[Hiring] Account Executive @Continuant

Role Description

We are seeking a proactive, consultative Account Executive who can independently generate opportunities, develop executive relationships, expand existing accounts, and drive profitable recurring revenue.

This role requires a self-starter who takes ownership of their territory, builds pipeline without relying on company-generated leads, and develops the knowledge to advise customers across voice, connectivity, networking, cloud, data center, cybersecurity, and AI.

Success is measured by profitable revenue growth, customer expansion, and the ability to create opportunities—not simply manage relationships or respond to inbound requests.

Core Responsibilities

• Self-Generate New Business
  • Prospect consistently through phone, email, referrals, networking, partners, and targeted outreach.
  • Identify and engage decision-makers in new and existing accounts.
  • Develop account and territory plans that create a predictable pipeline.
  • Generate qualified opportunities independently rather than relying on inbound leads.
  • Own opportunities from discovery through close.
• Expand Existing Customer Accounts
  • Build relationships beyond the existing telecom contact, including IT, finance, operations, and executive leadership.
  • Understand each customer's business priorities, technology environment, and upcoming initiatives.
  • Identify opportunities to consolidate vendors, improve performance, reduce risk, and modernize infrastructure.
  • Expand relationships into additional technology categories.
  • Conduct proactive account reviews focused on business outcomes and future opportunities.
• Develop TSD Sales Competency
  • Build working knowledge of connectivity, networking, cloud, data center, cybersecurity, AI, and communications.
  • Understand the Technology Solutions Distribution model, including supplier relationships, solution positioning, and partner resources.
  • Recognize customer needs and know when to engage the right technical or supplier specialist.
  • Develop confidence selling unfamiliar solutions through effective discovery, not product memorization.
  • Continuously improve technical literacy and consultative selling skills.
• Own Sales Execution and Accountability
  • Achieve assigned gross-profit and recurring-revenue targets.
  • Maintain a healthy, self-generated pipeline with accurate CRM records.
  • Manage next steps, stakeholders, proposals, and close plans.
  • Forecast opportunities accurately and participate in regular pipeline reviews.
  • Demonstrate disciplined prospecting, follow-up, and deal progression.

Qualifications

• Proven success in B2B consultative sales with responsibility for generating pipeline and closing business.
• Demonstrated ability to prospect independently and build relationships with decision-makers.
• Experience selling technology, telecommunications, managed services, IT solutions, or other complex B2B offerings.
• Strong business discovery, communication, negotiation, and account-planning skills.
• Ability to learn unfamiliar technology categories and work effectively with specialists.
• Consistent CRM discipline and ownership of sales results.

What Success Looks Like

• First 90 Days
  • Demonstrate understanding of Continuant's core offerings and TSD sales model.
  • Establish a consistent prospecting routine.
  • Build prioritized account and prospect lists.
  • Complete foundational technology and supplier training.
  • Conduct discovery meetings and develop an initial qualified pipeline.
• First 6 Months
  • Independently create and advance opportunities.
  • Demonstrate effective cross-category discovery.
  • Engage supplier specialists appropriately.
  • Produce measurable account expansion and new-logo pipeline.
• First 12 Months
  • Achieve assigned gross-profit and recurring-revenue objectives.
  • Maintain a predictable, self-generated pipeline.
  • Establish trusted relationships with customers and executive decision-makers.