommunications experience

SCORECARD METRICS:

• Lead Generation
• Pipeline Build
• Revenue Generation
• Quota Attainment

LICENSES/CERTIFICATIONS:

A valid driver's license or ability to access transportation to attend work group and organization meetings is necessary.

PHYSICAL ACTIVITIES AND REQUIREMENTS:

Ability to reach, sit, stand, walk, push, pull, lift, use fingers, grasp, feel, talk, hear, and perform repetitive motions. Ability to exert up to 10 pounds of force occasionally and/or a negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects.

EQUIPMENT AND MACHINES USED:

Ability to use voicemail, telephone, calculator, computer, printer

ENVIRONMENTAL CONDITIONS:

The employee is not substantially exposed to adverse environmental conditions.

EMPLOYER'S DISCLAIMER:

• All offers of employment are contingent on successful results from a background check. If results are not acceptable to the company, the company reserves the right to rescind its conditional offer of employment.
• All requirements are subject to possible modification to reasonably accommodate individuals with disabilities.
• This job description in no way states or implies that these are the only duties to be performed by the employee holding this position. Employees will be required to follow any other job-related instructions and to perform any other job-related duties required by their office.
• This document does not create an employment contract, implied or otherwise, other than an "at will" employment relationship.
• We are an equal opportunity employer. We consider applicants for all positions without regard to race, color, religion, creed, gender, national origin, age, disability, marital or veteran status, sexual orientation, or any other legally protected status.