Sr. Account Executive

The Sr. Account Executive (Enterprise Direct Sales) is empowered to enable growth in our clients and add new logo accounts. The person filling this role will have a high degree of technical knowledge and will manage, grow, and retain/renew an assigned subset of existing accounts while also adding new accounts. .   

This position is being filled in one of the following location: Indianapolis, IN

 Role Responsibilities 

• Target customers in the C-suite to create win-win solutions in a highly consultative manner, in a competitive landscape that addresses business issues and delivers positive business outcomes
• Identify, scope, price and secure commitments for add-on and net new business while addressing customer administrative, billing and contracting needs.
• Effectively organize workload to exceed sales quotas and related metrics, and accurately forecast all pipeline revenue opportunities in a timely manner, using Salesforce.com
• Manage the sales process from outbound prospecting, understanding requirements, presenting and demonstrating offerings solutions, closing sales orders, and delivering customer requirements to operations
• Handle price negotiations with a focus on value-based selling and positioning Otava’s core differentiators that enables potential customers to identify value received for their commitments to us
• Coordinate with solution architects, sales engineering and operations to ensure that the customer’s technical and delivery requirements can be achieved before an order is secured
• Work closely with internal teams to maximize customer experience
• Other duties as required to assist the Otava sales team in achieving their objectives

 Experience

• Fifteen or more years of experience in outside technical sales
• At least five years must be in selling cloud and hosted solutions
• Track record of consistently meeting or exceeding activity, pipeline and revenue objectives
• Consultative solution selling expertise – selling solutions and capabilities, not just products – and including track record of success with selling to VP/SVP/EVP/CXO level
• Extensive field sales experience in Public (AZURE/AWS) & VMware based Private Cloud
• Extensive field sales experience in DRaaS, Data Backup, and IT Migration
• Extensive field sales experience in Professional Services, Networking, and Security
• Must be self-motivated and able to work independently and as part of a team
• Success closing new accounts while working with existing accounts
• Working with potential customers and internal technical resources to identify, cultivate, and close deals
• Proven track record with complex enterprise-level IT environments, including understanding of servers, networking, hosting, colocation, and data centers
• Strong verbal and written communications skills
• Strong whiteboard presentation and selling skills
• Extensive field sales experience in complex contract negotiation
• Self-starter with strong work ethic with a “can-do” positive attitude

Required Knowledge, Skills, and Abilities

• Fifteen or more years of experience in outside or field technical sales
• At least five years in selling cloud and hosting solutions
• Understand the products in depth and be able build solutions and communicate value to customers.
• Desire to be a part of the fast-paced, high-energy entrepreneurial experience
• Ability to close new accounts while working with existing accounts
• Self-starter with strong work ethic with a ��can-do” positive attitude
• Prove track record of exceeding activity, pipeline, and revenue targets
• Consistent ability to forecast sales activity accurately
• Proficient with com, Microsoft Office suite, phone skills, face-to-face selling, and solution sales
• Consultative solution selling expertise – selling solutions and capabilities, not just products – and including track record of success with C-suite prospective customer personnel
• Demonstrated track record in overachieving objectives and ability to close sales
• Proficient with Salesforce.com, Microsoft Office suite, phone skills, face-to-face selling, and solution sales
• Desire to be a part of the fast-paced, high-energy entrepreneurial experience
• Proven track record with complex enterprise-level IT environments, including understanding of servers, networking, hosting, colocation, and data centers

Education

• Bachelor's Degree

License or Certification (willing to complete in established timeframe)

• Salesforce or any CRM
• Azure Fundamentals - AZ900
• M365 Fundamentals