Technology Solutions Executive

Machado Consulting; Worcester (MA); Hybrid; USD 60,000 - 70,000; Full time

Benefits offered by this job

Hybrid work environment

In-person collaboration in Worcester,

Job summary

Machado Consulting is a Worcester, MA-based IT consulting and managed technology services firm seeking a Technology Solutions Executive to develop new client relationships and drive growth. This full-cycle, consultative B2B sales role involves engaging executives, uncovering business and technology challenges, and guiding clients through decision-making processes.

You’ll translate technical challenges into business value, collaborate with technical experts, and maintain an active pipeline to

Qualifications

• 3-5 years of successful B2B sales or business development experience.

Responsibilities

• Identify, prospect, and develop new business opportunities within Machado’s target market.
• Generate your own opportunities while developing leads from Machado’s channels.
• Lead consultative discovery conversations to understand a prospect’s objectives, IT environment, challenges, risks, and outcomes.
• Ask questions that uncover business impact and motivation for change.
• Coordinate with engineering and technical resources to assess needs and develop recommendations.
• Present Machado’s recommendations and Solutions Summary to clients and their decision teams.
• Navigate pricing, competition, decision processes, negotiation, and contracting to signed agreements.
• Maintain a focus on winning new recurring-revenue clients; long-term account management transitions later.
• Maintain an active pipeline and move opportunities forward with buyer commitments.
• Maintain accurate opportunity, forecast, and next-step data in HubSpot.

Skills

B2B sales

Prospecting

Executive engagement

CRM experience

Job description

Build Relationships. Solve Business Problems. Win New Clients. Machado Consulting is seeking a Technology Solutions Executive to develop new client relationships and drive growth for our IT consulting and managed technology services business.

This is a full-cycle, consultative B2B sales role for someone who enjoys creating new opportunities, engaging business leaders, uncovering meaningful business and technology challenges, and guiding prospective clients through the decision-making process.

You do need to be curious, comfortable talking with executives, and capable of working alongside technical experts to translate technology challenges into business value.

What You’ll Do

• Identify, prospect, and develop new business opportunities within Machado’s
  target market.
• Generate your own opportunities while also developing leads and appointments
  created through Machado’s inside sales, referral, marketing, and other channels.
• Lead consultative discovery conversations to understand a prospect’s business
  objectives, current IT environment, operational challenges, cybersecurity concerns,
  risks, and desired outcomes.
• Ask thoughtful questions that uncover not only technical needs, but the business
  impact and motivation for change.
• Coordinate with Machado’s engineering and technical resources to assess client
  needs and develop appropriate recommendations.
• Present Machado’s recommendations and Solutions Summary to prospective
  clients and their decision-making teams.
• Navigate pricing, competition, decision processes, negotiation, and contracting
  through signed agreement.
• Maintain a primary focus on winning new recurring-revenue clients; long-term
  account management and renewals transition to Machado’s vCIO team after the
  initial post-sale period.
• Maintain an active, healthy pipeline and consistently move qualified opportunities
  forward by securing meaningful buyer commitments and next steps.
• Maintain accurate opportunity, forecast, and next-step information in HubSpot.

What Success Looks Like

You’ll be successful in this role by consistently creating qualified new-business opportunities, building and maintaining sufficient pipeline, advancing opportunities through Machado’s defined sales process, and converting prospective clients into long term Machado relationships. For a fully productive TSE, the current performance model is built around approximately 12 new Closed-Won clients per year, or about 3 per quarter.

Success also means knowing your opportunities. You’ll be expected to understand the buyer’s business drivers, decision process, key stakeholders, timing, budget, competitive environment, and next steps, and maintain the CRM discipline necessary to support accurate forecasting and effective opportunity management.

What We’re Looking For

• 3-5 years of successful B2B sales or business development experience.
• Demonstrated ability to prospect and create new-logo opportunities.
• Experience managing a multi-step consultative sales process from initial outreach
  through close.
• Strong discovery, listening, questioning, and presentation skills.
• Confidence engaging business owners, executives, and senior decision makers.
• Strong personal accountability, organization, follow-up, and pipeline-management
  discipline.
• Experience working with a CRM; HubSpot experience is a plus.
• A collaborative, team approach and comfort working alongside technical experts.
• Experience selling IT services, managed services, cybersecurity, cloud,
  infrastructure, professional services, or another complex B2B service is a plus.

Compensation & Work Environment

• Base Salary: $60,000 - $70,000
• On-Target Earnings (OTE): Approximately $140,000 at target performance
• Target variable compensation of approximately $70,000 at target performance
• Variable compensation is based primarily on new Monthly Recurring Revenue
  (MRR), with higher commission opportunity for larger new-client MRR.
• Full-time position
• Hybrid work environment with in-person collaboration in Worcester,
  Massachusetts
• Professional growth and development opportunities

About Machado Consulting

Machado Consulting provides IT consulting and managed technology solutions designed around the unique needs and challenges of its clients. As a service-disabled veteran owned small business, we bring a strong commitment to integrity, service, collaboration, and client success.

If you’re a B2B salesperson who enjoys opening doors, asking great questions, solving meaningful business problems, and earning the opportunity to become a trusted advisor to your clients, we’d like to hear from you.