Account Executive II - Managed IT Services (MSP)

Henry Schein One; Northern (KY); Hybrid; USD 50,000 - 94,000; Full time

Benefits offered by this job

Health coverage

Retirement savings with company match

Paid time off

Parental leave

Wellbeing resources

Education support

Job summary

Henry Schein One is seeking an energetic Account Executive to own the full sales cycle across the western U.S. You will prospect, present, and close IT hardware and MSP services to dental offices, leveraging Salesforce, Clari, Groove, and Teams. Travel up to 15–25% supports trade shows and onsite visits.

You will build a robust pipeline, hit quotas, and develop consultative solutions for practice owners. A strong background in IT hardware, MSP services, and healthcare sales is required.

Qualifications

• 3+ years in a quota-carrying AE/AM role with full pipeline ownership.
• Proven experience selling IT hardware and MSP services in a competitive environment.
• High School Diploma or GED.
• Proven track record of meeting or exceeding sales targets with strong negotiation and closing skills.
• Demonstrated ability to build and execute outbound prospecting campaigns independently.
• Familiarity with IT hardware, infrastructure, cloud services, and network management.
• Proven consultative sales approach and ability to uncover opportunities.
• Excellent communication and presentation skills; ability to build relationships.

Responsibilities

• Own the full sales cycle from prospecting to close across your western U.S. territory.
• Create detailed business plans to attain goals and quotas.
• Build and manage a disciplined pipeline using Salesforce, Clari, Groove, and Teams.
• Generate self-sourced opportunities via outbound campaigns.
• Build and maintain relationships with Henry Schein Dental field representatives to generate referral pipeline.
• Attend trade shows and conduct on-site visits to build relationships and close opportunities.
• Present tailored IT solutions to dental practice owners and managers via phone, video, or in person.
• Sell and grow recurring managed service revenue (Omnicore, TC Care, cloud backup, security, network management).
• Provide professional after-sales support to enhance retention; stay in frequent contact to identify expansion opportunities.
• Negotiate agreements and maintain accurate sales records; think strategically to tailor solutions.

Skills

Quota carrying

Full pipeline ownership

Prospecting

Negotiation

Relationship building

Communication skills

Sales tools familiarity

Education

High School Diploma or GED

Bachelor's degree in business administration, sales, marketing

Tools

Salesforce

Clari

Groove

Microsoft Teams

Microsoft Office

Co-Pilot

Job description

Shape what’s next in dental technology
Join Henry Schein One!

Join a globalleaderredefiningdental practice managementand do work thatactuallymatters.At Henry Schein One,we are a team ofcarecatalysts: people who fuel innovation, challenge the status quo, and bring an entrepreneurial mindset to everythingwedo.Yourideas fuel innovation that enhances patient care and drivesreal resultsfor practices.

Wedon’tjust talk aboutimpact;we build it!Backed by a trusted reputation, ourleaders foster an inclusive and supportive environment where we staysolely focused on our mission, empowering you to think boldly, collaborate creatively, and grow. We havehigh expectationsfor performance and delivering results; as part of awinningteam,you’llwork hard, challenge the status quo, and bring a growth mindset. Here, your strengths are recognized, your development matters, and your winscelebrated.

The Account Executive - Managed IT Services (MSP) sells Information Technology (IT) hardware and Managed Service Provider (MSP) support plans over the phone, by email, via web-based presentations, and through in-person trade show and customer site visits to dental offices in an assigned western U.S. territory. Responsible for leveraging advanced sales enablement tools, including Salesforce, Clari, Groove, Microsoft Teams, Co-Pilot, Microsoft Office, and others to manage leads, engage with prospects, and close deals. This role requires a proactive, strategic, and consultative approach to identify new business, build self-generated pipeline, hit sales quotas, and embrace the challenges of full-cycle sales in a competitive market.

This position is Remote within the United States with up to 25% travel as needed

What you will do:

• Own the full sales cycle from prospecting to close across your assigned western U.S. territory
• Create detailed business plans to facilitate the attainment of goals and quotas
• Build and manage a disciplined pipeline using Salesforce, Clari, Groove, and Microsoft Teams
• Generate self-sourced opportunities through targeted outbound phone, email, and digital campaigns
• Build and maintain relationships with Henry Schein Dental field representatives, including Regional General Managers, Equipment Specialists, and Field Sales Consultants, to generate referral pipeline and capture business currently going to third-party IT firms
• Attend trade shows and conduct on-site customer visits to build relationships and close opportunities
• Present tailored IT solutions to dental practice owners and office managers via phone, video, and in person
• Sell and grow recurring managed service revenue including Omnicore (Hardware as a Service), TC Care, cloud backup, security, and network management
• Provide professional after-sales support to enhance customer dedication and long-term retention
• Remain in frequent contact with clients to understand their needs and identify expansion opportunities
• Respond to complaints and resolve issues aiming for customer contentment and the preservation of the company’s reputation
• Negotiate agreements and keep accurate records of sales and data
• Think strategically and provide consultative sales solutions tailored to client needs
• Meeting company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work-related tasks in a manner that follows all Company policies and procedures including Worldwide Business Standards
• Adhering to Company policies, procedures, and directives regarding standards of workplace behavior in completing job duties and assignments

What we are looking for:

• 3+ years of successful experience in a quota-carrying Account Executive or Account Manager role with full pipeline ownership, including prospecting, pipeline creation, and closing. Product specialist or manufacturer representative experience without independent pipeline ownership does not meet this requirement
• Proven experience selling IT hardware and managed services in a competitive environment. MSP (Managed Service Provider) sector experience strongly preferred
• High School Diploma or GED
• Proven track record of meeting or exceeding sales targets, with strong negotiation and closing skills
• Demonstrated ability to build and execute outbound prospecting campaigns independently
• Familiarity with IT hardware, infrastructure, cloud services, and network management
• Proven success leveraging a consultative sales approach and the ability to uncover opportunities
• Excellent communication and presentation skills and ability to build relationships
• Phenomenal customer service and engagement skills
• High comfort level presenting virtual technology tools
• Great people skills and the ability to be personable and professional
• Internal motivation and the ability to meet assigned sales goals
• Strong organizational and time-management abilities, with attention to detail
• Technological savviness and the ability to learn new concepts
• Proficient in Microsoft Office Product Suite

What will set you apart:

• Prior experience selling to dental offices or within the healthcare sector
• Experience working with or alongside Henry Schein Dental field representatives including Regional General Managers, Equipment Specialists, and Field Sales Consultants
• Knowledge of Henry Schein One software portfolio
• Bachelor’s degree in business administration, sales, marketing
• Knowledge of Salesforce, Clari, Groove, Microsoft Teams, and other advanced sales enablement tools
• Relevant certifications in sales, technology, or IT support services

Travel / Physical Demands:

• Estimated 15–25%;travel includes trade shows, customer onsite visits, and field relationship-building activities across the western U.S. territory
• No special physical demands are required

The posted base range for this position is $50,000.00 to $54,000.00 with an On Target Earnings range of $90,000.00 to $94,000.00 . This is the expected range for an employee who is new to the role, to fully proficient in the role. Many factors go into determining employee pay within the posted range including education, prior experience, training, current skills, certifications, location/labor market, internal equity, etc.

What you’ll gain as a #TeamSchein member

• A robust benefits package including health coverage, retirement savings with company match, paid time off, parental leave, wellbeing resources, education support, and MORE!

Henry Schein, Inc. is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status.

Unfortunately, Henry Schein One is not currently hiring individuals residing in Delaware, Hawaii, North Dakota, Rhode Island, Vermont, Puerto Rico, and other US territories.