Sr. Account Executive

Schurz Communications; Texas; Vor Ort; USD 100.000 - 150.000; Vollzeit

Zusammenfassung

Otava is seeking a Sr. Account Executive (Enterprise Direct Sales) empowered to grow client bases, manage a subset of accounts, and win new logos through consultative solutions.

The role requires strong technical knowledge and C‑suite engagement. Responsibilities include targeting VP/SVP/EVP/CXO levels, managing the full sales cycle in coordination with architects and operations, forecasting pipeline in Salesforce, and negotiating value-based contracts.

Qualifikationen

• Fifteen or more years of outside or field technical sales experience.
• At least five years in selling cloud and hosting solutions.
• Proven track record of exceeding activity, pipeline, and revenue targets.
• Consultative solution selling with C-suite experience.
• Proficient with Salesforce.com and Microsoft Office suite.

Aufgaben

• Target customers in the C‑suite to create win‑win solutions in a consultative manner.
• Identify, scope, price and secure commitments for add‑on and net new business.
• Forecast pipeline revenue and manage the process in Salesforce.com.
• Manage the sales process from prospecting to closing and delivery.
• Handle price negotiations with value‑based selling and differentiate offerings
• Coordinate with solution architects, sales engineering and operations to meet requirements
• Work with internal teams to maximize customer experience
• Assist Otava sales team with other duties as required

Kenntnisse

Outside sales

Cloud sales

Hosting solutions

C-suite selling

Salesforce.com

Microsoft Office

Communication skills

Whiteboard selling

Contract negotiation

Ausbildung

Bachelor's Degree

Tools

Salesforce.com

Microsoft Office

Azure Fundamentals – AZ900

MS365 Fundamentals – MS900

VMware Sales Professional – VSP

Veeam Sales Professional – VMSP/VMTSP

Jobbeschreibung

The Sr. Account Executive (Enterprise Direct Sales) is empowered to enable growth in our clients and add new logo accounts. The person filling this role will have a high degree of technical knowledge and will manage, grow, and retain/renew an assigned subset of existing accounts while also adding new accounts.

Location: Indianapolis, IN

Role Responsibilities

• Target customers in the C‑suite to create win‑win solutions in a highly consultative manner, in a competitive landscape that addresses business issues and delivers positive business outcomes
• Identify, scope, price and secure commitments for add‑on and net new business while addressing customer administrative, billing and contracting needs
• Effectively organize workload to exceed sales quotas and related metrics, and accurately forecast all pipeline revenue opportunities in a timely manner, using Salesforce.com
• Manage the sales process from outbound prospecting, understanding requirements, presenting and demonstrating offerings solutions, closing sales orders, and delivering customer requirements to operations
• Handle price negotiations with a focus on value‑based selling and positioning Otava’s core differentiators that enables potential customers to identify value received for their commitments to us
• Coordinate with solution architects, sales engineering and operations to ensure that the customer’s technical and delivery requirements can be achieved before an order is secured
• Work closely with internal teams to maximize customer experience
• Other duties as required to assist the Otava sales team in achieving their objectives

Experience

• Fifteen or more years of experience in outside technical sales
• At least five years must be in selling cloud and hosted solutions
• Track record of consistently meeting or exceeding activity, pipeline and revenue objectives
• Consultative solution selling expertise – selling solutions and capabilities, not just products – and including track record of success with selling to VP/SVP/EVP/CXO level
• Extensive field sales experience in Public (AZURE/AWS) & VMware based Private Cloud
• Extensive field sales experience in DRaaS, Data Backup, and IT Migration
• Extensive field sales experience in Professional Services, Networking, and Security
• Must be self‑motivated and able to work independently and as part of a team
• Success closing new accounts while working with existing accounts
• Working with potential customers and internal technical resources to identify, cultivate, and close deals
• Proven track record with complex enterprise‑level IT environments, including understanding of servers, networking, hosting, colocation, and data centers
• Strong verbal and written communications skills
• Strong whiteboard presentation and selling skills
• Extensive field sales experience in complex contract negotiation
• Self‑starter with strong work ethic with a “can‑do” positive attitude

Required Knowledge, Skills, And Abilities

• Fifteen or more years of experience in outside or field technical sales
• At least five years in selling cloud and hosting solutions
• Understand the products in depth and be able build solutions and communicate value to customers
• Desire to be a part of the fast‑paced, high‑energy entrepreneurial experience
• Ability to close new accounts while working with existing accounts
• Self‑starter with strong work ethic with a “can‑do” positive attitude
• Prove track record of exceeding activity, pipeline, and revenue targets
• Consistent ability to forecast sales activity accurately
• Proficient with com, Microsoft Office suite, phone skills, face‑to‑face selling, and solution sales
• Consultative solution selling expertise – selling solutions and capabilities, not just products – and including track record of success with C‑suite prospective customer personnel
• Demonstrated track record in overachieving objectives and ability to close sales
• Proficient with Salesforce.com, Microsoft Office suite, phone skills, face‑to‑face selling, and solution sales
• Desire to be a part of the fast‑paced, high‑energy entrepreneurial experience
• Proven track record with complex enterprise‑level IT environments, including understanding of servers, networking, hosting, colocation, and data centers

Education

• Bachelor's Degree

License or Certification (willing to complete in established timeframe)

• Salesforce or any CRM
• Azure Fundamentals – AZ900
• M365 Fundamentals – MS900
• VMWare Sales Professional – VSP
• Veeam Sales Professional – VMSP or VMTSP

What We Offer

Remote work, competitive compensation package, base ($100K–$150K) + commissions that can exceed 150% of base, 401(k) match, medical, dental, vision, and life insurance, generous PTO, paid volunteer time off, paid parental leave, and working with world‑class co‑workers who are just as dedicated and as awesome as you are.