Mid-Market Sales Associate (Commercial & Government)
Description of Duties
Enterprise-focused commercial sales role within an established IT services firm.
Competitive base salary with profit sharing and uncapped commission potential.
Clear opportunities for advancement for consistently strong performance.
Team-selling environment with support from Executive, Delivery, and Operations to accelerate success.
Early advancement and promotion probabilities for successful performance.
Team selling environment and support from Executive, Delivery, and Company Operations to accelerate opportunities for success.
Own and grow a portfolio of commercial enterprise accounts by developing executive relationships and serving as a trusted advisor.
Contribute to (and help lead) the development and execution of the commercial enterprise sales plan, including account/territory strategy, target lists, and pursuit prioritization.
Identify, qualify, and shape enterprise opportunities using a consultative, value-based approach; multi-thread relationships across business and IT stakeholders and partner with internal teams and external partners to create differentiated solutions.
Draft and prepare Statements of Work (SOWs), proposals, presentations, agendas, and other client-facing materials.
Build and maintain accurate enterprise pipeline forecasts, including deal stage, size, timing, close probability, and next actions.
Maintain complete and accurate client records in eimagine’s Customer Relationship Management (CRM) system.
Generate and manage enterprise sales leads through account-based outreach and multiple channels, including
Current relationships
Email and telephone outreach
In-person interactions
Networking and referrals
Trade shows and industry events
Direct mail responses
Website and email inquiries
LinkedIn and other social media platforms
Expand enterprise accounts through strategic account planning, whitespace analysis, and stakeholder mapping; drive both expansion and net-new logo pursuits.
Lead discovery with enterprise prospects and clients to understand strategy, operating model, and technology needs; build business cases and recommend eimagine services and solutions that align to outcomes.
Partner with Procurement and internal SMEs to respond to enterprise RFPs/RFIs and vendor due diligence requests, clearly articulating eimagine’s capabilities, differentiators, and approach.
Collaborate with Recruiting/People Solutions and the Resource Management Office (RMO) to assemble the right teams to support client solutions.
Negotiate enterprise commercial terms in alignment with eimagine practices and approval processes; coordinate closely with legal and finance stakeholders.
Drive enterprise contracting through completion and signature, including NDAs, MSAs, SOWs, Change Orders, and other commercial/legal documents as required.
Track and report key activity and performance metrics to support ongoing sales execution and continuous improvement.
Structured onboarding, mentorship, and real-time coaching
Structured onboarding, mentorship, and real-time coaching from a Senior Client Partner and cross-functional delivery leaders.
A path to grow from supporting larger pursuits to owning a mid-market territory and closing your own deals.
Exposure to both commercial and government sales motions (including RFP/RFI processes) to build a well-rounded sales skillset.
Competitive base salary with commission opportunity (and uncapped upside based on performance).
Remote-enabled culture
Remote-enabled culture with a collaborative, team-selling approach.
Support a Senior Client Partner in building and advancing opportunities by coordinating follow-ups, preparing meeting materials, and tracking next steps (commercial and government markets).
Build and execute a prospecting plan
Build and execute a prospecting plan for an assigned mid-market territory (industry, geography, or named accounts), including
outbound calls, email, and social outreach.
Research target accounts and contacts;
Develop tailored messaging and outreach sequences aligned to client needs, mission/outcomes, and eimagine solutions.
Qualify inbound and outbound leads;
Schedule meetings and conduct initial discovery to understand business problems, procurement constraints, and determine fit.
Support government opportunities
Support government opportunities by monitoring relevant bid portals, responding to RFIs/RFPs, and coordinating required documentation in partnership with internal proposal resources.
Manage and maintain accurate activity, notes, and opportunity stages in the CRM;
keep pipeline data current and reliable.
Assist with proposals, SOW inputs, presentations, and RFP/RFI responses by gathering requirements, coordinating contributors, and ensuring timely submission.
Partner with Delivery, Recruiting/People Solutions, and operations teams to assemble solution teams and support smooth handoffs from sales to delivery.
Own and close mid-market opportunities within agreed guidelines—learning pricing, packaging, and contracting basics with support as needed.
Track and report weekly activity and performance metrics (e.g., outreach, meetings set, pipeline created) to support continuous improvement.