Enterprise Account Executive - MSP/MSSP

MT Talent Solutions Inc.; Phoenix (AZ); On-site; USD 120,000 - 190,000; Full time

Job summary

MT Talent Solutions Inc. is seeking an Enterprise Account Executive to cultivate a strategic list of large enterprise targets and partners, identifying and closing IT, Cybersecurity, and compliance solutions for Wealth Management aggregators, ISV/SaaS, and construction consolidators.

You will lead campaigns with marketing and CRO, perform account planning, and drive multi-year, multi-million-dollar contracts.

Qualifications

• 10+ years selling large aggregators or enterprise companies (2,000+ FTEs).
• Proven track record of closing multi-year, multi-million dollar contracts.
• Experience driving outbound sales, events, and marketing collaborations.
• Bachelor's degree required; business ownership or equivalent experience preferred.

Responsibilities

• Identify and target top enterprise accounts across target markets.
• Develop campaigns and sales plays with marketing and CRO.
• Drive outbound outreach to C-level executives in top accounts.
• Coordinate with delivery teams for QBRs and roadmaps.
• Build and manage multi-year, multi-million dollar opportunities.

Skills

C-Level relationship building

Consultative selling

Strategic account planning

Proactive, self-starter

Cross-functional collaboration

Executive-level presentations

Education

Bachelor's Degree or equivalent experience

Job description

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.

QUALIFICATIONS:

The following are the principal qualifications for this position:

General

• 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.

Strategic and Daily Enterprise Selling and Business Development

• 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.

Education & Experience

• 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 Tradeshows, Roundtables, 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.

AUTHORITIES:

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

MAJOR DUTIES:

• 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 Aggregator and Consolidator Ecosystems.
• Supports CRMs and Delivery with QBRs, Roadmap Discussions in Enterprise Accounts.
• Trains, Educates other Team Members on Enterprise Selling.
• Works with Marketing & Delivery to Capture Voice of Customer, Enhance Customer Journey.

Other

• Promote Positive Relations Between Company and Enterprise Accounts, OEM Partners, Alliances, and Vendors.
• Promote Positive Environment in Sales and Marketing Department and Between other Internal Groups.
• Provide Input to and Help Promote Company Sales Best Practices.

MAJOR RESPONSIBILITIES:

• Perform All Duties in a Timely and Professional Manner.

PERFORMANCE EVALUATION CRITERIA:

• Ability to Achieve Net New Pipeline and Pipeline Ratio Targets in the First 3-4 months and Quota Targets in 14-16 Months.
• Ability to Activate and Grow Revenues in Enterprise Relationships.
• Ability to Develop Relationships and New Sales Opportunities within Assigned Accounts.
• Ability to Move End-Customer Sales Opportunities through the Sales Pipeline.
• Ability to Contribute to Pipeline Growth Across all Company Portfolio Areas.
• Ability to Accurately Score, Rank and Categorize Pipeline Opportunities based on Company Sales Standards.
• Ability to Work with Outside Professionals and Organizations to Achieve Sales Goals.
• Ability to Work as a Team Player and Willingness to Share Knowledge with Others.
• Ability to Meet Deadlines, Both Internal and External.
• Accuracy and Timeliness of Internal Paperwork.
• Actively Participate in Sales Team Meetings, Providing Input, and Meeting Commitments.
• Ability to Create a Positive Image of the Company within the IT Industry and/or Community.
• Ability to Compete Goals Set in Regular Evaluation Goal Setting Sessions.
• Willingness to Perform Other Work for the Benefit of the Company as Directed.