Sales Account Executive | Business Development

Spinitar - San Jose, CA4.0

Full-time

Opportunity Snapshot

Do you have B2B / corporate / enterprise sales experience in any of the following areas?

IT services, MS Cloud, Unified Communications, software licensing, analytic consulting services, enterprise software, outside plant OSP, data communications, low voltage, CCTV, data cabling, fire systems, division 27, audio visual / AV integration

Do you have sales experience with any of the following client types?

Fortune 500, higher education, colleges, universities, local, state, or federal government, utility companies

This role is an outstanding opportunity for a strong enterprise sales professional to take ownership of a Bay Area territory and build a lucrative book of business. You'll sell cutting-edge services and solutions to the breadth of audio-visual technology challenges companies face in today's highly digitized and rapidly changing world. You'll enjoy variety in the projects your customers undertake and be free to sell across verticals. After all, the need for this technology is not limited to any one industry. And, in a territory ripe with Fortune 500 companies, your earning potential is unlimited! If you're ready to get started and excited to make your mark, we look forward to hearing from you.

Spinitar is a California-based company and an award-winning provider of commercial audio-visual services and technology. Our 28-year old firm provides services to corporate, education, and government users.

The Requirements

This sales role is an interesting amalgamation of sales approaches, requiring a polished professional who can not only generate new business, but also build relationships and nurture that business so that it continues to produce for years to come. The ideal candidate for this role will be a motivated hunter who also has outstanding consultative selling skills and the ability to build relationships.

Additionally, to be a strong fit for the Sales Account Executive opportunity, you will have:

  • A bachelor's degree, highly preferred, or the equivalent combination of education and experience
  • Proven success in enterprise system and/or solution sales
  • High-level presentation skills and the polish and experience to work with decision makers at Fortune 500 companies, colleges and universities, government, etc.
  • Skill and comfort networking, generating leads, building a pipeline, and closing business
  • Outstanding oral and written communication skills, with the ability to listen to what a client needs and present the appropriate service/solution
  • Proficiency with Microsoft Office applications and experience using CRM software
  • Excellent problem solving and analytical reasoning skills
  • Strong learning agility, the drive to grow and develop, and the ability to absorb technological information at a high-level
  • The self-motivation to work autonomously, while also serving as a strong member of the team
  • Solid knowledge of the Bay Area; enterprise level contacts are a plus
  • Experience in AV Sales preferred, but not required

The Role

As a Sales Account Executive, you will be responsible for building a new Bay Area territory including the surrounding areas. You will work out of a home office: you'll leave from your home each day, get out in the field and build your book.

This is a greenfield territory and a unique opportunity. You will take a hunter's approach in a farmer's model. That is, you'll call on enterprise-level clients in an effort to develop a lucrative top ten client list, then build relationships and continue to expand within your top ten (of course, you'll also keep adding new clients). The sweet spot is Fortune 500 with multiple locations and wide-reaching audio visual needs, and we also do well in Higher Education and City, State and Local Government. We are regionally based but nationally focused, so you will provide solutions for all of your clients' needs. At times you might travel to a visit other client locations, but the vast majority of the time, you'll work your territory and be home at night.

Because of nature of our services and the variety of customer needs, the sales cycle varies widely. It might take you 12 months, 18 months or even longer to close a top account, while an existing account might have a project arise that could take just a couple of weeks to close. In both cases, at the point of sale you'll turn the project over to a project manager and engineer who will take point on project deployment, including putting together the right build team. Of course, you'll continue your strong relationship with the client, checking in and serving as a partner over the long haul.

While you must be self-motivated and independent, you'll also be part of a Sales team. Each morning we have a short, ten-minute virtual huddle; we have a weekly virtual meeting; and once a month you'll fly into our corporate offices in La Mirada, California for a sales meetings. You'll fly out the same day. We have a sales team of almost two dozen, including a dozen Sales Account Executives. You'll find a lot of support when you need it.

Note: this description is intended to give you a general overview of the position and is not an exhaustive listing of duties and responsibilities.

Compensation

During your ramp-up and training period you will be on 100% salary giving you time to build your business and establish sales. After that period there is no limit to your earnings. Experienced and highly skilled Account Executives can make high six figures annually in this role.

Why Spinitar?

