Account Executive - Microsoft 365 Licensing; Tier-1 CSP

About ABT

Access Business Technologies (ABT) is a Tier-1 Microsoft Cloud Solution Provider serving hundreds of organizations across the United States, with deep specialization in mortgage, financial services, and other regulated industries. For more than 20 years, ABT has helped clients build secure, compliant, and fully managed Microsoft 365 environments.

As a Tier-1 CSP, ABT sells Microsoft licenses directly, manages its own billing, and provides enterprise-grade support backed by Microsoft Premier Support and DART escalation. ABT is also the creator of the Guardian platform, which transforms Microsoft 365 from a collection of tools into a secure, monitored, and intelligent workspace through security hardening, monitoring, insights, automation, and compliance support.

ABT operates as a remote-first, high-trust organization and equips its sales team with modern, AI-powered tools that reduce administrative work and increase selling efficiency.

The Account Executive - Microsoft 365 Licensing is a quota-carrying, full-cycle sales role responsible for selling Microsoft 365 licensing and ABT's Guardian-based managed services. This role owns the sales process from initial outreach through close, renewal, and expansion.

You will work directly with IT leaders, executives, and business owners to assess their Microsoft 365 environment, identify security and productivity gaps, and recommend the appropriate licensing, Guardian plans, and add‑on services. This role combines consultative selling, solution design, and relationship management in a highly autonomous remote environment.

• Prospect and build pipeline through outbound activity, inbound leads, and referrals
• Conduct discovery calls to understand customer environments, risks, and business goals
• Recommend Microsoft 365 licensing configurations, upgrades, and Guardian plans
• Position ABT's security, monitoring, onboarding, and add‑on services as part of a complete solution
• Manage the full sales cycle including proposals, negotiations, and closing
• Collaborate with technical and onboarding teams to ensure smooth customer transitions
• Manage renewals, expansions, and upgrade opportunities over time
• Track pipeline, activity, and forecasts accurately in Hub Spot
• Work with Microsoft partner resources to support deals and incentives

• Reviewing pipeline, follow‑ups, and active opportunities
• Running discovery calls with prospective customers evaluating Microsoft 365 licensing
• Building quotes and proposals using ABT's automated and AI‑assisted tools
• Meeting with existing customers to discuss renewals, upgrades, or additional services
• Coordinating with internal technical teams on solution alignment
• Following up with prospects and closing active deals
• Staying current on Microsoft 365 licensing changes and Guardian offerings

• 2+ years of experience selling Microsoft 365, SaaS, cloud licensing, or IT-managed services
• Experience working in a CSP, MSP, VAR, or IT services environment
• Demonstrated success carrying quota in a B2B sales role
• Experience managing full sales cycles from prospecting through close

• Working knowledge of Microsoft 365 licensing (Business Premium, E3/E5, add‑ons)
• Familiarity with CSP and NCE licensing models, or the ability to learn quickly
• Ability to communicate security, compliance, and productivity concepts clearly to non‑technical buyers

• Strong consultative selling and discovery skills
• Ability to identify customer pain points and map solutions to business outcomes
• Comfortable selling to IT leaders, executives, and business owners
• Strong written and verbal communication skills
• Organized, disciplined, and able to manage pipeline effectively

• Ability to work independently in a fully remote environment
• High accountability, follow‑through, and time management
• Comfortable using CRM systems (Hub Spot preferred) and modern sales tools

• Microsoft certifications (MS-900, AZ-900, or similar)
• Experience selling security, migrations, or managed services
• Experience selling into regulated industries