Senior Technical Account Executive

As a Senior Technical Account Executive, you own the full sales cycle and your number: building and working your own pipeline, leading technical discovery, shaping statements of work with clients and our delivery team, and closing deals that are accurate, profitable, and deliverable. You pair MSP sales experience with enough technical depth to earn credibility with IT leaders and executives alike, carrying opportunities from first touch through signed agreement and a clean handoff to service delivery.

In this role, you'll get to...

• Own a full-cycle sales quota, building and closing a personal pipeline of new-business and expansion opportunities from first touch through signed agreement.
• Partner with leadership on sales strategy, including target verticals, account prioritization, and campaign planning.
• Generate, qualify, and nurture leads through outbound prospecting, inbound follow-up, referrals vendor/partner channels, and events.
• Lead technical discovery with prospects and existing clients to understand their environment, business drivers, risks, and buying criteria.
• Translate client needs into right-sized solutions across managed IT, cybersecurity, cloud, and project services, and present them clearly to both technical and executive audiences.
• Build, scope, and vet statements of work in partnership with clients and service delivery, ensuring scope, assumptions, effort, and pricing are accurate and deliverable.
• Prepare and deliver tailored proposals, presentations, and service demonstrations for each opportunity.
• Own negotiation and close, handling objections and structuring agreements independently, and engaging leadership on pricing exceptions and non-standard terms.
• Hand off closed deals to service delivery and onboarding with documented scope, commitments, and client contacts so nothing is lost in transition.
• Own the new logos you source and the expansion you drive within existing clients, coordinating with account managers on renewals, contract changes, and day-to-day relationship continuity.
• Maintain accurate CRM records and deliver a reliable, current pipeline forecast.
• Stay current on the MSP market, competitive landscape, and vendor ecosystem to sharpen positioning and solution recommendations.
• Perform other duties as assigned to support the evolving needs of the sales and service delivery organization

Discovery, Solutioning & Statements of Work

• Lead structured discovery sessions covering current environment, pain points, compliance requirements, growth plans, and decision process.
• Hold credible, peer-level technical conversations with IT directors, CIOs, and CISOs on infrastructure, identity, security operations, cloud strategy, and modernization priorities, and know when to bring in engineering for deeper validation.
• Assess prospect environments at a business-relevant level (endpoints, servers, network, cloud/SaaS, security posture, backup/DR) to inform scope and pricing.
• Read and interpret technical artifacts such as network diagrams, asset inventories, security assessment findings, and incumbent provider contracts, translating them into scope, risk, and pricing implications.
• Coordinate pre-sales technical assessments or audits with engineering resources when deeper validation is required.
• Design solution recommendations that map services to client outcomes, clearly distinguishing recurring managed services from one-time project work.
• Draft statements of work with clear scope, deliverables, assumptions, exclusions, dependencies, milestones, acceptance criteria, and client responsibilities.
• Vet every SOW with service delivery and engineering leads before it reaches the client, validating effort estimates, staffing, timelines, and technical feasibility.
• Build pricing and estimates in line with company pricing models and margin targets, flagging exceptions for leadership approval.
• Walk clients through SOWs line by line, resolving questions and gaps so expectations are fully aligned before signature.
• Manage SOW revisions and version control through negotiation, and support change orders when scope evolves after signature.
• Capture scoping decisions and lessons learned to continuously improve SOW templates, pricing models, and estimating accuracy

Pipeline Generation & Lead Management

• Build and execute a consistent outbound cadence (calls, email, Linked In, and personalized outreach) against defined activity and meeting targets.
• Research target accounts and stakeholders before outreach, tailoring…