Solution SALES Executive, SLED Commonwealth

Job Description

The Solution Sales Executive (SSE) is a specialized sales professional focused on a specific industry or segment, responsible for generating and closing opportunities within the industry’s accounts. Unlike generalist account managers, the SSE brings deep domain expertise (e.g., Retail & Hospitality, Life Sciences, Banking, Telecommunications) and works collaboratively with account leaders to expand Apex’s business in that niche.

• Proactively identifies new opportunities within existing accounts.
• Engages client stakeholders (often technical managers or business owners) to uncover pain points and requirements related to their specialty.
• Applies domain knowledge and deep customer knowledge to recommend relevant Apex solutions, seeding ideas for projects or services.
• Builds and maintains a healthy pipeline of solution‑specific opportunities across assigned accounts.
• Works toward achieving a defined solution sales quota or contribution target.
• Monitors pipeline progress and keeps account teams and Segment Leaders informed for their specialty.
• Adjusts tactics as needed to meet goals, such as organizing solutions workshops or targeted marketing initiatives.

• Leads the consultative selling process for specific solutions.
• Analyzes client challenges, designs a high‑level solution approach (often with a solution architect), and clearly communicates value and technical details of proposed solutions.
• Tailors messaging and demonstrations to the client’s context, leveraging success stories and assets from similar engagements.
• Acts as a solution consultant during the pre‑sales cycle to build client confidence.
• Manages the full sales cycle for solution deals, from initial qualification through proposal, negotiation, and close – ensuring alignment with the overall account strategy.
• Collaborates closely with account leaders (Client Partner/Executive Client Partner) to integrate solution sales into broader account planning, ensuring cohesive messaging and avoiding siloed efforts.
• Keeps the Client Partner informed and engaged for support, while taking ownership of driving the deal to closure.

• Collaborates extensively with internal teams.
• Partners with Industry Tech Executive and delivery SMEs to gather solution designs and effort estimates for proposals.
• Coordinates with the account’s Client Success Executive to understand delivery implications and ensure smooth execution of sold solutions.
• Alig As an embedded member of the industry team, aligns with account managers to prioritize pursuits and share insights.

• Bachelor’s Degree in Business, Communications, or related field.
• 8+ years in technology consulting or solution sales within the relevant capability, with in‑depth understanding of the solution’s value proposition, typical use cases, and implementation challenges.
• Able to credibly discuss solution benefits and trade‑offs with technical stakeholders; hands‑on background (e.g., former engineer or consultant) in that domain is a plus.
• Proven success in selling technology solutions, ideally with multiple closed deals in the $500K–$5M range.
• Strong track record of meeting sales targets by converting specialist opportunities.
• Adept at both cultivating new demand and responding to inquiries in a way that significantly differentiates Apex from niche competitors in the solutions area.
• Excellent consultative selling and needs‑analysis skills with the ability to ask probing questions, educate clients on complex topics, and guide toward recognizing the value of a solution.
• Comfortable doing product/service demonstrations or workshops.
• High credibility and rapport‑building skills with mid‑level client experts.
• Effective collaborator within integrated account teams, keeping internal account leadership informed and aligning solutions pursuits with account objectives.
• Experience working in a matrix sales environment with joint accountability.
• Excellent communication skills to keep all stakeholders informed and aligned.
• Self‑motivated and proactive in pipeline generation with the ability to creatively leverage…