Strategic Account Executive

Description

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 bring: 

 As a senior member of the Sales team, the Strategic Account Executive will leverage a deep understanding of Managed Solution’s technical offerings to deliver a value-added, consultative sales approach. He or she will cultivate and nurture customer and partner relationships and drive new opportunities within new, targeted accounts. 

Requirements

What you’ll do: 

• Meeting or exceeding quota expectations for securing new service revenue on a consistent, sustained basis, as defined by the VP of Sales. 
• Developing a robust prospect pipeline of opportunities by executing sales plan and agreed upon activities, including a consultative, solutions-based sales approach; active networking and prospect engagement; and customer support strategies. 
• Providing consultative sales for clients, differentiating Managed Solution by guiding customers to a best-fit solution based on the Strategic Account Executive’s familiarity with technical solutions; Managed Solution’s value proposition; and a thorough understanding of the client’s business and technology needs. 
• Facilitating deep-and-wide sales approach to targeted enterprise accounts to achieve additional revenue attainment with those accounts.  
• Effectively communicating client information across internal teams – sales, marketing, engineering, and MOC – and effectively navigating internal processes for presales resource scheduling, Statement of Work requests, contracting, etc. 
• Manage the entire sales cycle from prospecting to closing, with a focus on complex, high-value deals. 
• Provide guidance and mentorship to the BDR, setting clear performance expectations and goals. 
• Collaborate with the BDR to refine lead qualification processes and improve the quality of opportunities entering the sales pipeline. 
• Conduct regular pipeline reviews with the BDR to ensure a healthy flow of qualified leads and opportunities. 
• Improving customer opportunities by leveraging qualitative and quantitative analysis. 
• Building, qualifying, and managing an accurate sales pipeline in a CRM environment.  
• Compliance with all company policies, procedures, and standards. 
• Other related responsibilities as assigned. 

What makes you a fit:

• Demonstrated 5+ years of success (75%+ annual quota attainment) in a consultative, solutions sales role (Managed Services, Professional Service, Cloud, or other high-tech solution sales experience preferred) 
• Demonstrated success in both hunting/business development capacity 
• Excellent verbal and written English communication skills, including ability to effectively communicate with peers internally and external customers/prospects, including C-level executives 
• Exceptional active listening skills to understand customer’s business needs (both spoken and implied) 
• Demonstrated openness to coaching and feedback regarding activities and technology solutions  
• Demonstrated ability to strategically manage time, resources, and efforts. 
• Must be able to work under pressure and meet deadlines, while maintaining a positive attitude and providing exemplary customer service. 
• Ability to work independently and to carry out assignments to completion within parameters of instructions given, prescribed routines, and standard accepted practices. 

Technical Skills/Competencies: 

• Excellent proficiency with standard business application software (MS Office – Word, Excel and Outlook) 
• Proficiency with CRM software (Hubspot) 
• Proficient understanding of major IT infrastructure concepts (networking, servers, OS, etc.) highly preferred 

Supervisory Skills/Competencies: 

• Demonstrated ability to drive engagement within a team, fostering a respectful and high-achieving work culture. 
• Experience providing professional mentorship to assigned reports. 

Travel Requirements: 

• This individual may be required to travel at regular intervals, up to 50% of the time. 

 Compensation & Benefits*

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