Client Executive

Accountabilities:

• Own the complete sales cycle, from territory and account planning through discovery, solution development, negotiation, closing, implementation handoff, renewals, and ongoing account growth.
• Achieve assigned bookings, revenue, margin, and other performance targets through customer retention, account expansion, cross-selling, upselling, renewals, services growth, and new business development.
• Develop and execute territory and account growth plans aligned with business priorities, market opportunities, customer needs, and long-term account potential.
• Build and expand trusted relationships with C-level executives, senior IT leaders, financial and operational stakeholders, procurement teams, and technical decision-makers.
• Lead business and technical discovery to understand customer environments, strategic priorities, operational challenges, risk considerations, modernization requirements, and desired outcomes.
• Translate discovery findings into account strategies and compelling value propositions that connect technology and services to customer business objectives and technology roadmaps.
• Position and sell integrated solutions across cloud, enterprise networking, data center, collaboration, cybersecurity, modern infrastructure, managed services, and professional services.
• Demonstrate how supporting services can accelerate technology adoption, reduce risk, improve operational performance, and generate measurable business value.
• Collaborate with solution architects, sales engineers, and service experts to develop differentiated recommendations and engage technical buyers effectively.
• Apply outcome-based selling techniques to quantify business value, build stakeholder consensus, overcome objections, and advance customer transformation initiatives.
• Evaluate competitive landscapes, customer business challenges, decision-making processes, and opportunity dynamics to develop effective sales strategies.
• Identify untapped opportunities within existing accounts and develop cross-selling and upselling initiatives that increase customer value and expand market share.
• Partner with sales engineering, services, delivery, customer success, marketing, finance, sales support, and other internal teams to progress opportunities and support successful customer outcomes.
• Maintain accurate and timely CRM records, opportunity pipelines, forecasts, account plans, activity logs, and next steps in accordance with established standards.
• Apply sales methodologies and qualification criteria consistently to strengthen pipeline quality, forecast accuracy, and sales execution.
• Coordinate the resolution of customer escalations, keeping clients and internal stakeholders informed throughout the process.
• Maintain current knowledge of the technology portfolio, manufacturers, strategic partners, industry trends, competitive developments, and customer market conditions.
• Continuously develop business acumen, technical knowledge, industry expertise, and consultative selling capabilities while complying with company policies, contracting requirements, and standards of conduct.

Requirements:

• At least five years of successful direct sales experience in enterprise technology, communications, infrastructure, cloud, cybersecurity, managed services, professional services, or a related field.
• Proven success in growing customer relationships through account expansion, cross-selling, upselling, new business development, and consistent achievement of sales targets.
• Experience managing complex, multi-stakeholder sales cycles with mid-market and enterprise customers.
• Ability to establish credibility with C-level executives, senior IT leaders, technical buyers, procurement teams, finance stakeholders, and other decision-makers.
• Demonstrated ability to conduct effective business and technical discovery and translate findings into outcome-focused solution strategies.
• Working knowledge of modern infrastructure and cloud technologies, including enterprise networking, data center, collaboration, cybersecurity, and related managed and professional services.
• Ability to communicate the business value of integrated technology solutions and services rather than relying exclusively on product-based selling.
• Strong commercial judgment and business acumen, including the ability to understand customer operating models, financial drivers, risks, and strategic priorities.
• Excellent presentation, negotiation, written communication, and executive-level communication skills.
• Demonstrated proficiency in pipeline management, sales forecasting, account planning, CRM systems, and sales productivity tools.
• Ability to collaborate effectively with sales, technical, services, delivery, and operational teams in a fast-paced environment while managing competing priorities.
• Bachelor's degree in Business, Technology, or a related discipline, or equivalent relevant professional experience.
• Proficiency in Microsoft Word, Excel, Outlook, and related productivity applications.
• Preferred qualifications: Experience working for a managed service provider, systems integrator, technology solutions provider, consulting organization, or services-led reseller.
• Preferred qualifications: Established customer relationships and a relevant professional network within the assigned market or territory.
• Preferred qualifications: Experience selling integrated cybersecurity, cloud, infrastructure modernization, managed services, and professional services solutions.
• Preferred qualifications: Recognition as a high-performing sales professional, such as President's Club membership or a comparable achievement.
• Preferred qualifications: Relevant industry, manufacturer, cloud, networking, or cybersecurity certifications.

Benefits:

• Annual base salary ranging from $95,000 to $125,000, depending on education, experience, location, certifications, skills, and other relevant factors.
• Additional incentive and variable compensation opportunities beyond base salary.
• 401(k) retirement plan with a 35% employer match per dollar contributed, up to a 10% employee contribution.
• Medical coverage options, including UnitedHealthcare, reference-based pricing with member advocacy, and Kaiser.
• Prescription home delivery services.
• Health Savings Account (HSA) with employer contributions.
• Dental and vision insurance, including vision plans with 12-month and 24-month frame allowances.
• Flexible Spending Accounts for healthcare, dependent care, and limited-purpose expenses.
• Pre-tax commuter benefits.
• Employer-paid life insurance and short-term disability coverage.
• Long-term disability coverage, with employer-paid and optional employee-paid plan options.
• Paid parental leave, providing four weeks at 100% pay.
• Voluntary life insurance options for employees, spouses, and children.
• Voluntary accidental death coverage for employees and spouses.
• Accident, critical illness, and hospital indemnity insurance.
• Employee Assistance Program and telehealth services.
• Legal assistance and identity theft protection plans.
• Wellness programs through Omada Health.
• Travel assistance, business travel accident coverage, and medical coverage for foreign travel.
• Employer-paid pet telehealth services.
• Volunteer time off.
• Ten paid holidays.
• Summer Sizzle employee program.
• On-demand pay through DailyPay.
• Equal employment opportunity and a commitment to a respectful, inclusive workplace.