Enterprise Account Executive - MSP/MSSP

Basic Function
The function of the Enterprise Account Executive is to develop a select list of strategic accounts and partners to identify, solicit, develop, and close IT and Cybersecurity-Compliance hardware, software, services bundles and managed solutions sales opportunities within the Wealth Management (Aggregators), ISV/SaaS, Construction (Consolidators), and emerging market segments.
Qualifications
The following are the principal qualifications for this position:
General
Strong Rapport Building, Verbal and Written C-Level and Multi-Departmental Communications, Planning, Time-Management, Consultative Selling, Marketing, Reporting, Partner Planning & Performance Management.
Positive, Uplifting, Proactive Nature.
Tenacious Attitude, Self-starter, Willing to Go the "Extra Mile".
Ability to Work Collaboratively with Strategic Partners, and Enterprise Accounts.
Excellent Communications, Customer Relationship Development, Leadership, and Presentations Skills.
Strategic and Daily Enterprise Selling and Business Development
Ability to Understand Enterprise and Partner End-Customer Needs, Goals, Objectives, and Identify IT, Cyber, and Compliance Solutions Address the Needs.
Demonstrates Persistence and Determination in the Development of Short-Term, Mid-Term, Long-Term Sales Opportunities with Aggregators, Consolidators, and ISV/SaaS Enterprise Relationships.
Consistently and Persistently Develops Relationships with Select Enterprise End-Customer Contacts, Expanding them Into Longer-Term, Multi-Year Customers.
Engage and Communicate Effectively with Existing and Net-New Enterprise Contacts and End-Customer Executives to Achieve Sales and Gross Profit Goals and Budgets.
Interact Professionally and Effectively with Senior-Level Executives in Business and Strategic Relationship Discussions.
Proactively Drives Account Planning, QBRs, Sales and Establishes and Coordinates Opportunity Reviews with Internal Engagement Managers and Solutions Engineers Supporting Enterprise Accounts.
Strong Ability to Gather, Document, and Understand End-Customer IT, Security, and Business Needs, Goals, Objectives, and Initiatives, then Document and Communicate that Information to Internal Engineering and Partner Team Members.
Education & Experience
10+ Years of Experience, Knowledge, and Success Selling Large Aggregators, Consolidators, or Enterprise Companies (2,000+ FTEs) and selling $1M+ or MM complex IT/Cyber/Software solutions.
10+ Years of Driving or Working with Marketing to Develop and Deploy Direct and Channel Marketing Campaigns, Programs, Sales Plans into Aggregators, Consolidators, or Enterprises.
10+ Years of Driving Outbound Sales Calls, Emails, Meetings, and Participating in Tradeshows, Roundtables, and In-Market Events to Build Rapport and Relationships with C-Levels in Aggregators, Consolidators, or Enterprises.
Successful (over-quota) History of Driving Sales, Pipeline, Opportunities, and Securing New Multi-Year, Multi-Million Dollar Contracts or MRR Agreements.
10+ Years of Building Regions, Territories, Driving Account Planning, Account Management, QBRs, and Upselling Activities for Aggregators, Consolidators, or Enterprises.
Bachelor's Degree, Prior Business Ownership, or Comparable Work Experience is Required.
Authorities
The following are principal authorities granted to this position:
Exercise the Responsibilities and Perform the Duties of the Position.
Major Duties
The following are the duties for this position:
Work with Marketing to Identify, Target and Prioritize a List of the Top 150-200 Enterprise Named Accounts, Aggregators, ISV/SaaS, Consolidators Across All Target Markets.
Work with Marketing and CRO to Define Campaigns, Sales Plans, Sales Plays, Approaches to the Target Enterprise List.
Initially targeting organizations 2,000+ FTEs/Seats or Agreements over $250K ACV
Shapes, Promotes, Oversees New Sales, Marketing Programs and Campaigns for Aggregator, ISV/SaaS, Consolidator, Partner Ecosystems.
Drive Outbound Sales Calls, Emails, Social Media Outreach, and In Market Events to Build Rapport, Relationships with CXOs in Top Target Accounts.
Drive Sales Pursuits, Pipeline Opportunities, and Secure New Multi-Year MRR Agreements.
Drive Account Planning, Upselling Activities for Top 20 Target Enterprise Accounts.
Support CRMs and Delivery with QBRs, Roadmap, Voice of the Customer, and Strategic Discussions in Top 20 Target Enterprise Accounts.
Share Best Practices with Other Sales Team Members + Track and Report on Account Activities, Plans, Pipeline and Top Opps to CRO and Team.
Provides Guidance to Expansion Reps as they Upsell Mid-Market Customers in Aggregator and Consolidator Ecosystems.
Supports CRMs and Delivery with QBRs, Roadmap Discussions in Enterprise Accounts.
Trains, Educates other Team Members on Enterprise Selling.
Works with Marketing & Delivery to Capture Voice of Customer, Enhance Customer Journey.
Other
Promote Positive Relations Between Company and Enterprise Accounts, OEM Partners, Alliances, and Vendors.
Promote Positive Environment in Sales and Marketing Department and Between other Internal Groups.
Provide Input to and Help Promote Company Sales Best Practices.
Major Responsibilities
Perform All Duties in a Timely and Professional Manner.
Performance Evaluation Criteria
Ability to Achieve Net New Pipeline and Pipeline Ratio Targets in the First 3-4 months and Quota Targets in 14-16 Months.
Ability to Activate and Grow Revenues in Enterprise Relationships.
Ability to Develop Relationships and New Sales Opportunities within Assigned Accounts.
Ability to Move End-Customer Sales Opportunities through the Sales Pipeline.
Ability to Contribute to Pipeline Growth Across all Company Portfolio Areas.
Ability to Accurately Score, Rank and Categorize Pipeline Opportunities based on Company Sales Standards.
Ability to Work with Outside Professionals and Organizations to Achieve Sales Goals.
Ability to Work as a Team Player and Willingness to Share Knowledge with Others.
Ability to Meet Deadlines, Both Internal and External.
Accuracy and Timeliness of Internal Paperwork.
Actively Participate in Sales Team Meetings, Providing Input, and Meeting Commitments.
Ability to Create a Positive Image of the Company within the IT Industry and/or Community.
Ability to Compete Goals Set in Regular Evaluation Goal Setting Sessions.
Willingness to Perform Other Work for the Benefit of the Company as Directed.

Work arrangement
Yes