Mid-Market Account Executive - MSP/MSSP

Basic Function
The function of the Emerging Mid-Market Account Executive is to develop a list of mid-market accounts and to identify, solicit, develop, and close IT and Cybersecurity-Compliance hardware, software, services bundles and managed solutions sales opportunities within Wealth Management (Aggregators), ISV/SaaS, Construction (Consolidators), and emerging markets.
Qualifications
The following are the principal qualifications for this position:
General
Strong Rapport Building, Verbal and Written Executive-Level and Multi-Departmental Communications, Planning, Time-Management, Consultative Selling, Reporting, Partner 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 Emerging Mid-Market Selling and Business Development
Ability to Understand Mid-Market and Partner End-Customer Needs, Goals, Objectives, and Identify IT, Cyber, and Compliance Solutions to Address the Needs.
Demonstrates Persistence and Determination in the Development of Short-Term, Mid-Term, Long-Term Sales Opportunities with Mid-Market Aggregators, Consolidators, and ISV/SaaS Mid-Market Relationships.
Consistently and Persistently Develops Relationships with Mid-Market End-Customer Contacts, Expanding them Into Longer-Term, Multi-Year Customers.
Engage and Communicate Effectively with Existing and Net-New Contacts and End-Customer Executives to Achieve Sales and Gross Profit Goals and Budgets.
Interact Professionally and Effectively with Senior-Level Decision Makers in Business and Solutioning Discussions.
Proactively Drives Account Planning, QBRs, Sales and Establishes and Coordinates Opportunity Reviews with Internal Engagement Managers and Solutions Engineers Supporting Mid-market Accounts.
Strong Ability to Gather, Document, and Understand End-Customer IT, Security, and Business Needs, Goals, Objectives, Initiatives, then Document and Communicate that Information to Internal Engineering and Partner Team Members.
Education & Experience
5+ Years of Experience, Knowledge, and Success Selling Aggregators, Consolidators, or Mid-Market Companies (50-2,000 FTEs) and selling $50K-$150K+ complex IT/Cyber/Software solutions.
3-5+ Years of Working with Marketing to Deploy Direct and Channel Marketing Campaigns, Programs, Sales Plans into Aggregators, Consolidators, or Mid-market Companies.
5+ 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 or Decision Makers in Aggregators, Consolidators, or Mid-Market Companies.
Successful (over-quota) History of Driving Sales, Pipeline, Opportunities, and Securing New Multi-Year, Contracts or MRR Agreements.
5+ Years of Building Regions, Territories, Driving Account Planning, Management, QBRs, and Upselling Aggregators, Consolidators, or Mid-Market Companies.
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 Review and Prioritize a List of the Top 150-200 Mid-Market Aggregators, Consolidators and Customer Accounts, Across All Markets, Initially Focused on 50-2000 FTEs/Seats or Agreements over $15K ACV
Work with Marketing and CRO to Define Campaigns, Sales Plans, Sales Plays, Approaches to the Target Mid-Market List.
Drive Outbound Sales Calls, Emails, Social Media Outreach, and In Market Events to Build Rapport, Relationships with CXOs in Top Accounts.
Sells Mid-Market Partners, Companies in Aggregator, Consolidator Portfolios.
Drives Account Planning, Expansion, Upselling in Target Mid-Market Customers.
Drive Sales Pursuits, Pipeline Opportunities, and Secure New Multi-Year MRR Agreements.
Supports CRMs and Delivery with QBRs, Roadmap Discussions in Top Mid-Market Accounts.
Support CRMs and Delivery with QBRs, Roadmap, Voice of the Customer, and Strategic Discussions in Top 20 Target Mid-Market Accounts.
Share Best Practices with Other Sales Team Members + Track and Report on Account Activities, Plans, Pipeline and Top Opps to CRO and Team.
Other
Promote Positive Relations Between Company and Mid-Market 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