Field Account Executive - Retail
Portland, OR, United States2w ago
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Skills
account mappingaccount planningadobeciscocrmedge computingiotloss preventionnetworkingpipeline managementpoint of salerelationship managementsd-wansolution sellingupselling
About the role
Company Overview:
When it comes to IT solution providers, there are a lot of choices. But when it comes to providers with innovative and differentiating end-to-end service offerings, there’s really only one: Zones – First Choice for IT.TM
Zones is a Global Solution Provider of end-to-end IT solutions with an unmatched supply chain. Positioned to be the IT partner you need, Zones, a Minority Business Enterprise (MBE) in business for over 35 years, specializes in Digital Workplace, Cloud & Data Center, Networking, Security, and Managed/Professional/Staffing services. Operating in more than 120 countries, leveraging a robust portfolio, and utilizing the highest certification levels from key partners, including Microsoft, Apple, Cisco, Lenovo, Adobe, and more, Zones has mastered the science of building digital infrastructures that change the way business does business ensuring whatever they need, they can Consider IT Done. Follow Zones, LLC on Twitter @Zones, and LinkedIn and Facebook.
Position Overview:
We’re seeking a driven and consultative Field Account Executive to join our tech-focused sales team, specializing in retail technology solutions. In this role, you'll partner closely with key vendors and channel partners to sell tailored hardware, software, and service solutions into retail businesses—ranging from national chains to regional players. You'll be responsible for developing client relationships, identifying retail tech pain points, and delivering value through scalable, integrated solutions.
What you’ll do as the Field Account Executive – Retail:
The requirements below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This job description is not intended to be a comprehensive list of the duties and responsibilities of the position, and the duties and responsibilities may change without notice.
This role requires up to 50% Travel
- 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.
Client Relationship Management:
- 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.
Product, Services and Solution Selling:
- 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.
Internal Resource Management:
- 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.
What will you bring to the team:
- 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