Enterprise Account Executive - MSP​/MSSP

BASIC FUNCTION:

The function of the Enterprise Account Executive is to develop a select list of strategic accounts and partners to identify, solicit, develop, and close IT and Cybersecurity-Compliance hardware, software, services bundles and managed solutions sales opportunities within the Wealth Management (Aggregators), ISV/SaaS, Construction (Consolidators), and emerging market segments.

The following are the principal qualifications for this position:

• Strong Rapport Building, Verbal and Written C-Level and Multi-Departmental Communications, Planning, Time-Management, Consultative Selling, Marketing, Reporting, Partner Planning & Performance Management.
• Positive, Uplifting, Proactive Nature.
• Tenacious Attitude, Self-starter, Willing to Go the "Extra Mile".
• Ability to Work Collaboratively with Strategic Partners, and Enterprise Accounts.
• Excellent Communications, Customer Relationship Development, Leadership, and Presentations Skills.

• Ability to Understand Enterprise and Partner End-Customer Needs, Goals, Objectives, and Identify IT, Cyber, and Compliance Solutions Address the Needs.
• Demonstrates Persistence and Determination in the Development of Short-Term, Mid-Term, Long-Term Sales Opportunities with Aggregators, Consolidators, and ISV/SaaS Enterprise Relationships.
• Consistently and Persistently Develops Relationships with Select Enterprise End-Customer Contacts, Expanding them Into Longer-Term, Multi-Year Customers.
• Engage and Communicate Effectively with Existing and Net-New Enterprise Contacts and End-Customer Executives to Achieve Sales and Gross Profit Goals and Budgets.
• Interact Professionally and Effectively with Senior-Level Executives in Business and Strategic Relationship Discussions.
• Proactively Drives Account Planning, QBRs, Sales and Establishes and Coordinates Opportunity Reviews with Internal Engagement Managers and Solutions Engineers Supporting Enterprise Accounts.
• Strong Ability to Gather, Document, and Understand End-Customer IT, Security, and Business Needs, Goals, Objectives, and Initiatives, then Document and Communicate that Information to Internal Engineering and Partner Team Members.

• 10+ Years of Experience, Knowledge, and Success Selling Large Aggregators, Consolidators, or Enterprise Companies (2,000+ FTEs) and selling $1M+ or MM complex IT/Cyber/Software solutions.
• 10+ Years of Driving or Working with Marketing to Develop and Deploy Direct and Channel Marketing Campaigns, Programs, Sales Plans into Aggregators, Consolidators, or Enterprises.
• 10+ Years of Driving Outbound Sales Calls, Emails, Meetings, and Participating in Trade shows, Round tables, and In-Market Events to Build Rapport and Relationships with C-Levels in Aggregators, Consolidators, or Enterprises.
• Successful (over-quota) History of Driving Sales, Pipeline, Opportunities, and Securing New Multi-Year, Multi-Million Dollar Contracts or MRR Agreements.
• 10+ Years of Building Regions, Territories, Driving Account Planning, Account Management, QBRs, and Upselling Activities for Aggregators, Consolidators, or Enterprises.
• Bachelor's Degree, Prior Business Ownership, or Comparable Work Experience is Required.

• Exercise the Responsibilities and Perform the Duties of the Position.

• Work with Marketing to Identify, Target and Prioritize a List of the Top 150-200 Enterprise Named Accounts, Aggregators, ISV/SaaS, Consolidators Across All Target Markets.
• Work with Marketing and CRO to Define Campaigns, Sales Plans, Sales Plays, Approaches to the Target Enterprise List.
• Initially targeting organizations 2,000+ FTEs/Seats or Agreements over $250K ACV
• Shapes, Promotes, Oversees New Sales, Marketing Programs and Campaigns for Aggregator, ISV/SaaS, Consolidator, Partner Ecosystems.
• Drive Outbound Sales Calls, Emails, Social Media Outreach, and In Market Events to Build Rapport, Relationships with CXOs in Top Target Accounts.
• Drive Sales Pursuits, Pipeline Opportunities, and Secure New Multi-Year MRR Agreements.
• Drive Account Planning, Upselling Activities for Top 20 Target Enterprise Accounts.
• Support CRMs and Delivery with QBRs, Roadmap, Voice of the Customer, and Strategic Discussions in Top 20 Target Enterprise Accounts.
• Share Best Practices with Other Sales Team Members + Track and Report on Account Activities, Plans, Pipeline and Top Opps to CRO and Team.
• Provides Guidance to Expansion Reps as they Upsell Mid-Market Customers in…