Whether you’re new to the whole “remote working” via technology thing or whether you’re an experienced member of the technology sector, chances are you’ve probably heard of the “Account Executive” role on a sales team.
If not, no worries! We’ll go over exactly what an Account Executive is and what their typical day looks like.
Either way, Account Execs are important members of tech sales teams and are responsible for bringing revenue by closing sales for the business. An important role, indeed, as these team members often bankroll the salaries of other members.
From focusing on high performance via sales metrics and with a huge emphasis on client satisfaction, account executive jobs are high touch and high reward positions.
What Is An Account Executive?
Before you make a major career change and jump right into searching for account executive jobs, read this.
If you way your day to be all about bridging the gap between companies and customers through relationship building and expertise, you’re in the right place. As you can venture a guess, this job is all about communication and knowledge.
Whether it’s on the phone, video chat, or email/messaging, either with customers or your exec team, you’ll be talking to people all day here. This is a perfect role for anyone with outstanding social skills and for those who are ultra-organized.
Basically, account execs’ primary purpose is for finding their company opportunities either by prospecting for new customers or through existing customer relationships. They also focus on managing those relationships within their client ecosystem.
You will be the main link between the company and its clients. This job is relationship and sales focused; you must understand your clients’ goals and communicate how your company will bring them value. You must work with the other teams within your company (like customer success) in order to ensure that your clients have the best experience possible and are totally satisfied with the value your company is bringing them.
Account executives are all about finding opportunities amongst existing or new clients, and building them into long-term relationships with your company. The goal is to provide the ultimate customer satisfaction rating while improving the sales of your tech product or service for your company.
A Day in the Life of a Tech Sales Account Executive
On a day-to-day basis, you can expect life as a tech sales account executive to go a little like this…
Everything you do will revolve around managing your goals and quotas through Key Performance Indicators set out by the company’s management or your team leader. This means that you’ll need to create plans to achieve these goals either through the number of phone calls, emails, messages etc. and based on your existing sales performance statistics.
You will also be responsible for managing the sales cycle from prospecting all the way to securing a deal from that client. If you have no outside sales team feeding you leads, you’re often responsible for making these calls and sourcing these leads.
Depending on where your clients are located, mornings are usually spent preparing for calls, following up with clients via email, and prospecting to try to find new business. If you call your clients in the afternoon, you’ll spend your time speaking to new prospects and closing deals. There will always be team and/or department meetings (like customer support or marketing, for collateral to share with your clients) and maybe a few coffee breaks scattered throughout.
You’ll typically be doing one of three types of calls throughout the day:
- The discovery call – an intro call to meet the client and discuss their needs, challenges, and determine whether they’re a good candidate for your product
- The presentation call – the second call where a potential partnership is discussed. You may have a presentation prepared based on your first discussion about how you could help the client.
- The closing call – the final call where you seal the deal by answering questions and gauging their interest.
You will also be responsible for networking with existing clients in order to uncover new potential deals and partnerships. A lot of this is achievable simply by being a helpful and likable person, so don’t discount the small talk when it comes to relationship building.
After Sales support will sometimes fall on your shoulders depending on the company and stage. So things like using the product properly or conducting training in order to ensure your client is happy with your product or service is paramount. At a more mature organization, this role is normally handled my a customer success team.
To summarize your day, you’ll mainly be focusing on: closing new accounts, growing existing accounts, eliminating competitive threats (other companies trying to take your clients), improving customer satisfaction by adding value.
5 Key Functions of an Account Executive
You may be wondering what makes a great account executive. If you feel confident providing all the duties above to the best of your ability, then focus refining these traits in order to secure your dream role as an account exec:
1 – Collaborate with your team
Working with your team and your customers is the core of your role. You need to be able to understand the company’s goals and how to achieve them all while building relationships and working with customers to offer solutions to their problems. Even if the customer disagrees or has a problem, it’s your job to turn that around into a sale. Most of this role has to do with listening and providing a solution that works.
2 – Be honest
Don’t beat around the bush when it comes to providing solutions. It either works or it doesn’t. You’re getting paid not to waste people’s time and to find solutions to their problems while representing the company with your best foot forward. You can be honest and direct without being rude. So focus on refining that skill.
3 – The customer comes first
Now this is not new information. If you have an existing customer with a problem, your team will understand if you need to miss a weekly check in to help deal with it and save the sale, especially if it’s a problem with your technology solution. Problems can happen at any time, even on the weekend, so account execs are often on call or have a customer success manager who can be available when they are not at their desk, but they should always make it a point to reach their customers as soon as possible.
4 – Achieving greatness
Account execs are those who strive for greatness when it comes to their work and representing their company. They take it personally when they are not able to fulfill an obligation, even if it’s not their fault. This means knowing when you fall short and doing everything in your power to be better for the next time, or even anticipating situations before they arise.
5 – Championing the company
Good account execs will only represent companies with missions that they truly believe in. If you can’t see yourself using your own product, or see how the product/service helps your customers, then you won’t be a very convincing champion of your service, will you? Account execs often have a dream company or organization they would love to work for, so chasing a career at this company (or a similar one) is ideal.
If you’re interested in a role as an Account Executive for a Tech Sales company, and possess these skills, good managers will always be willing to meet with you. Keep searching for the perfect role (or even better, start in a SDR or BDR role to build a foundational knowledge of the company) and keep applying!
If you find yourself needing some help to make this jump, Uvaro might be just the thing for you! Our 12-week online bootcamp teaches you the sales skills you need to break into tech all while building on your already existing skill sets. Check out our course details, or download our course syllabus to see how the program prepares you for the role of and tech sales account executive!