Today, we’re spotlighting Julian, an Account Executive who has been part of the Total Synergy team for five years.
What’s your favorite part about being on this sales team?
I love the amount of time I get to spend with our clients. These are incredibly smart, driven people who are passionate about their work. By default, I’ve picked up so much insight into the challenges they face and what makes their architecture and engineering businesses tick. It’s rewarding to have those in-depth conversations and learn from them. Those in-depth conversations not only help me grow professionally but also make my role incredibly rewarding.
What makes the sales team at Total Synergy unique in connecting with and supporting customers?
It’s the people on our team. We genuinely care about giving our clients a great experience, and that comes through in everything we do. We’re honest, straightforward, and focused on building trust. If a customer walks away feeling they’ve been supported and understood, they often tell others, which is the ultimate compliment. Our goal is never to mislead or oversell—we want to build lasting relationships where both sides feel great about the outcome.
What advice would you give to someone starting a sales career?
Find what motivates you. For many, it’s money, but that alone won’t sustain you. You need something else—maybe it’s the intellectual challenge or believing in what you’re selling. If you’re not passionate about the product or its value, it’s worth putting in the effort to find something that truly fits.
How do you define success in your role, both for yourself and for your clients?
For me, the ultimate form of success is when clients become advocates for us. When someone refers us to a colleague or shares their positive experience, it shows we’ve done more than just sell a product—we’ve built trust and delivered real value. That kind of advocacy creates a ripple effect. Seeing those long-term, relationship-driven results is what makes this role fulfilling.
What’s your process for understanding a client’s unique needs and building tailored solutions?
It all starts with listening. The more I listen, the more meaningful and impactful the solutions I can deliver. Our clients are incredibly smart and have a deep understanding of their challenges. My role is to take the time to fully grasp those challenges, respect the expertise they bring to the table, and guide them toward solutions that truly fit their needs—including options they might not have explored yet. By really listening and offering tailored tools and insights, I can help simplify their processes and set them up for success, not just now but in the long run.
What’s one thing every architecture and engineering professional should know about our solution?
We’re specialists. Our platform is designed specifically for their industry, and our customers are at the heart of our development process. The problems we solve are unique to architecture and engineering, and that expertise sets us apart.
If you weren’t in sales, what career or field would you pursue?
I’d probably pursue carpentry or landscaping. I’ve always had a passion for working outdoors. There’s something incredibly rewarding about building or shaping something from the ground up.
What does your usual weekend look like?
I spend most weekends with my wife and son. We often visit family on the South Coast, explore parks, and enjoy the outdoors together. It’s all about good quality time.
Architects and engineers inspire us every day, and our sales team is here to help them achieve amazing things. With a focus on understanding, trust, and value, we’re proud of the impact we make together. Want to join this incredible team? Take a look at our open roles.
