Job Specifications
Benefits
U.S.-based employees have access to medical, dental, and vision insurance, a 401(k) plan and company contribution, short-term and long-term disability coverage, basic life insurance, and wellbeing benefits, among others. U.S.-based employees also receive, per calendar year, up to 6 scheduled paid holidays. Additionally, eligible hourly/non-exempt and exempt employees accrue up to 112 hours of PTO based on years of service and may annually take up to 8 hours of paid volunteer time. Additional paid sick leave is also provided if required by state or local law.
Summary Of Position
The Account Executive II owns revenue growth, forecasting, and strategic relationship management within assigned enterprise-level customer business unit(s) and/or customer logos. This role operates with a high degree of autonomy and independent judgement and is accountable for executing account plans, expanding revenue streams, and maintaining strong cross-functional alignment to support ongoing customer needs.
This role typically manages moderately complex business units or multiple programs within a strategic customer and works in close coordination with Strategic Account Executives (SAEs), who are responsible for expansion into new divisions or business units within the same customer logo.
Essential Functions
The essential functions below reflect exempt-level responsibilities requiring discretion, judgment, and strategic decision-making:
Own and manage day-to-day and executive-level relationships within assigned business unit(s) and/or customer logos
Drive revenue growth through cross-sell and upsell opportunities within scope
Manage the full lifecycle of opportunities from qualification and negotiation through close
Develop and execute business unit account plans aligned with revenue and retention goals
Own accurate forecasting and pipeline management for assigned accounts
Exercise independent judgment to prioritize opportunities and manage competing business demands
Coordinate closely with Customer Success, PMO, Service Delivery, and Sales Support teams
Partner strategically with OEMs, manufacturers, and distribution partners to support ongoing programs
Identify risks to revenue retention and independently develop and implement mitigation strategies Partner with the BDM when opportunities are identified outside the AE’s assigned business unit(s)
Provide account context, customer insights, and relationship access to support BDM-led expansion motions
Transition ownership of newly established business units from the BDM to the AE once expansion opportunities are operationalized, as defined by leadership
Own quarterly and annual forecasts for assigned business unit(s)
Maintain healthy pipeline coverage aligned to revenue targets
Competencies
Ensures Accountability
Tech Savvy
Communicates Effectively
Values Differences
Customer Focus
Resourcefulness
Drives Results
Plans and Prioritizes
Decision Quality
Self-Development
Work Environment
This position is based in a professional office setting and regularly utilizes workplace technology, including computers, smartphones, multifunction printers, cloud-based filing systems, and collaboration tools.
Physical Demands
This role requires physical capabilities that support the successful execution of key responsibilities. The employee regularly engages in verbal and written communication with colleagues and clients to address project-related inquiries and must be able to convey accurate information clearly and efficiently. The position involves remaining seated at a workstation for approximately 75% of the time, with occasional movement throughout the office to access equipment, supplies, and shared resources. Daily tasks include consistent use of computers and standard office technology such as keyboards, printers, and multifunction devices. The role also involves transporting equipment boxes weighing up to 25 pounds within the building and to other offsite locations as needed for project supports.
Required Education And Experience
Bachelor’s Degree or equivalent experience
4-7 years of experience in enterprise account management or sales
Qualifications
Proven ability to manage and grow an IT portfolio tailored to enterprise customer needs
Consistent achievement of revenue targets with demonstrated forecast accuracy
Excellent written, verbal, and presentation skills, with the ability to communicate effectively with mid-to-senior-level stakeholders
Solid knowledge of market research, sales strategies, and negotiation principles
Proficiency in MS Office and CRM tools for effective sales tracking and reporting
Strong relationship-building skills to foster trust and expand customer engagement
Sound business acumen with the ability to identify growth opportunities within accounts
Advanced numerical, budgeting, and time management skills
AAP/EEO Statement
3MD Inc. is an equal opportunity employer and does not discriminate based on gender, sex, age, race and color, religi
About the Company
Denali Advanced Integration delivers Enterprise IT solutions and services globally. Powered by strategic experts and best of breed technologies, Denali helps guide our clients through the most complex IT challenges.
Since 1992, Denali has been among the most trusted and prominent technology providers in North America. We’re a customer-focused, family-owned IT company with a workforce of more than 400 employees who are passionate about exceeding expectations at every engagement. We make giving back to the community a priori...
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