Field Account Executive, Retail Focus

Description

• Retail Client Engagement: Build and manage relationships with retail end-users (store operations, IT, procurement), understanding their infrastructure and technology needs—from POS to edge computing and in-store networking.
• Solution Selling: Position bundled offerings (hardware, software, services) that address specific retail challenges—such as inventory visibility, omnichannel integration, loss prevention, and store modernization.
• Partner Collaboration: Work closely with OEM partners (e.g., HP, Cisco, Lenovo), distributors, and internal engineering teams to scope, quote, and close complex deals.
• Territory Development: Own a defined sales territory or vertical (e.g., retail, hospitality, QSR), identifying new opportunities, qualifying leads, and driving deal progression from discovery through close.
• Account Planning: Conduct joint account mapping with vendor and internal channel teams, aligning goals, sales plans, and quarterly growth targets.
• In-Store Technology Enablement: Assist with solution demos, pilot rollouts, and post-sale coordination—ensuring technology delivers value at the store level.
• Sales Pipeline Management: Maintain accurate pipeline and forecasting in CRM tools, reporting on KPIs tied to bookings, revenue, and margin contribution.

• Practice strategic relationship development and management for each client and prospect to obtain a deep understanding of the client’s business.

• Become a proactive and trusted client partner with the aim of establishing Zones as an extension of the client’s IT department.
• Proactively collaborate with a variety of IT decision makers to improve their technology infrastructure and solve business problems.

• Initiate conversations, identify opportunities and execute sales for core products, cloud, managed solutions and professional services.
• Upsell, cross sell, and attach products and services to maximize margins using a consultative approach.
• Research, prepare and proactively execute calls into prospects and client accounts using trained best practices.

• Orchestrate internal Zones resources to sell solutions and provide Five-Star Service that exceeds client expectations.
• Work in a ‘team sales environment and proactively partner with field sales, marketing, channel partner resources and other Zones departments to maximize efforts and sales opportunities.

• 3-5+years of outside field sales experience in the IT Hardware, IT Software, or IT Services industry
• Ability to blueprint and navigate Enterprise level organizations to run discovery, ID buying cycle, and facilitate sales cycle
• Experience in carrying an individual sales quota goal/metric
• CRM database experience
• Knowledge and experience of Professional and Managed Services
• Knowledge and experience with Point-of-sale (POS) modernization, Digital signage & kiosks, Network transformation (SD-WAN, Wi-Fi), AI and IoT in retail
• Knowledge and experience Cloud migration for store systems, Pre-kitted deployment models, Franchise enablement strategies
• Knowledge and experience Retail edge architecture (AWS, Azure, GCP)

• Prospector/Closer: Demonstrated success calling prospects and following warm leads with desire to impact business landscape through closing on our suite of technology solutions.
• Sales Instinct & Active Listener: Effective communicator who can identify business problems that can be solved with a connection to Zones’ products and solutions.
• Ability to Rally: Retain high energy and positive attitude and “bounce back” mentality in the always evolving technology sales industry.
• Collaborative: Team oriented, transparent, authentic, seeks win-win solutions with use of the vast Zones team of resources.
• Organization: Motivated, confident, proactive self-starter with “own my business” attitude and strong ability to set and maintain a productive cadence throughout each day in a dynamic and fast-paced environment.
• Curious Learner: Ability to absorb technology concepts and translate them to Zones’ solutions to impact clients’ expected business outcomes.