Account Executive

MCIM – The Data Center Operating System (DCOS) is a platform that simplifies the complexities of managing a data center by bringing all functions and locations under one intuitive dashboard.

MCIM started with a commission from a Fortune 100 financial institution to create a cloud computing solution for managing their global critical facilities. The team developed the MCIM platform based on the lessons learned from that project.

Today, MCIM is utilized by Fortune 100 and 500 companies in over 94 countries worldwide. This world-class solution is continuously improved through collaboration with users and industry organizations like The Uptime Institute.

We are seeking an Enterprise Account Manager to sell into the Co-Location/Data Center market. The individual needs to serve as a polished leading professional who works closely with current and prospective customers as a trusted advisor who deeply understands their unique challenges and goals. Act as a consultant with customers and prospects on the MCIM Platform to match solutions with their priority needs, in addition to the responsibilities set forth below.

Experience of selling into Data Centers and working with their Operations/IT teams on developing and closing business is essential, preferably with software sales rather than hardware or pure services sales.

• Selling to net new accounts. Identify and open doors at new accounts in the Co-Location / Data Center sales sector. Utilize your existing industry contacts to secure meetings. Follow up on our senior BDR’s own contacts. Set up initial sales discovery calls and product demonstrations.
• Analyze existing customers and map the potential for upsells of more modules, products and sites. Develop a plan of action to achieve an increase in sales by customer.
• Selling the entire MCIM portfolio including our new Reliability Benchmarking packs. Learn the details of each product and present the technical and business benefits of the MCIM Operating System.
• Have a deep understanding of the way businesses operate, and the priorities that drive decisions from the C-level.
• Create demand by uncovering business problems and matching them to our solution.
• Uncover business initiatives and pain points to map back our solutions across multiple lines of business.
• Build credibility and trust while influencing buying decisions.
• Sell on value and return on investment vs. technical functionality.
• Generate a pipeline that leads to closed revenue. Achieve Quarterly and Annual sales targets.
• Other duties as assigned from time to time.

• 5+ years of full-cycle sales experience, with at least 3 years selling into the Data Center/Co-Location software field. A strong list of contacts in this industry sector is preferred.
• Sales process management experience, solution selling, complex vs. transactional cycle.
• Ability to build and deliver presentations to your customers in-person and virtually.
• Experience selling to the EVP and C-suite. Skilled in negotiating high-value, complex SOWs and contracts. Able to negotiate with senior operational staff, procurement, legal, and finance stakeholders.
• Experience managing a pipeline of 6–10 close-in opportunities and 20+ early-stage opportunities.