Account Executive

About the role

The Account Executive is responsible for driving sales growth in collaboration with channel partners, managing customer relationships, and ensuring efficient sales operations to exceed annual sales goals within assigned geographic territories and accounts. This role combines strategic territory management with direct account oversight, including identifying new business opportunities, developing sales strategies, while providing world-class customer experience.

Responsibilities

• Develop and execute sales strategies to achieve territory and account targets while collaborating with channel partners.
• Follow the Merrill sales process: know assigned accounts, plan for growth, maintain a healthy funnel, drive opportunities to closure, and evaluate performance to goal.
• Understand the industry (applications, standards/regulations, drivers, and trends), the customer’s organization and desired outcomes, along with Merrill’s offerings and deliverables with partners relevant to assigned accounts.
• Establish strong relationships at all organizational levels with the customer base and understand customer process, goals, and organizational models.
• Coordinate with channel partners and Merrill sales and marketing teams to plan and win identified opportunities.
• Maintain accurate assessment and interactions of customer and prospect opportunities within Merrill’s Customer Relationship Management system.
• Set and help manage channel partner expectations.
• Provide customers with troubleshooting support and offer recommendations tailored to their specific requirements.
• Accept and implement coaching, feedback, and training to achieve individual and team performance goals.
• Travel within assigned territory 15–30% of the time to meet with clients, attend industry events, and support sales activities.
• Perform other duties as assigned by the direct supervisor.

Requirements

• Bachelor’s degree from an accredited college or university with a degree in business, marketing, or related field or an associate degree (A.A.) or equivalent from a two-year college or technical school in business, marketing, or related field and/or equivalent experience.
• 5+ years prior sales and account management experience.
• Demonstrated leadership, persuasive, initiative, and communication skills.
• Ability to learn and maintain knowledge of technical products and services.
• Strong work ethic and an entrepreneurial spirit.
• Ability to work in a team environment.
• Proficiency in Microsoft products and other computer applications.
• Excellent attention to detail and multi-tasking ability with self-motivation to work on own initiative.
• Successfully pass a background and drug screening.

Physical Demands

• Ability to sit for prolonged periods, perform tasks requiring fine motor skills, and utilize computer keyboarding.
• Occasional need to stand from a seated position.
• Travel by car, plane, or other means up to 10–30% of the time, which may include carrying luggage, walking through airports, and attending off-site meetings or events.
• Ability to lift and transport materials or equipment as needed during travel or client visits.

Working Conditions

• Constant indoor work at the primary office location.
• Frequent travel (10–30%) within the assigned territory to meet with clients, attend industry events, and support sales activities.
• Work environments may include client offices, conference centers, and other off-site locations.
• Flexibility to adapt to changing schedules and environments during travel.

Benefits

• Full benefits package including medical, dental, vision, life, and disability insurances.
• Flexible spending accounts.
• 401K with generous match.
• Paid time off including nine (9) holidays.
• Flexible schedule with work/life balance.