Account Executive, Sales (Membership Development)

Job Description:

Quota carrying sales executive with software technology or management consulting/research background.

Scope of Responsibilities:

The TSIA account executive, membership development is responsible for bringing on new members to the TSIA platform as well as cross-sell activities with existing customers. You will be responsible for a defined territory and will have assigned business development (BRD) and sales analyst working with you. A key and fundamental aspect of this role is the ability to effectively and professionally communicate TSIA’s value proposition to senior executives. This is a high value consultative sale.

TSIA provides research and data driven advisory services to many software companies and hardware companies driving software solutions through transformative services and IOT. This role demands expert knowledge in the technology sector that includes product attached services. Since we are a research-intensive firm, the learning curve is steep and typically 3-6 months on our solutions. The regional team consists of BDR’s (sales specialists) and sales analysts that works with you to source and qualifying key executives that would engage in TSIA membership. You will be responsible for executive discovery discussion, research discussion, provide insights to solve critical executive level problems and advance the sale to finalize a membership agreement.

As an account executive, you will formulate the strategic goals of the territory, steer the campaign management strategy, engage in strategic account management, conduct analytics on sales ratios, calls, emails and other metrics. Ultimately you are responsible for the territory bookings number.

Attributes for Success:

A successful account executive, membership development at TSIA will demonstrate the ability to conduct calls with senior executives of both large and small companies. The ability to communicate effectively, inclusive of exceptional phone and writing skills, is required. Persistence and codifying a value return on investment are critical as the sales cycles can be 3-12 months. It is very important that the candidate be a team player with the ability to interact and engage many other business groups at TSIA.

TSIA is an industry thought leader in technology specific to software and services, leveraging research, frameworks and analytics. We have over 700 global corporate memberships from companies ranging from $100M to $25B. We are also highly recognized for our two annual conferences, each serving over 2,000 attendees.

Skills & Experience:

  • 3-10 years’ experience in enterprise software sales or management consulting is required.
  • Demonstrated leadership skills, preferably with BDR’s.
  • Sounds understanding of business, business operations, finance and strategy.
  • Exceptional oral and written communication skills working with senior executives of large global companies.
  • Excellent listening skills, objection handling and negotiation skills.
  • Meticulous attention to detail and follow-through, able to manage schedules efficiently and effectively.
  • Experience with inside sales tools like cadence tools, work optimization, contact data base and SFDC.
  • BA or BS degree is required, MBA preferred.

Position Location:

HQ in Rancho Bernardo, San Diego, CA. Requires work from the office Monday-Friday. Little to no travel required. Must currently reside in the San Diego area – no relocation reimbursement available.

Company Description:

The Technology Services Industry Association (TSIA) is the leading research and advisory firm focused on the technology and services industry. We are an industry thought leader focused on the changing dynamics of software, services, sales and product management, leveraging research, frameworks and analytics. Our company is growing substantially and delivering superior results for our members. We offer full benefits and are an EO employer. 

To be considered, a resume is required with your candidate submission. If selected, please conduct thorough research on TSIA prior to your interview:


About TSIA

The Technology Services Industry Association (TSIA) is the world's leading research organization dedicated to helping technology companies achieve profitable growth and solve their top business challenges. Services, Sales, Product, and Channel organizations at technology companies large and small look to TSIA for world-class business frameworks, best practices based on real-world results, detailed performance benchmarking, and exceptional peer networking opportunities. TSIA’s membership community consists of over 35,000 executives from 65 countries and represents 80% of the Fortune 100 technology companies.