Communications Solutions Account Executive

Job description

Communications Solutions Account Executive Position Summary The Communications Solutions Account Executive is responsible for identifying, developing, and closing new Communications Solutions opportunities for JMARK. This role is designed for a self-driven sales professional who can consistently create pipelines, manage a disciplined sales process, and produce measurable revenue outcomes. JMARK is a metrics-driven organization. Success in this role requires consistent, documented prospecting activity, accurate CRM management, disciplined follow-up, strong pipeline creation, and achievement of defined sales targets. The Communications Solutions Account Executive is expected to source new opportunities, respond quickly to assigned opportunities, advance deals through the sales process, and close business that aligns with JMARK’s standards, profitability expectations, and client experience goals. The AE will build business relationships based on JMARK’s core values, understand prospect needs, develop appropriate technology and business solutions, and coordinate with internal JMARK resources to prepare and present formal proposals. This includes working closely with marketing, account management, service leadership, project management, engineering, and other internal teams to ensure a strong client experience from initial conversation through handoff and onboarding. This is a production-oriented sales role where success is built on earning trust through consultative conversations, understanding each client's business objectives, and recommending solutions that create measurable business value. Communications Solutions Account Executives represent JMARK as a long-term technology advisor, building relationships grounded in transparency, accountability, and a People First approach. Strong relationships are essential, but they must translate into measurable activity, qualified pipeline, closed revenue, and long-term client value. Primary Expectations The Communications Solutions Account Executive is expected to: Bring a deep understanding of internet connectivity, SD-WAN, voice & phone system solutions. Consistently source and qualify new prospects. Maintain a healthy and accurate sales pipeline of at least 2.5 times monthly quota. Achieve individual sales quota and contribute to team and department revenue goals. Meet or exceed defined activity, pipeline, proposal, and closed-won metrics. Maintain accurate and current CRM records for all prospects, opportunities, next steps, and forecasts. Develop business relationships that position JMARK as a trusted technology and business advisor. Present Communications Solutions in a way that business leaders can understand, value, and act on. Move opportunities through the sales process with urgency, professionalism, and accountability. Set clear expectations with prospects and clients regarding JMARK’s services, solutions, implementation process, support model, and client responsibilities. Collaborate effectively with internal teams to design solutions, prepare proposals, and transition closed business successfully. · Develop trusted advisor relationships by understanding each client's business goals, operational challenges, and long-term technology strategy before recommending solutions · Present Communications Solutions through business outcomes, demonstrating how recommendations reduce risk, improve operations, enable growth, or create measurable value beyond the technology itself. Duties and Responsibilities Sales Production and Pipeline Management Own new business development for Communications Solutions, including internet connectivity, SD-WAN, voice, phone systems, and related offerings. Consistently prospect through outbound activity, referral development, partner relationships, marketing-generated opportunities, existing client expansion, and other approved sources. Maintain disciplined sales activity, including calls, emails, meetings, follow-ups, networking, and opportunity advancement. Build and manage a qualified pipeline that supports monthly, quarterly, and annual sales goals. Maintain all opportunities in JMARK’s CRM with accurate stages, values, close dates, notes, contacts, next steps, and probability. Provide accurate forecasting based on real opportunity movement, not optimism or assumptions. Prepare and present formal proposals that clearly explain the business need, recommended solution, investment, expected outcome, and implementation path. Follow up with prospects in a timely and professional manner to move opportunities forward. Demonstrate ownership of personal sales results and take corrective action when activity, pipeline, or revenue production is below expectations. Conduct thoughtful discovery that uncover business priorities, operational challenges, financial considerations, and future growth plans before recommending solutions. Communications Solutions Specialization Learn, understand, and clearly explain JMARK’s Communications Solutions products and services. Translate technical offerings into business outcomes that are meaningful to executives, business owners, and operational leaders. Explain benefits, risks, costs, timelines, and service expectations in clear business language. Collaborate with marketing, support, community partners, product management, and account management to support campaigns, messaging, offerings, and go-to-market efforts for Communications Solutions. Continue to build and develop relationships with current Communications Solutions clients where appropriate, with a focus on retention, expansion, and client satisfaction. Support the development of repeatable sales plays, proposal language, discovery questions, and positioning for Communications Solutions offerings. Stay current on industry trends, competitive offerings, carrier changes, technology shifts, and market conditions that may affect JMARK’s clients or sales strategy. Position JMARK as a value-added technology partner by integrating Communications Solutions into broader business and IT strategies rather than presenting individual products or carrier offerings. Partner with technical specialists throughout discovery and solution development to ensure recommendations are aligned with prospect objectives, technically sound, and deliver meaningful business value. Prospect Relationship Management Develop and maintain relationships with prospects that strengthen JMARK’s reputation and create opportunities for new business. Serve as a trusted advisor who earns credibility through understanding the prospect’s business, operational challenges, risk areas, and recommendations that place their long-term success ahead of short-term transactions. Build relationships intended to extend beyond the initial sale by creating confidence that JMARK will continue to advise, support, and advocate for the client throughout the relationship. Provide technology and business guidance that align prospect needs with JMARK's capabilities and resources, establishes clear expectations, and builds trust through honest, transparent communication. Prioritize work and