Senior Account Executive (AManaged Solutions)

Accountabilities

Own the full sales cycle: Manage all stages of the sales process, including prospecting, lead generation, qualification, technical discovery, proposal development, commercial negotiations, contract execution, and upselling.
Drive new business development: Identify, engage, and convert prospective customers into long-term clients, contributing directly to revenue growth and market expansion.
Sell managed technology solutions: Position and sell services covering outsourced software development, application modernization and migration, enterprise knowledge search, data foundations, agentic workflows, and AI learning solutions.
Deliver consultative sales engagements: Understand customer business objectives, technical requirements, project scope, and operational challenges to recommend appropriate solutions and demonstrate clear business value.
Build strategic customer relationships: Establish trust with key decision-makers and stakeholders, uncover new opportunities, and expand engagement across existing accounts beyond current contacts.
Develop partner-led opportunities: Collaborate with AI providers, cloud technology companies, and consulting partners to co-sell joint offerings, develop commercial packages, and access partner sales ecosystems.
Expand existing accounts: Work closely with account management and existing client sales teams to grow managed solutions engagements within established master service agreement accounts.
Coordinate cross-functional execution: Partner with Sales Development Representatives, Marketing, Sales Engineering, Delivery, Legal, Operations, and Talent Experience teams to ensure effective opportunity management and successful customer outcomes.
Maintain pipeline accuracy and forecast performance: Use Salesforce to manage opportunity data, track pipeline progression, and maintain reliable sales forecasts.
Contribute to continuous improvement: Participate in team meetings, sales training, and industry events while sharing insights that improve sales processes and customer engagement.
Demonstrate ownership and leadership: Take accountability for individual results, collaborate across teams, welcome feedback, and contribute to the growth of an emerging business unit within an established organization.
Requirements
Relevant sales experience: Typically 4–6 years of experience in B2B technical sales, with a demonstrated history of achieving or exceeding sales targets.
Complex technology sales expertise: Experience selling outsourced software development, AI-driven products, application modernization, cloud migration, or other complex technology services and solutions.
New business and account growth: Proven ability to develop new accounts from initial opportunities into substantial revenue streams and expand existing customer relationships through strategic selling.
Partner-selling experience: Familiarity with co-selling through AI providers, cloud partners, consulting firms, or other technology ecosystems is highly desirable.
Technical understanding: Strong technical aptitude and an interest in emerging technologies, with knowledge of the software development lifecycle (SDLC), technology stacks, and the evolving role of AI in software engineering.
Consultative selling capabilities: Ability to conduct in-depth discovery, understand complex customer requirements, qualify opportunities effectively, and translate technical concepts into compelling business value for both technical and non-technical audiences.
Negotiation and closing skills: Strong commercial judgment, presentation abilities, and experience managing negotiations and closing complex deals.
Relationship-building skills: Excellent communication and interpersonal skills, with the ability to establish credibility with senior stakeholders and maintain productive internal and external partnerships.
Entrepreneurial mindset: Comfortable working in a fast-paced, evolving business environment where initiative, adaptability, efficient time management, and independent problem-solving are essential.
Collaboration and accountability: A proactive, low-ego approach to teamwork, with a willingness to share knowledge, take ownership of challenges, incorporate feedback, and prioritize collective success.
Education: A bachelor's degree in Business, Computer Science, Engineering, or a related field is preferred, or equivalent practical experience.
Benefits
Competitive compensation: Advertised US compensation benchmark of approximately US$300,000 in annual on-target earnings (OTE), comprising a US$150,000 base salary and US$150,000 in variable compensation.
Uncapped commission: Performance-based earning potential with no stated cap on variable compensation.
Equity compensation: Eligibility for equity as part of the overall compensation package.
Remote work flexibility: Work remotely within a distributed, international team.
Career development: Opportunities to influence the growth of a developing business unit and build a strong track record in complex technology sales.
Exposure to emerging technologies: Work across AI, cloud, data infrastructure, software engineering, and enterprise transformation solutions.
Strategic partnerships: Collaborate with leading technology and consulting partners to develop joint offerings and unlock new business opportunities.
Cross-functional collaboration: Work alongside professionals in sales, engineering, marketing, delivery, operations, and talent management.
High-impact ownership: Take direct responsibility for commercial results while helping organizations execute important technology initiatives.
International exposure: Engage with customers across enterprise, mid-market, and SMB segments, gaining experience with diverse industries, business challenges, and sales cycles.