IT Sales Executive

Description

Position Summary

The Technical Sales Executive owns JMA new-client acquisition and the front-of-house commercial relationship. The role is a relationship-driven, advisory sales function. It connects JMA proactive managed services and security to a prospective client business goal, leads discovery and all client communication, and carries qualified opportunities through JMA structured, multi-month sales cycle.

The role is deliberately scoped as a commercial conduit. The Technical Sales Executive translates the architecture, scope, and pricing that the CTO/CISO builds into proposals and presentations for the client and owns the client-facing relationship from first contact through onboarding handoff. Solution architecture, technical scope, and pricing are set inside JMA, not by this role.

Reporting Structure

The Technical Sales Executive reports primarily to the CEO/Owner and maintains a strong functional line with the CTO/CISO.

Primary reporting, CEO/Owner

Employment, compensation, personal administration, and all activity and performance matters, including outreach volume, pipeline management, sales-cycle discipline, and general questions and assistance. The role goes to the CEO/Owner first.

Functional line, CTO/CISO

Architecture, scoping, and pricing for every prospective client and project, and any matter that only the CTO/CISO would know. This is a strong, regularly used functional relationship, not a general reporting relationship. The Technical Sales Executive can come to the CTO/CISO directly for anything the CEO/Owner would point to the CTO/CISO for anyway.

Conflict resolution

Where the CEO/Owner and the CTO/CISO give conflicting direction, the CEO/Owner decides.

Role Classification

Attribute

Definition

Position Type

Full-time, front-of-house   commercial role. Chicago area, hybrid or in-office.

Status

Individual contributor.

Direct Reports

None at outset. See Open Items   on sales-function build-out.

Primary Reporting

CEO/Owner.

Functional Line

CTO/CISO, for architecture,   scoping, and pricing. Strong dotted line.

Pricing Authority

None. Pricing is built by the   CTO/CISO and finalized by the CEO/Owner.

New-Client Approval

Requires CTO/CISO and CEO/Owner   approval before any option or commitment reaches a client.

Operating Philosophy

Three principles govern how the role works:

1. Advisor, not vendor

JMA sells through genuine discovery and business alignment, not feature lists. The role positions JMA as a trusted advisor and connects proactive managed services and security to the client business outcomes: risk reduction, operational efficiency, and growth. Deals are earned across a multi-month cycle through listening and follow-through, not pushed.

2. The role is the commercial conduit

The Technical Sales Executive sits between the CEO/Owner and the CTO/CISO. It takes the structure, architecture, and cost the CTO/CISO builds and translates them into the proposal and presentation for the client and for the CEO/Owner. The CTO/CISO is out of proposal writing and co-presenting entirely. The role owns front of house and is brought into client communication by the CTO/CISO only when necessary.

3. Nothing reaches a client without internal sign-off

Every operational or technical requirement, option, or commitment, including those raised while pursuing a prospect, is approved by the CTO/CISO before it is presented. The role never sets, adjusts, or negotiates price.

Core Responsibilities

1. Prospecting and Qualification

Prospect and engage qualified Chicago-area SMBs, enterprises, and Architecture, Engineering, and Construction firms. Independently qualify prospects, assess fit against the JMA values-driven client standard, and conduct deep discovery that builds genuine trust.

2. Relationship Development

Build and nurture long-term, high-fit client relationships through advisor-style listening and consistent follow-through, resulting in multi-year partnerships and referrals.

3. Client-Facing Communication and Presentation

Own all client communication and presentation for prospective and onboarding clients. Communicate technical value in plain language to executives and translate business requirements back to the CTO/CISO. Lead discussions confidently without routine escala