Account Executive - Farmer

About the role

ISG Technology provides IT services that drive business growth, freeing clients from day‑to‑day IT maintenance, securing networks, protecting data, and helping design, implement, and manage IT infrastructure. With over four decades of experience, ISG is part of the Twin Valley Family of Companies, a fourth‑generation family business recognized as a leader in the Midwest. The company consistently ranks in CRN’s Top Managed IT Service Providers and was recently included in the Security 100 for managed security excellence. Customer Satisfaction Scores (CSAT) average 97% and Net Promoter Score (NPS) is 77, well above the industry average of 47. The Account Executive – Farmer reports to the Sales Director and is responsible for managing and growing existing client accounts, ensuring they receive exceptional value from ISG.

Responsibilities

• Build and maintain long‑term relationships with clients, ensuring their satisfaction.
• Work closely with clients to understand evolving business needs and identify opportunities for upselling additional services, renewals, and cross‑selling complementary solutions.
• Conduct regular business reviews, meetings, and strategy sessions with clients to demonstrate the value of existing services and propose new solutions aligned with their goals.
• Manage contract renewals, ensuring clients are informed about options and maintaining a 95%+ MRR renewal retention rate.
• Track account performance, client feedback, and renewal schedules using CRM systems to ensure opportunities are not missed and accounts remain healthy.
• Manage and maintain a robust sales pipeline by consistently identifying, nurturing, and qualifying new internal opportunities.
• Support the company by completing all other job duties assigned.

Skills

• Oral Communications – Speak clearly and persuasively in positive and negative situations; respond well to questions; demonstrate group presentation skills and participate in meetings.
• Written Communications – Write clearly and informatively, edit work for spelling and grammar; present numerical and statistical data effectively; read and interpret written information.
• Customer Service – Respond promptly and courteously to customers’ requests for service and assistance; manage difficult or emotional customer situations.
• Presentation – Deliver business, non‑technical, and limited‑technical presentations to audiences of 20‑150 individuals.
• Leadership – Lead people and get results through others in a positive and inspiring manner.
• Management – Organize and manage multiple priorities.
• Ethics – Treat people with respect; keep commitments; inspire the trust of others; work with integrity and ethically; uphold company values.
• Organizational Support – Follow company policies and procedures and complete other duties as assigned.
• Judgment – Include appropriate people in the decision‑making process.
• Interpersonal Skills – Maintain confidentiality; keep emotions under control; listen well.
• Strategic Thinking – Develop strategies to achieve organizational goals; analyze market and competition; identify external threats and opportunities; adapt strategy to changing conditions.
• Planning and Organization – Prioritize and plan work activities; use time efficiently; plan for additional resources; set goals and objectives; organize or schedule other people and their tasks.
• Professionalism – Approach others in a tactful manner; react well under pressure; treat others with respect and consideration regardless of status or position; accept responsibility for own actions; follow through on commitments.
• Adaptability – Adapt to changes in the work environment; manage competing demands; deal with frequent change, delays, or unexpected events.
• Detail & Task Oriented – Manage and follow through on multiple tasks, items, and communications in a timely manner.
• Collaborative Skills – Work closely with the sales and services team to deliver tailored solutions and ensure successful implementation of new services.
• Technical Skills – Stay informed about industry trends, competitors, and emerging technologies to provide clients with informed advice and stay ahead of their needs.
• Customer Service Skills – Engage with Service Delivery Manager to provide a point of contact for the client for any service‑related issues; address customer inquiries, challenges, or concerns in a timely manner, working with internal teams to resolve technical or service‑related issues.

Requirements

• High School Diploma or equivalent, required.
• Bachelor’s Degree in Business or related field, required.
• Proven experience in Account Management, Customer Success, or Sales typically gained over 5+ years.
• Strong understanding of managed IT services, preferred.
• Experience with consultative selling, account growth, and customer retention strategies.
• Hold and maintain a valid driver’s license; driving record must meet the criteria of ISG’s insurance carrier for acceptance of coverage.

Schedule

Typical Hours: Full Time. Travel Required: 25‑50%. Locations: Overland Park, Wichita, Oklahoma City.