Senior Sales Account Executive

Senior Sales Account Executive - IT Consulting and Custom Solutions Must be local to Minneapolis/St Paul area - Hybrid and local travel requiredAbout the jobILM Professional Services is seeking a highly motivated and results driven Senior Sales Account Executive with a proven track record of success, uncovering opportunities, growing existing accounts, and generating new business within IT Consulting and custom solutions. This role will involve managing and prioritizing opportunities, qualifying potential new clients, understanding client's business drivers, building relationships, presenting solutions, and assisting in closing the business. The Senior Sales Account Executive will control their own success by driving revenue through proactively targeting and building strategic relationships with new and existing clients.ILM Overview ILM is a minority and woman-owned software development consulting business based in the Twin Cities, founded in 2002. We are proud to be a long-standing Microsoft Gold Partner that works with companies in our home state of Minnesota and throughout the U.S. Our focus is on quality work as well as being a team of forward and innovative thinkers. We build custom enterprise software solutions and mobile applications to meet a variety of business needs. From requirements analysis and user experience definition to technical architecture, through rich front-end and sophisticated back-end development, we continually work on our mastery of cutting-edge technologies.Position Duties and ResponsibilitiesThe Business Development Executive will be primarily charged with supporting ILM Professional Services in each of the following areas of responsibility:ProspectingLeading DiscoverySales PlanningExpanding and Managing Current AccountsFollowing a Sales ProcessClosingProspectingEffectively researches companies and develops a list of accounts that are probable ideal clients of ILM's solutions - this could be new opportunities in existing accounts or new prospects and referralsUses multiple communication avenues (phone, email, LinkedIn, etc.) to build awareness and connect with potential prospectsGenerates interest with key stakeholders (CTO, VP of Consulting, Director, Manager, and Application Developers) to procure discovery conversations or meetings at multiple levels throughout the organizationGathers and documents helpful institutional knowledge on every interaction (what they use, who they use, likes/dislikes, stakeholders, etc.). The ideal candidate will be able to use this information to prioritize callbacks and generate future opportunities. All interactions to be documented in Pipedrive (CRM)Begins building strategic relationships within targeted accountsAsks for introductions and leverages referralsAttends industry events to gain access to new contacts and learn more about current trends in the industrySupports ILM leadership when they present at events, generating interest and attendance, meeting with prospects, and actively following up to generate opportunitiesDiligently and proactively follows up and stays connected with key networking partners and prospectsDevelops a collaborative working relationship with ILM partnersLeading DiscoveryAsks effective questions to uncover the client's current situation, desired situation, business drivers, application needs and decision making processes (either via phone, video or face-to-face meeting) to fully understand the clients' needs in order to recommend the best solutionsDifferentiates ILM from competitors by identifying key areas that are important to the prospectIdentifies opportunities for multi-year, complex projects that will drive business transformation for the clientEfficiently move through the discovery phase and pass on opportunities that don't fit the ILM ideal client criteriaIn strategic opportunities, coordinates and drives a team selling approach (may include leadership and/or technical resources) to further develop the relationship and to present more complex solutionsDemonstrates general business acumen and understanding of client business operations, challenges faced, and the probable impact of ILM's solutions and servicesSales PlanningCreates and executes a sales plan and communicates progress against the plan - this includes being fully prepared for and engaged in 1:1 meetingsUnderstands what's working and what's not and makes necessary adjustments in the sales approach or activity levels to achieve sales team revenue and profitability goalsProactively communicates unexpected increases or decreases from new or lost opportunitiesSubmits forecasts and pipeline reports to manager in a timely mannerManages and progresses a qualified pipeline of opportunities through prioritizationFocuses activities on the best prospectsExpanding and Managing Current AccountsBuilds multi-layered relationships within an organization calling on CTOs, VPs of Technology, Directors, Managers and Application DevelopersFinds new business within current accounts (additional departments or additional products and services)Sells to additional customer locationsResearches and acquires new customersGains and demonstrates process and high-level technical knowledge of company products, services, and markets by:Understanding staff augmentation and project-based workGenerating new and repeat sales by providing product and technical information in a timely mannerDetermining customer requirements and expectations to recommend specific products and solutionsRecommending alternate products based on cost, availability, and/or specificationsEducating customers about terminology, features and benefits of products and services to improve product related sales and customer satisfactionShows willingness to continue learning about new products and uses, as well as confidence to be the expertPerforms regular outreach to current accountsFollow the Sales ProcessDemonstrates proficiency in all aspects of the sales process (plan, contact, qualify, discover, propose/quote, and close), specifically:Understands what the client needs and recommends the best solution Presents proposal and terms in accordance with standard proceduresIncreases sales and average deal size by means of cross-selling, up-selling, and add-on sales to improve profitabilityProactively contacts customers following sales to ensure ongoing customer satisfaction and resolves any complaintsProactively manages customer satisfaction and service delivery by anticipating potential service problems and monitoring customer satisfactionClosingGains commitments from the customer throughout the sales process to make the final solution one that fits the customer's needsSuccessfully asks for the sale and closes new business without always relying on leadership to assistHas proven success in closing new business and displacing the competitionKey Characteristics and TraitsSelf Starter - Sufficiently motivated and ambitious to pursue opportunities without strong direction from othersEasy Going - Relaxed and tolerant in their approach and mannerProfessional Demeanor - Projects a professional image in all interactions with customers and internal associatesIdeator - Creates productive ideas; processes and passes on their ideas to help othersProactive Communicator - Identifies problems and prevents them or helps resolve themComfortable with Ambiguity - Able to deal with general direction without specifics and still figure out how to accomplish important tasksHigh Emotional Intelligence - Has the ability to identify and regulate emotions and understand emotions of othersCustomer Service Oriented - Puts the customer's best interests in mind above own self-interest and do what is important to make them happyCompensationILM offers a competitive compensation program, allowances, and an excellent benefit package. Market competitiveSalary + commissionBenefits include Medical, Dental, Vision, Life Insurance, Long- and Short-Term Disability, 401(k), PTO, and government holidays QualificationsBachelor's Degree or Military ServicePrefer 8+ years consultative sales experience, selling premium servicesDemonstrated success meeting sales goals and growing revenueIndustry experience preferredPC proficiency (Microsoft Office Suite) requiredPhysical Demands The physical demands and environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.No special physical demands are requiredHybrid or remote and field workOne to two evenings per week attending industry/ customer events and rare overnight travel

Created: 2026-05-12