If you're a driven, goal-oriented sales professional who wants an opportunity to build a lucrative career with a growing company, you'll thrive in this prime territory.

Solid leads -- since we represent 100's of manufacturers, we often receive manufacturer generated leads which are distributed to the appropriate territory. We also have a Bus Dev group generating leads and, of course, you'll develop your own leads as well. Often times a lead will come in the form of information - identifying a new building or program a company is bringing online. It will be up to you to turn that information into appointments and sales.

A sales role that is fun and interesting -- you're not selling a product where you need to create a need. You'll be working with the largest companies, delivering service solutions that solve real needs. There's something different all the time - classrooms, training rooms, large events, etc. It's a fun industry and an interesting role.

Outstanding leadership -- your supervisor takes a "servant leadership" approach to his team. He knows that you're a goal-driven professional, and as long you're meeting expectations, you'll be free to design your business plan and execute your strategy as you see fit. You'll enjoy autonomy, but he'll be there to help remove roadblocks, and through our team paradigm, you'll also have the support of the Sales team and a multi-functional work team of which you'll be a member.

Comprehensive training -- you bring strong learning agility and a dedication to knowledge gain, and we'll give you the tools you need to succeed. You'll spend some time training in Southern California with your supervisor and other team members, and mirror the Sales Account Executive working in Sacramento.

Fun and transparent environment -- people like working at Spinitar, as demonstrated by the long tenure of our staff, and it's not difficult to understand why. We work hard and have high standards, but we also enjoy the benefits of a transparent, tight-knit team environment and we like to have fun. For example, once per quarter we have a "State of the Union" breakfast to ensure we're all on the same page regarding where the company is and where we're going. We also enjoy some great perks: each year you will be eligible to participate in our "roll out the red carpet" Chairman's Club trip to an exciting destination such as Maui or Cancun. After 10 years with the company, you're rewarded with a 3-day cruise!

Unique credo and special team environment -- Spinitar is a service-driven, customer-centric organization. We have one of the largest service groups for integrators in the Western U.S. and empower our team to support and drive each other in providing solutions, meeting and exceeding our customer's high expectations and maintaining culture of service.

Excellent compensation -- in addition to a commission structure that will allow you to design what you want to earn (and our top reps are well into the six figures), we offer a comprehensive benefits package including health and other insurances, a 401(k) plan, paid time off and more.

As a Sales Account Executive, you will also receive a cell phone, laptop and auto allowance.

Keys to Success

To be successful in this role, you'll need to love to sell and have the drive and desire to get out there and do it every day. Since this is a new territory, you'll be dedicated to the hunt initially, but as you build your book, the focus will shift and you'll spend more time cultivating business within your existing clients than generating new business. We've already said it, but it's important enough that it's worth repeating here: to be successful at Spinitar, you must be comfortable working and selling in either realm.

While, as you'd expect, we have sales metrics in place, with the long sales cycle, in your first months we'll be looking beyond the metrics. You'll be judged by your 30/60/90 day activity and how you're spending time up front. Are you generating quotes? Having meetings? Are you understanding the technology? You don't need to know the nuts and bolts of our technical solutions, but you do need to understand our capabilities in order to sell the solutions. If you're doing all the necessary work upfront, you'll be on your way. Rest assured, our compensation structure is setup for you to manage the time it takes to ramp-up the territory.

About Spinitar

Spinitar is a privately owned, full-service audio visual company. Our custom technology solutions and services have helped clients in a wide array of market segments to improve communication and reach audiences more effectively.

A few Spinitar facts:

  • Founded in 1986
  • Over 100 working professionals
  • Locations throughout California
  • Service provided nationally
  • Named among the industry's top fifty integrators in the nation

To read more about Spinitar, please visit: spinitar.com.

Job Type: Full-time

Salary: $80,000.00 to $999,999.00 /year

Experience:

  • AV integration sales: 2 years (Preferred)
  • Division 27, low voltage, cctv, or security sales: 2 years (Preferred)
  • IT services, MS Cloud, or software sales: 2 years (Preferred)

Education:

  • Bachelor's (Preferred)

Sales cycle:

  • 3 to 9 months

Typical deal size:

  • $100-249k

Sales environment(s):

  • Home
  • Door to door
  • Trade shows
  • Office or call center

Onboarding time:

  • 6-9 months