Mid-Market Account Executive - MSP/MSSP

MT Talent Solutions Inc.; Phoenix (AZ); On-site; USD 90,000 - 150,000; Full time

Job summary

MT Talent Solutions Inc. seeks an Emerging Mid-Market Account Executive to build a targeted mid-market list and close IT, cyber, and compliance solutions for Wealth Management aggregators, ISV/SaaS, and construction consolidators. You will develop relationships with CXOs and coordinate with Marketing and the CRO to deliver multi-year MRR opportunities.

You will drive outbound outreach, partner with internal teams, and manage campaigns to achieve revenue targets across multiple markets.

Qualifications

• 5+ years selling to mid-market aggregators, consolidators, or mid-market companies (50-2,000 FTEs) with $50K-$150K+ complex IT/cyber/software solutions.
• 3-5+ years working with marketing to deploy campaigns into mid-market accounts.
• 5+ years outbound sales activities and engagement with C-level decision makers.

Responsibilities

• Review and prioritize a Top 150-200 mid-market aggregators and accounts across markets.
• Define campaigns, sales plans, and approaches with Marketing and CRO.
• Drive outbound contacts, including calls, emails, and social outreach to CXOs in top accounts.
• Sell mid-market partners within aggregator/consolidator portfolios.
• Drive account planning, expansion, and upselling in target mid-market customers.
• Pursue and close new multi-year MRR agreements; manage CRM data and QBRs.

Skills

Rapport Building

Executive Communication

Consultative Selling

Time Management

Partner Management

Presentations

Strategic Planning

Sales Reporting

Education

Bachelor's Degree

Tools

CRM

Job description

BASIC FUNCTION:

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

QUALIFICATIONS:

The following are the principal qualifications for this position:

General

• Strong Rapport Building, Verbal and Written Executive-Level and Multi-Departmental Communications, Planning, Time-Management, Consultative Selling, Reporting, Partner 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 Emerging Mid-Market Selling and Business Development

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

Education & Experience

• 5+ Years of Experience, Knowledge, and Success Selling Aggregators, Consolidators, or Mid-Market Companies (50-2,000 FTEs) and selling $50K-$150K+ complex IT/Cyber/Software solutions.
• 3-5+ Years of Working with Marketing to Deploy Direct and Channel Marketing Campaigns, Programs, Sales Plans into Aggregators, Consolidators, or Mid-market Companies.
• 5+ 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 or Decision Makers in Aggregators, Consolidators, or Mid-Market Companies.
• Successful (over-quota) History of Driving Sales, Pipeline, Opportunities, and Securing New Multi-Year, Contracts or MRR Agreements.
• 5+ Years of Building Regions, Territories, Driving Account Planning, Management, QBRs, and Upselling Aggregators, Consolidators, or Mid-Market Companies.
• Bachelor's Degree, Prior Business Ownership, or Comparable Work Experience is Required.

AUTHORITIES:

The following are principal authorities granted to this position:

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

MAJOR DUTIES:

The following are the duties for this position:

• Work with Marketing to Review and Prioritize a List of the Top 150-200 Mid-Market Aggregators, Consolidators and Customer Accounts, Across All Markets, Initially Focused on 50-2000 FTEs/Seats or Agreements over $15K ACV
• Work with Marketing and CRO to Define Campaigns, Sales Plans, Sales Plays, Approaches to the Target Mid-Market List.
• Drive Outbound Sales Calls, Emails, Social Media Outreach, and In Market Events to Build Rapport, Relationships with CXOs in Top Accounts.
• Sells Mid-Market Partners, Companies in Aggregator, Consolidator Portfolios.
• Drives Account Planning, Expansion, Upselling in Target Mid-Market Customers.
• Drive Sales Pursuits, Pipeline Opportunities, and Secure New Multi-Year MRR Agreements.
• Supports CRMs and Delivery with QBRs, Roadmap Discussions in Top Mid-Market Accounts.
• Support CRMs and Delivery with QBRs, Roadmap, Voice of the Customer, and Strategic Discussions in Top 20 Target Mid-Market Accounts.
• Share Best Practices with Other Sales Team Members + Track and Report on Account Activities, Plans, Pipeline and Top Opps to CRO and Team.

Other

• Promote Positive Relations Between Company and Mid-Market 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.