Senior Technical Account Executive

Accountabilities

Own the full sales cycle: Manage your sales quota and pipeline from initial outreach through qualification, discovery, proposal development, negotiation, contract signature, and handoff to service delivery.
Generate new business: Build and maintain a consistent pipeline through outbound prospecting, inbound lead follow-up, referrals, vendor and partner relationships, networking, and industry events.
Drive account expansion: Identify opportunities to grow existing client relationships, coordinate with account managers on renewals and contract changes, and support long-term client satisfaction.
Lead technical discovery: Conduct structured discovery sessions to understand clients' IT environments, business objectives, security risks, compliance requirements, growth plans, budgets, and decision-making processes.
Design tailored solutions: Translate client needs into appropriate managed IT, cybersecurity, cloud, infrastructure, and project services, clearly communicating the business value to technical and executive stakeholders.
Develop and validate statements of work: Collaborate with engineering and service delivery teams to define deliverables, scope, assumptions, exclusions, dependencies, timelines, acceptance criteria, and client responsibilities.
Ensure accurate pricing and profitability: Evaluate technical requirements, estimate effort, develop pricing in line with established models and margin targets, and obtain approval for exceptions or non-standard terms.
Prepare and deliver sales materials: Create customized proposals, presentations, demonstrations, executive summaries, and solution recommendations that address client priorities and competitive considerations.
Negotiate and close deals: Manage objections, clarify contractual expectations, negotiate commercial terms, and guide prospects toward signed agreements while ensuring commitments remain technically feasible and commercially sound.
Coordinate seamless client handoffs: Document agreed scope, pricing, commitments, stakeholders, and delivery requirements to ensure a smooth transition to onboarding and service delivery.
Contribute to go-to-market strategy: Work with leadership and marketing to refine target industries, buyer personas, value propositions, competitive positioning, campaign plans, and repeatable sales resources.
Maintain pipeline and CRM accuracy: Record prospect interactions, update opportunity stages, track decision-makers and next steps, maintain reliable forecasts, and document closed-lost reasons and competitive outcomes.
Monitor market developments: Stay informed about managed service providers, cybersecurity trends, cloud technologies, vendor ecosystems, emerging AI and automation opportunities, and evolving client needs.
Improve sales effectiveness: Track conversion rates, deal sizes, sales-cycle length, and pipeline health while sharing feedback that improves discovery frameworks, estimating accuracy, pricing models, and sales playbooks.
Requirements
Professional experience: At least 5 years of quota-carrying B2B technology sales experience, with a demonstrated record of independently closing deals and meeting or exceeding revenue targets.
Managed services expertise: At least 3 years of experience selling managed IT services within an MSP, MSSP, or IT solutions provider.
Proven prospecting ability: Demonstrated success generating your own pipeline through outbound calls, email, LinkedIn outreach, referrals, and other proactive business development activities.
Statement of work development: Hands-on experience scoping, estimating, pricing, and preparing statements of work for managed services and technical project engagements.
Technical knowledge: A solid understanding of Microsoft 365, Google Workspace, endpoint management, networking, servers, virtualization, cloud platforms such as Azure and GCP, backup and disaster recovery, and cybersecurity solutions including EDR, SIEM, SOC services, email security, and security awareness.
MSP commercial and operational familiarity: Working knowledge of professional services automation (PSA) and remote monitoring and management (RMM) platforms, per-user and per-device pricing, recurring versus project revenue, and master service agreements.
Modern IT and security awareness: Familiarity with identity and access management, zero-trust security, cloud migration and cost management, security operations, compliance frameworks, and AI and automation readiness.
CRM and forecasting proficiency: Experience with CRM platforms such as HubSpot or Salesforce, supported by disciplined opportunity management, accurate reporting, and reliable sales forecasting.
Consultative sales capabilities: Strong discovery, solution positioning, presentation, objection handling, negotiation, and closing skills, with the ability to manage complex, multi-stakeholder sales cycles.
Executive communication: Excellent written and verbal English communication skills, including the ability to produce clear, persuasive proposals, statements of work, and executive-level summaries.
Relationship management: Strong interpersonal, conflict-resolution, and collaboration skills, with the ability to establish credibility with IT managers, directors, CIOs, CISOs, and other business leaders.
Organization and accountability: A highly self-directed, detail-oriented approach, with the ability to manage multiple concurrent opportunities, prioritize effectively, and consistently follow through on commitments.
Equipment and security requirements: A fully functional, up-to-date computer suitable for work and a willingness to install next-generation endpoint protection software on that device.
Work authorization: Must be a United States citizen.
Schedule availability: Must be able to work during US Pacific Time business hours, typically 8:00 a.m. to 5:00 p.m., or accommodate client schedules as required.
Probationary period: Willingness to complete an initial 90-day probationary period.
Nice-to-have qualifications:
Previous hands-on experience as an IT technician, engineer, or consultant before transitioning into sales.
Experience selling compliance-related engagements involving SOC 2, HIPAA, PCI DSS, or CMMC, or selling AI and automation services.
Experience selling advisory or fractional technology services, including virtual CIO (vCIO) or virtual CISO (vCISO) offerings, technology roadmaps, and security assessments.
An established network of IT and business decision-makers within mid-market organizations or private equity-backed portfolio companies.
Formal training or certification in a structured sales methodology such as MEDDICC, Challenger, Sandler, or SPIN.
Relevant certifications or credentials, such as Google Cloud Digital Leader, Microsoft Azure Fundamentals, Microsoft Security, Compliance, and Identity Fundamentals, CompTIA Security+, AI fundamentals credentials, or cloud and security vendor partner sales accreditations.
Benefits
Compensation: Base salary plus commission, offering the opportunity to increase earnings based on sales performance.
Remote work: Fully remote, work-from-home position.
Professional impact: Ownership of the full sales cycle, with direct influence on revenue growth, client acquisition, account expansion, and sales strategy.
Cross-functional collaboration: Opportunities to work closely with leadership, engineering, and service delivery teams to develop solutions that meet client needs and business objectives.
Career development: Exposure to managed IT services, cybersecurity, cloud technologies, compliance, and emerging AI and automation opportunities.
Commercial autonomy: The opportunity to manage your own pipeline, lead client engagements, negotiate agreements, and contribute to the development of repeatable sales processes.