We are conducting a search for an accomplished Sales Account Executive on behalf of a dynamic IT Services Firm (MSP) that serves clients across twenty-one states. The successful candidate is someone that knows the IT field and is very familiar with selling subscription services in the SMB space. Excellent company to grow with that thrives on finding new and better ways of bringing their client’s to the next level with their IT needs. Great work/life balance, compensation and benefits. This is a hybrid role with the expectation that you will work in the office 2-3 days per week.
Job Description:
The MSP Sales Account Executive is responsible for leading the pursuit of new business, collaborating with the sales team and providing specialized sales expertise and experience. You will drive proactive campaigns to build the pipeline, plus utilize specialized knowledge and skills to prospect, qualify, negotiate and close opportunities.
Your Key Responsibilities:
Seeks out new opportunities by expanding and enhancing existing opportunities with SMB clients.
Develops pursuit plans, builds and manages the sales pipeline.
Contributes to proposal development, negotiations and deal closings.
Builds sales readiness and reduces client learning curve through effective knowledge transfer.
Participates in client engagements up to C- level for complex solutions in smaller accounts.
Directs and coordinates supporting sales activities related to pipeline hygiene through collaborating with Account Managers (Inside Sales), Quoteres (procurement) and Sales Engineering.
Effectively uses internal sales tools to maintain a healthy pipeline and develop effective account plans in a timely fashion.
Collaborates with other teams in the MSP to deliver a consistent approach to developing business, including account planning for end to end solutions
Negotiates profitable deals so that the company can expand opportunities based on the existing business, and increase the MSP´s footprint and revenue.
Drives sales of portfolio, using strong leadership and initiative to successfully prospect, negotiate and close deals.
Establishes a professional and consultative relationship with the client by achieving a developed understanding of the unique business needs of the client within the industry.
Interfaces with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.
Focuses on and works with the channel to forge relationships, provide enablement of key technologies, and co-sell to end-users.
Participates in marketing campaigns (digital/new techniques) to ensure successful launches and maintenance of campaign momentum, in alignment with the account strategy.
Effectively uses references to craft a story that makes complex technologies seem simple and understandable for the customers.
Actively generates customer interest and understands the customer's buying trends. Links business and financial benefits with technology offerings. Illustrates the ROI & TCO advantages of the MSP’s offerings for the customer's business.
About You:
Demonstrated achievement of progressively higher quota and interface with diverse business customers
4-8+ years of sales experience.
Deep understanding of selling subscription services (monthly recurring revenue)
Deep understanding about Managed Services in the SMB market.
Strong experience in value-based sales
Coordinate internal & external partners to deliver appropriate solution sales.
Establishes relationships with customer/partner at all organizational levels; able to interface with senior levels in internal and external groups
Additional Skills:
Accountability, Active Learning, Active Listening, Assertiveness, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Long Term Planning, Managing Ambiguity