Enterprise Account Executive, Healthcare

Connection Enterprise Solutions is a profitable $1B+ company focusing on providing technology solutions for the Fortune 2000, located in Boca Raton, Florida. Connection Enterprise Solutions is a wholly-owned subsidiary of Connection (CNXN), a $2.5 Billion+ publicly traded company located in Merrimack, NH.

Connection Enterprise Solutions offers a wide range of technology services with over 500 technical certifications and a qualified team of expert engineers, software licensing specialists and project managers to offer best-in-class solutions to our customers. We deliver end-to-end solutions across the entire IT lifecycle--from assessment, design, procurement, and installation to management and asset disposition. Focused on solving the complex business challenges of enterprise customers, Connection Enterprise Solutions is a one-stop source for a full range of IT products and services, including data center, networking, mobility, and software solutions. Offering over million products from 1,600 technology vendors, Connection Enterprise Solutions' proprietary cloud based e-procurement system, TRAXX, creates a streamlined, efficient approach to IT procurement that reduces the cost and complexity of buying hardware, software and services. By leveraging our strategic relationships with leading IT manufacturers and software publishers, Connection Enterprise Solutions is able to provide the best pricing and preferred product availability.

Connection Enterprise Solutions simplifies the IT Management process by providing Account Managers and clients a team of pre-sales solutions architects, and broad range of IT Deployment and lifecycle services engineers, coupled with fully integrated, easy to use proprietary system (TRAXX) for the procurement of products, software and services. TRAXX empowers our Account Managers and clients to efficiently source, evaluate, compare price, procure and track their IT purchases. TRAXX creates a streamlined, efficient approach to IT procurement that reduces the cost and complexity of buying hardware, software and services. It enables Account Managers to spend more time prospecting, identifying and developing sales opportunities. TRAXX contains comprehensive prospect data base and client management tools.

Job Summary

The Healthcare Enterprise Account Executive role is responsible for new account development and for leveraging additional opportunities within existing accounts. Ideal candidates should have a proven track record and background selling IT Hardware, Software and Services and calling into large healthcare accounts.

Essential Job Functions

Identify, qualify and close new accounts in assigned territory.

• Responsible for multiple accounts in a large to medium territory including managing total sales and customer satisfaction.
• Exhibit Connection Enterprise Solutions' knowledge by selling company as a solution to business needs.
• Develop and pursue an overall account plan to maximize opportunities and leverage Connection Enterprise Solutions' integrated solution offerings within key accounts.
• Effectively communicate and present to all executive levels of an organization Connection Enterprise Solutions' complete value proposition.
• Lead negotiations, coordinate complex decision-making process, and overcome objections to capture new business opportunities.
• Identify sales opportunities by exploring client business needs and may introduce a Product Expert/Business Development Manager to assist in closing a sale.
• Develop and maintain a strong knowledge of leading industry trends such as electronic commerce, spend management and technology initiatives.
• Utilize question based selling methods to ascertain client needs and craft relevant solutions encompassing hardware, software and/or services
• Transition Service issues to sales discussions.
• Responsible for developing relationships with field publisher partners to work on leads and opportunities (both from Connection Enterprise Solutions and publishers).
• Gain commitment from key influencers and executives to demonstrate a business partnership with company.
• Participates in significant company events and seminars.
• Leverage resources to provide added value to corporate customers in order to maintain excellent customer satisfaction.
• Inform customers about company program benefits, and implement where appropriate.
• Submit accurate and timely forecasts that are aligned with assigned sales quotas.
• Facilitate all communications/order processing and reporting for all current and future accounts.
• Daily engage inside sales representative/team to better serve Connection Enterprise Solutions' clients.
• Proactively advise and introduce new solutions to solve client's business needs.
• Attend Company, vendor, and publisher trainings and webinars, as directed.
• Additional duties as assigned.

Required Skills

The ideal candidate will be:

An experienced, mature and seasoned sales professional with 5 - 7 years of experience successfully selling IT hardware, software and professional and managed services directly to enterprise healthcare accounts.