opportunities that create the strongest long-term outcome for JMARK and its potential clients. Communicate consistently with prospects throughout the sales process. Ensure expectations are clear, reasonable, documented, and aligned with JMARK’s ability to deliver. Provide an additional point of contact for escalated customer issues when appropriate. Internal Collaboration and Handoff Work with internal JMARK teams to develop appropriate solutions for prospects and clients. Coordinate with service directors, project management, engineering, account management, and other stakeholders during the sales process. Oversee clean handoffs to the project and service teams after a sale is completed. Ensure internal teams have the information needed to successfully implement the solution and deliver a strong client experience. Communicate project scope, client expectations, timelines, dependencies, and commitments clearly during handoff. Participate in necessary internal meetings related to Communications Solutions opportunities, sales strategy, client onboarding, and service delivery. Support the development and improvement of proposal management, project management, client onboarding, and sales process standards. Partner with internal teams to deliver a seamless customer experience from initial discovery through implementation and ongoing success, ensuring commitments made during the sales process are communicated accurately and fulfilled. Professional Development and Team Contribution Participate in ongoing training and professional development. Continue developing business, sales, technology, communication, and teamwork skills. Keep current on industry trends and communicate relevant findings to team members. · Continuously strengthen consultative selling, business acumen, and executive communication skills to better serve clients as a strategic advisor. Contribute ideas to improve sales processes, accountability, client experience, and revenue generation. Identify and share areas of expertise with teammates. Participate in company-sponsored, position-related activities. Maintain a professional appearance and represent JMARK well in all client, prospect, partner, and community interactions. Performance Expectations This role will be evaluated based on measurable sales performance and adherence to JMARK’s sales process. Key performance areas include: Monthly, quarterly, and annual revenue production. Gross profit performance where applicable. Monthly recurring revenue generated. New opportunities created. Qualified pipeline value. Pipeline coverage of at least 2.5 times monthly quota. Proposal volume and quality. Close rate. Sales cycle progression. CRM accuracy and timeliness. Prospecting activity and follow-up discipline. Forecast accuracy. Internal collaboration and handoff quality. Client and prospect communication. Contribution to team and department goals. Meeting activity expectations alone is not sufficient. The Communications Solutions Account Executive is expected to convert activity into qualified pipeline, closed revenue, and profitable client relationships. Skills and Qualifications 5–10 years of experience in business development, client relationship management, sales process management, or a related field. Proven ability to generate pipeline and close new business. Demonstrated history of meeting or exceeding individual and team sales goals. Familiarity with telecommunications, connectivity, voice, SD-WAN, managed services, or related technology solutions preferred. Ability to propose technology and business solutions that meet or exceed prospect and client needs. Ability to prepare and deliver formal presentations and proposals. Strong business acumen and ability to communicate with executives, business owners, and operational leaders. Ability to explain technical concepts in business-friendly and user-friendly language. Strong written and verbal communication skills. Strong relationship management and performance management skills. Ability to collaborate with multiple departments to identify and deliver the best solution for JMARK, prospects, and clients. Familiarity with best practices in sourcing, prospecting, business development, client relationships, and sales process management. Ability to conduct research on emerging solutions, services, protocols, and standards related to Communications Solutions and business development. Strong customer service orientation. Proven ability to handle adversity, rejection, and pressure while maintaining professionalism. Ability to effectively prioritize and execute tasks in a high-pressure environment. Exceptional interpersonal skills, with a focus on listening, questioning, discovery, and follow-through. Highly self-motivated and results-driven. Strong attention to detail. Team-oriented and able to work in a collaborative environment. Able to work independently and take ownership of outcomes. Must be prepared to travel as required. Valid driver’s license, proof of vehicle insurance, and reliable transportation required. Success Profile The ideal candidate is competitive, disciplined, coachable, and comfortable being measured. This person understands that strong relationships matter, but also understands that sales success requires consistent behaviors, accurate pipeline management, urgency, accountability, and closed revenue. A successful Communications Solutions Account Executive will be able to create opportunities, build trust with prospects, communicate value clearly, manage a structured sales process, and consistently produce results that support JMARK’s growth goals. They ask thoughtful questions before offering solutions, seek to understand business objectives before discussing technology, and recognize that trust is earned through honesty, expertise, responsiveness, and follow-through. They understand that lasting revenue is created by consistently delivering value and becoming a trusted long-term advisor. JMARK is a leading provider of managed IT services, cybersecurity solutions, cloud technologies, and strategic IT consulting. Founded on the principle of People First. Technology Second. , JMARK partners with businesses to transform technology into a true driver of growth, resilience, and competitive advantage. With a focus on proactive strategies, exceptional customer experience, and business value , JMARK helps organizations reduce risks, increase efficiency, and plan for the future. Our team combines technical expertise with a people-centric approach, ensuring that every solution aligns with client goals, culture, and long-term success. At the heart of JMARK’s philosophy are our core values: Honesty – honoring commitments and building trust Passion – loving what we do and where we do it Teamwork – working together to prevent problems and create solutions Excellence – exceeding expectations through initiative and follow-through Accountability – doing what we say we will do Fun – celebrating success and enjoying the journey For more than three decades, JMARK has served as a trusted IT partner across industries, helping businesses thrive with secure, reliable, and future-ready technology solutions.