5 Key Traits of Highly Effective Account Executives

Renee Wagner
Vice President, Business Development

When you visit NetCraftsmen’s website and blog, you’ll typically find information that revolves around network engineering, infrastructure, and security — technical things.

But not everyone on our team is an engineer. Consider our account executives, for example. They act as the liaison between NetCraftsmen and our clients; they’re primarily responsible for building and maintaining relationships with customers, and making sure they have everything they need to be successful.

What does it take to be an account executive? At NetCraftsmen, our role may look a little different than the same position at other companies. Here are what the best account managers — including the ones who work at NetCraftsmen — have in common.

They’re Collaborative

While the official title is “account executive or sales director,” this role is often described as a relationship manager. A professional in this position isn’t meant to work in a vacuum to determine what’s best for a client. A great account exec works with the customer to collaboratively discuss and agree on solutions. They actively seek out the client’s opinion and discuss options with them before making any final decisions.

That means that they have to be good listeners and go into every conversation with an open mind. At NetCraftsmen, our account execs work with incredibly talented engineers — but that doesn’t mean their opinions are more important than the client’s. NetCraftsmen account execs must learn to truly listen to a client’s concerns and be open to discussing what solution may work best for them.

They’re Honest and Direct

Of course, frequent collaboration can occasionally lead to some tough conversations, but a good account team shouldn’t be afraid to discuss those issues candidly. For example, here at NetCraftsmen, if a customer wants something that we can’t provide, our account executives won’t make promises they can’t keep — they will confront the issue head-on and inform the customer that we can’t meet that request. That’s because we’re not just trying to sell more products or services; we’re trying to accurately and effectively solve our customers’ business challenges.

Account executives that over promise and under deliver, on the other hand, can quickly lose their clients’ trust. The best relationships are developed through honest, direct communication.

They Put Customers First

In the world of network engineering and security, account execs are expected to be available 24/7. That’s because network problems can happen at any time — even on a Friday afternoon.

A great account exec understands and is able (and willing) to meet that expectation. That means when a request comes in at 4:58 p.m. on a Friday afternoon, they don’t ignore it until the following Monday morning — they address it before they go home for the weekend. It’s a sacrifice, but it’s well worth the effort.

They Always Strive to Be Better

Internal drive is essential for successful account executives. In order to demonstrate the qualities mentioned above — to be collaborative, honest, and responsive — account execs must have the desire to succeed in their roles.

But it doesn’t stop at having an inner drive. The smartest account execs find additional motivation by putting themselves in a work environment where they know they’ll be pushed to be better, where they’re surrounded by people who inspire them, and where they have opportunities to learn and grow.

That’s the kind of environment we strive to provide at NetCraftsmen. Here, our account executives work with some of the top engineers in the world, in an environment where everyone is treated like family. That inspires and motivates them to provide the best service possible to their clients.

They Believe in the Mission of the Company

It’s tough to sell something you don’t believe in — and that’s the way it should be. Why would you be excited to sell someone a product or service that’s not actually going to help them?

That’s why smart account execs choose to work for an organization that has a mission they’re truly excited about. Then, when they talk to clients on a daily basis, they don’t have to embellish or feign enthusiasm; their excitement for the company is 100 percent genuine. And that allows them to be the most effective account executives possible.

That’s the kind of company NetCraftsmen is. Our account teams trust in the quality of the products and services we provide; they believe in our mission.

If you’re interested in working at NetCraftsmen, you don’t have to be a network engineer — but you do have to be willing to display the traits above and go above and beyond for our customers. Visit our careers page to learn more about our team and any open positions.

Leave a Reply