• Able to demonstrate a track record of achieving consistently strong sales numbers within these accounts.
• Extremely self-motivated and driven by rich, highly leveraged compensation plans.
• Knowledgeable on major strategic OEM product lines with understanding of current technologies.
• Able to leverage strong existing relationships with local OEM field sales teams of strategic suppliers such as HP, Lenovo, IBM, Cisco, VM Ware, Dell and Microsoft. Ideally has an understanding of their market strategy, mapping and territories and incentive and marketing programs.
• Have prior, recent and relevant experience selling IT solutions at competitor VAR, business services or consultancy organization or direct marketer.
• Able to think strategically, solve problems, and leverage resources.
• Able to present, communicate and sell effectively to senior level executives.
• Able to identify all stages of the sales cycle and accurately manage a pipeline and forecast

Connection, Inc. and its subsidiaries consider all qualified applicants for employment, without regard to race, sex (including pregnancy), color, religion, age, national origin, ancestry, physical or mental disability status, medical condition, sexual orientation, marital status, protected veteran status, and all other characteristics protected by applicable state and federal law. Connection will consider accommodations for any known physical, mental, or other impairments of otherwise qualified applicants to enable them to participate in our applicant screening process and to effectively perform the essential functions of their jobs, unless doing so would impose an undue hardship on the Company.

Essential Job Functions

Identify, qualify and close new accounts in assigned territory.

• Responsible for multiple accounts in a large to medium territory including managing total sales and customer satisfaction.
• Exhibit Connection Enterprise Solutions' knowledge by selling company as a solution to business needs.
• Develop and pursue an overall account plan to maximize opportunities and leverage Connection Enterprise Solutions' integrated solution offerings within key accounts.
• Effectively communicate and present to all executive levels of an organization Connection Enterprise Solutions' complete value proposition.
• Lead negotiations, coordinate complex decision-making process, and overcome objections to capture new business opportunities.
• Identify sales opportunities by exploring client business needs and may introduce a Product Expert/Business Development Manager to assist in closing a sale.
• Develop and maintain a strong knowledge of leading industry trends such as electronic commerce, spend management and technology initiatives.
• Utilize question based selling methods to ascertain client needs and craft relevant solutions encompassing hardware, software and/or services
• Transition Service issues to sales discussions.
• Responsible for developing relationships with field publisher partners to work on leads and opportunities (both from Connection Enterprise Solutions and publishers).
• Gain commitment from key influencers and executives to demonstrate a business partnership with company.
• Participates in significant company events and seminars.
• Leverage resources to provide added value to corporate customers in order to maintain excellent customer satisfaction.
• Inform customers about company program benefits, and implement where appropriate.
• Submit accurate and timely forecasts that are aligned with assigned sales quotas.
• Facilitate all communications/order processing and reporting for all current and future accounts.
• Daily engage inside sales representative/team to better serve Connection Enterprise Solutions' clients.
• Proactively advise and introduce new solutions to solve client's business needs.
• Attend Company, vendor, and publisher trainings and webinars, as directed.
• Additional duties as assigned.

Required Skills

The ideal candidate will be:

An experienced, mature and seasoned sales professional with 5 - 7 years of experience successfully selling IT hardware, software and professional and managed services directly to enterprise healthcare accounts.

• Able to demonstrate a track record of achieving consistently strong sales numbers within these accounts.
• Extremely self-motivated and driven by rich, highly leveraged compensation plans.
• Knowledgeable on major strategic OEM product lines with understanding of current technologies.
• Able to leverage strong existing relationships with local OEM field sales teams of strategic suppliers such as HP, Lenovo, IBM, Cisco, VM Ware, Dell and Microsoft. Ideally has an understanding of their market strategy, mapping and territories and incentive and marketing programs.
• Have prior, recent and relevant experience selling IT solutions at competitor VAR, business services or consultancy organization or direct marketer.
• Able to think strategically, solve problems, and leverage resources.
• Able to present, communicate and sell effectively to senior level executives.
• Able to identify all stages of the sales cycle and accurately manage a pipeline and forecast