Account Executive

ACTS, Inc. - Atlanta, GA

The Company
ACTS has been a high-tech business partner and innovator for nearly two decades. Our customers are world class enterprises and consulting organizations who span a diverse range of industries, verticals and geographies. Our deep Cloud expertise and long-standing relationships with Microsoft Field, Services and Delivery teams provide us with on-going insights and vision as Cloud Technologies evolve. ACTS is a leading Microsoft Cloud Solutions provider and Microsoft Gold Partner, recently named as Finalist for 2018 Microsoft Open Source Data & AI Partner of the Year, recognizing our innovative work in the areas of AI and Machine Learning.

We believe technology can reshape our clients’ businesses. We offer every client a unique perspective on technology, so they can recognize new business opportunities and make the most of them. Our most strategic technology partner - Microsoft plays a pivotal role in our delivery of industry-disrupting, technology-driven solutions to clients.

Our approach is to provide clients with technology-enabled solutions that deliver sustainable business value in areas such as application development, predictive analytics, machine learning, cloud computing, artificial intelligence, digital integration, IoT and managed services.

The Job
ACTS is looking for an entrepreneurial, high-performing Account Executive to lead customer acquisition efforts and support revenue growth objectives. The ideal candidate has a proven track record of implementing sales processes and initiatives, selling consultative services, and acting as a change agent in solution selling. This Account Executive will have had success maximizing revenue and strengthening client relationships and ideally will have a working knowledge of the Microsoft go to market model and how to effectively team within the Microsoft ecosystem.

In this role, the Account Executive will be responsible for developing and executing all key growth sales strategies, tactics and action plans required to achieve our financial targets in their territory. We have ambitious goals and this individual will be challenged to think strategically in order to find and win new business both through new client acquisition as well as by growing the ACTS footprint within the existing client base. This growth will be achieved through a combination of direct sales to clients (primary) and by securing Microsoft ECIF funding (secondary) to seed fund strategic joint initiatives with our Microsoft account team partners.

This position will be remote, and we’ll look at candidates anywhere in the Southeast (FL GA, AL, TN, NC, and SC). Our preferred location for this AE is the Atlanta, GA area.

Essential Functions
Develop and implement strategic sales plans to achieve corporate objectives both at the territory and account levels;
Develop and implement a Microsoft Account Team engagement strategy for the assigned territory;
Accurately forecast business acquisition within the assigned territory;
Deliver sales presentations to key clients;
Develop, grow and maintain relationships with both direct customers and with our Microsoft Account Team partners;
Negotiate and close sales to attain and preferably exceed the assigned targets;
Develop and maintain a rolling 12 month pipeline of at least three time their quota as measured in the CRM system;
Prepare periodic sales reports showing sales volume, potential sales, and areas of proposed client base expansion – it is expected that most of this will be driven by effective use of the CRM system;
Recommend and share sales strategies for team improvement; and
Work closely with the delivery team to ensure effective transitions from sales to delivery and to promote growth within the accounts.

8+ years of successful sales experience, consistently meeting or exceeding targets;
Bachelor’s degree in Business or related area required, MBA highly preferred;
History of developing, implementing and executing sales strategies;
History of strong teaming relationships with services delivery teams;
Experience establishing and managing a sales pipeline of three times quota or better;
Successful track record of partnering with Microsoft Enterprise teams, understanding Microsoft sales processes and programs along with the proven ability to utilize Microsoft ECIF funding programs;
Understanding of Microsoft Cloud (Office 365, SharePoint, Azure, PaaS and IaaS), server products and/or complementing solutions;
Ability to articulate and present the business value of Microsoft's solutions;
Firm understanding of Microsoft's strategies and products relative to major Microsoft competitors;
Knowledge of enterprise software solutions and application and infrastructure competitor landscape;
Ability to get up-to-speed on technologies and their value proposition for helping organizations transform, including cloud implementation and migration, advanced analytics, digital workplace, IoT, artificial intelligence, and machine learning; and
Fluency in the use of CRM systems.