Senior Major Account Executive - Ohio Valley

Senior Enterprise Account Executive
- Ohio Valley
- Net New

We have an opportunity for a Senior Enterprise Account Executive to join our Major Account Executive sales team, reporting to the Senior Director of Major Account Executives. In this pivotal role, you will focus on acquiring new accounts, generating new leads, and converting them into customers. This includes owning and coordinating all aspects of the sales cycle. Our most successful salespeople in this role have a hunter mindset and an entrepreneurial spirit while acting ethically and transparently.

This role requires a proactive approach to sales, with a focus on generating new leads and converting them into customers. This includes owning and coordinating all aspects of the sales cycle, maintaining and expanding the customer base, and collaborating closely with the BDR, Field Marketing, Solutions Architecture, and Ohio Valley Sales Team within the Ohio, Michigan, and Indiana region. You're the ideal candidate if you have a hunter mindset, and a proven track record of identifying and securing new business opportunities, cultivating relationships with prospects, and consistently achieving sales targets.

• Collaborate with your local team to build and execute a comprehensive territory and account plan.
• Use AI-enabled sales intelligence and analytics tools to identify high-potential accounts, buying signals, whitespace opportunities, and priority personas across the territory.
• Apply data-driven insights to refine account strategies, improve territory coverage, and focus resources on the opportunities most likely to convert.

• Drive new business opportunities in networking, security, and cloud solutions.
• Leverage AI-powered tools to research target accounts, personalize outreach, identify relevant business challenges, and accelerate new-logo pipeline generation.

• Identify and pursue new opportunities through sales-specific actions, marketing programs, channel partnerships, and personally driven campaigns.
• Engage in 8–10 new-business customer interactions per week.
• Initiate contact with prospects across multiple personas, including networking, security, and cloud leaders, through cold calls, emails, social selling, and professional networking.
• Develop and execute strategies to generate new-business leads through a combination of marketing, channel, and individually driven campaigns.
• Utilize prospecting tools such as Zoom Info, Linked In Sales Navigator, Highspot Digital Sales Rooms, and approved AI-enabled sales tools.
• Use generative AI responsibly to improve prospect research, personalize communications, prepare for meetings, and increase prospecting productivity while maintaining accuracy, confidentiality, and brand standards.

• Conduct expert discovery and apply the MEDDPICC deal qualification framework.
• Use AI-assisted call intelligence and opportunity insights to identify gaps in discovery, stakeholder engagement, competitive positioning, and deal qualification.
• Validate AI-generated insights through direct customer engagement and sound sales judgment.

• Follow established sales recipes, including workshops and assessments.
• Conduct one Security Workshop per month and seven Security Assessments per year.

• Reach the economic buyer by leveraging business value assessments and compelling business cases.
• Ensure all new-logo opportunities over $50,000 include a Business Value Assessment.
• Use AI-enabled research and analytical tools, where appropriate, to strengthen business cases, quantify customer outcomes, and tailor executive-level value propositions.

• Hold at least two partner meetings per week with resellers, hyperscalers, and technology-alliance partners.
• Leverage hyperscaler relationships and transact at least one deal per quarter through a hyperscaler marketplace.
• Apply account and partner intelligence to identify opportunities for co-selling, joint prospecting, and coordinated market engagement.

• Maintain forecasting accuracy within plus or minus 10%.
• Use CRM, forecasting platforms, and AI-generated…