Account Executive

Why clients love us: We are laser focused on delivering quality and excellence to our clients for their technology modernization needs, business and technology strategy, and cloud transformation initiatives. We are a nationally recognized Microsoft Partner of the Year and the largest, leading IT service provider headquartered in San Diego. As a Top 1% Microsoft Cloud Solution Provider, with engineers that individually hold over 38 Microsoft certifications, our clients trust us because we are the experts! 

The Value You'll Bring: The Account Executive (AE) is a hunter role focused primarily on net-new customer acquisition. This position is responsible for generating, qualifying, and closing new business through a combination of channel and referral partners and inbound marketing-generated leads.

Success in this role requires strong relationship-building skills with channel partners; understanding of Managed Solution’s service and product portfolio, ideal customer profile, and value proposition; disciplined lead qualification; and the ability to lead complex, technical, solutions sales cycles from first conversation through close. Essential duties and responsibilities include:

New Business Sales Execution

• Meet or exceed quota expectations through net-new logo acquisition and new service revenue, with success measured by new customer wins/quota attainment and sufficient, consistent building of pipeline through partner-sourced and marketing-sourced leads.
• Own the full new-business sales cycle from initial engagement through contract execution.
• Conduct discovery-led sales conversations to identify prospect business challenges and align Managed Solution offerings to customer needs.
• Clearly articulate Managed Solution’s value proposition and differentiation in meetings with prospective customers, including executive-level stakeholders.
• Lead opportunity strategy, deal qualification, and close plans in collaboration with internal presales and leadership resources as needed.

Channel Partner Engagement & Enablement

• Serve as the primary sales contact for assigned channel and referral partners, which represent a primary source of new-business pipeline.
• Build and maintain strong, trust-based relationships with partners through regular communication, joint planning, and deal collaboration.
• Enable partners by educating them on Managed Solution’s ideal customer profile, value proposition, qualifying criteria, and sales process to improve lead quality and deal velocity.
• Co-sell with partners by leading discovery, managing opportunities, and coordinating internal technical and executive resources.
• Proactively grow partner-sourced pipeline by identifying whitespace opportunities within partner ecosystems, in coordination with Channel Partner Manager as appropriate.

Inbound Lead Management (Marketing-Generated)

• Respond promptly and professionally to inbound new-business leads generated through marketing channels, including website forms, inbound email, phone calls, and website chat.
• Qualify inbound leads using defined criteria to determine fit, urgency, and buying intent.
• Convert qualified inbound leads into active sales opportunities and advance them through the new-business sales process.
• Collaborate with marketing to provide feedback on lead quality, common themes, and conversion outcomes to continuously improve inbound performance.
• Ensure all inbound activity and follow-up is accurately tracked in the CRM (HubSpot).

Pipeline + Process Management

• Build, qualify, and maintain an accurate, robust sales pipeline of new business, tracked/managed within the CRM.
• Consistently meet/exceed KPIs related to sales activities, as established by the Director of Sales Operations.
• Apply consistent qualification discipline to ensure forecast accuracy and efficient use of internal resources.
• Effectively communicate opportunity details, deal status, and customer context to internal teams to support timely presales engagement and closing activities.
• Navigate internal processes for presales scheduling, contracting, and approvals.

Internal Collaboration

• Partner closely with marketing, presales, and leadership teams to support new-business pursuits.
• Secure executive sponsorship and internal alignment as needed to advance opportunities toward close.
• Maintain strong internal communication to ensure a smooth hand-off of closed business to delivery and account management teams.

Other Responsibilities

• Performance of essential functions in accordance with Company policies
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