Strategic Account Executive West Coast

Accountabilities

Prospect, qualify, develop, and close new SMB opportunities for managed IT, cybersecurity, Microsoft, cloud, compliance, productivity, and related technology solutions.
Build and maintain a healthy sales pipeline through outbound prospecting, inbound leads, referrals, partner channels, business associations, and targeted SMB verticals.
Manage the complete sales cycle from lead generation and discovery through proposal, negotiation, closing, and handoff to onboarding or service delivery teams.
Conduct consultative discovery to identify technology challenges, cybersecurity gaps, operational inefficiencies, continuity risks, compliance requirements, and modernization opportunities.
Position recurring managed services and bundled solutions around measurable business outcomes, including improved security, productivity, efficiency, scalability, and risk reduction.
Partner with solution architects, sales engineers, vCIO resources, and delivery teams to scope appropriate solutions and establish realistic implementation expectations.
Develop tailored proposals, presentations, quotes, and business cases that address the priorities of SMB buying committees and executive stakeholders.
Translate complex technical capabilities into clear business value for CEOs, CFOs, COOs, business owners, IT leaders, and operations teams.
Own cross-sell and expansion opportunities within assigned accounts and develop account growth plans to increase adoption across the broader solutions portfolio.
Identify opportunities involving cybersecurity, Microsoft 365, cloud modernization, compliance, AI-powered productivity, and additional managed services.
Collaborate with Customer Success, Account Management, Marketing, Solution Engineering, and Service Delivery teams to identify upgrade, modernization, and product-attachment opportunities.
Develop relationships across SMB communities, business associations, referral networks, chambers of commerce, industry groups, and relevant vertical markets.
Represent the organization at industry events, partner meetings, networking forums, and SMB-focused conferences.
Monitor market trends, competitive dynamics, customer buying behavior, and vertical opportunities to inform sales messaging and go-to-market execution.
Consistently achieve monthly, quarterly, and annual bookings and revenue targets while maintaining accurate forecasts and pipeline data.
Track and communicate pipeline activity, conversion rates, revenue projections, cross-sell opportunities, expansion revenue, and product-attachment performance using Salesforce and approved sales tools.
Requirements
8–10 years of successful sales experience in MSP, managed IT services, cybersecurity, cloud services, Microsoft solutions, or related technology solutions.
Demonstrated success selling recurring managed service agreements and delivering MRR/ARR growth.
Proven experience selling managed IT, Microsoft 365, cybersecurity, backup and disaster recovery, cloud hosting, compliance, and related technology services.
Strong understanding of MSP business models, recurring-revenue sales motions, service packaging, managed service agreements, solution bundling, and customer lifecycle management.
Demonstrated success acquiring net-new SMB customers and consistently exceeding sales quotas.
Proven ability to sell to SMB decision-makers, including CEOs, CFOs, COOs, business owners, operations leaders, IT managers, and technology stakeholders.
Experience collaborating effectively with solution architects, sales engineers, vCIOs, technical specialists, and service delivery teams.
Excellent consultative selling, discovery, presentation, negotiation, objection-handling, and closing capabilities.
Strong ability to translate technical solutions into practical business outcomes such as risk reduction, compliance improvement, productivity gains, operational efficiency, and scalability.
Proficiency with Salesforce and modern sales engagement and pipeline-management tools.
Strong relationship-building skills and the ability to develop trusted-advisor relationships within SMB communities and professional networks.
Familiarity with Microsoft 365, Microsoft security solutions, cybersecurity frameworks, compliance requirements, cloud infrastructure, and managed services delivery models.
Knowledge of frameworks and requirements such as NIST, FTC Safeguards Rule, WISP, CMMC, PCI-DSS, or HIPAA is a plus.
Experience creating account expansion strategies and improving attach rates across security, Microsoft, cloud, compliance, and managed services offerings is preferred.
Experience selling into professional services, healthcare, legal, manufacturing, construction, nonprofit, financial services, or other SMB-focused verticals is advantageous.
Relevant industry, vendor, cybersecurity, Microsoft, CompTIA, or sales methodology certifications are a plus.
Bachelor's degree in Business, Marketing, Technology, or a related field is preferred, or equivalent professional experience.
Must be a U.S. citizen or permanent resident authorized to work in the United States; visa sponsorship is not available.
Applicants residing in California, Hawaii, or Alaska are not eligible due to state-specific employment requirements.
Strong analytical, organizational, communication, negotiation, and relationship-management skills are essential.
Benefits
Base salary of $110,000–$140,000 annually.
Commission opportunity of up to $120,000.
Compensation determined based on experience, skills, and internal equity.
Fully remote work opportunity.
Company-paid short- and long-term disability insurance.
Company-paid life insurance.
Generous 401(k) matching program.
Affordable medical, dental, and vision coverage.
Flexible paid time off.
Numerous paid holidays.
Paid volunteer time off to support community involvement.
Opportunities to grow revenue expertise across managed IT, cybersecurity, cloud, Microsoft, compliance, productivity, and AI solutions.
Collaborative environment focused on innovation, teamwork, professional development, and mutual respect.