Vice President, Client Growth Sales

Socket.dev; Des Moines (IA); On-site; USD 140,000 - 210,000; Full time

Job summary

LightEdge Solutions in Des Moines, IA seeks a Regional VP, Client Growth Sales to lead the Installed Base sales across upper mid-market and enterprise accounts, driving expansion, migrations, and upgrades with IBM Power/VMware workloads. You will recruit and coach SAEs, build account plans, and maintain a validated pipeline in partnership with CXMs and Solutions Architecture.

The ideal leader has 15+ years of B2B tech sales, excels at cross-functional collaboration, and communicates effectively

Qualifications

• 15+ years in B2B technology/managed services sales with leadership of a quota-carrying team.
• Experience selling IT infrastructure, cloud, colocation or managed services; IBM Power/VMware familiarity preferred.
• Proven track record building and scaling sales teams using a defined sales methodology.
• Strong cross-functional collaboration with CXM, Solutions Architecture, Marketing and Channel teams.
• Data-driven pipeline management and executive-level communication.

Responsibilities

• Own and drive the IB sales strategy and pipeline, delivering growth targets for expansion opportunities.
• Lead, coach, and develop a team of IB Sales Account Executives with defined activity and pipeline standards.
• Build repeatable qualification and account-planning discipline (MEDPICC, whitespace mapping) for expansion opportunities.
• Partner with CXMs to align account health signals and ensure coordinated growth efforts.
• Collaborate with Solutions Architecture to map proposals to client outcomes and increase win rates.
• Maintain Sales Ops-validated pipeline reporting and accurate forecasting; minimize unvalidated data.
• Coordinate with Marketing and Channel on demand generation and co-sell motions.
• Represent the voice of the IB client in cross-functional planning, influencing product roadmap and pricing decisions.
• Recruit, hire, and ramp new SAEs; maintain leadership bench and succession plans.
• Report pipeline health, growth attainment, and team performance to the CSO and executive leadership.

Skills

MEDPICC

MEDDIC

BANT

Executive communication

Forecasting

Industry knowledge

Tools

MEDPICC

MEDDIC

BANT/BANDT

Job description

LightEdge Solutions is developing the IT solutions that will propel businesses forward over the next 10 years. Using a combination of shared and private/dedicated platforms, LightEdge has been successful in offering businesses alternatives that streamline operations, improve reliability and reduce costs.

If you are passionate about creating real solutions that help businesses with cutting-edge technology, want to be challenged to think out of the box and be in a position where you can impact change on a daily basis, then LightEdge can offer you a dynamic corporate environment built on teamwork and personal responsibility.

The Regional VP, Client Growth Sales leads Lightedge's Installed Base (IB) sales organization, owning revenue growth within our existing client portfolio. This role is responsible for driving scope expansion, upsell/cross-sell, migrations, and upgrades across upper mid-market and enterprise accounts running IBM Power and VMware/Private Cloud workloads. The VP builds and scales the team and motion that turns satisfied clients into expanding accounts — working in close partnership with the Client Experience (CXM) organization, which owns retention, renewals, and satisfaction, to ensure clients experience one coordinated team rather than two disconnected functions.

• Own and drive the IB sales strategy and pipeline, delivering against quarterly and annual growth targets for scope expansion, upsell/cross-sell, product migrations, and upgrades.
• Lead, coach, and develop a team of IB Sales Account Executives (SAEs), setting activity, pipeline, and results standards consistent with the Sales Management System.
• Build repeatable qualification and account-planning discipline (MEDPICC, whitespace mapping) so reps consistently uncover and pursue expansion opportunities.
• Partner with Client Experience Managers (CXMs) to maintain a shared, real-time view of account health, so growth signals and satisfaction/renewal risk are routed to the right owner without gaps.
• Partner with Solutions Architecture to ensure technical proposals map cleanly to client business outcomes and drive higher win rates on expansion deals.
• Own accurate, Sales Ops-validated pipeline reporting and forecasting for the IB motion; eliminate self-reported pipeline in favor of validated data.
• Collaborate with Marketing and Channel on demand generation and co-sell motions that surface new expansion opportunities within existing accounts.
• Represent the voice of the installed base client in cross-functional planning — product roadmap input, pricing, and packaging decisions.
• Recruit, hire, and ramp new SAEs; maintain a leadership bench and succession plan for the IB team.
• Report regularly to the CSO and executive leadership on IB pipeline health, growth attainment, and team performance against KPIs.

• Consistent quarter-over-quarter growth in expansion bookings (MRR) across the existing client base.
• Healthy, validated pipeline coverage against the IB quota, with clean MEDPICC/BANDT qualification at every stage.
• Low account "whitespace" - clients are proactively offered relevant new products/services well ahead of their own initiatives.
• Strong cross-functional trust with CXM, Solutions Architecture, and Channel, evidenced by smooth account handoffs and joint wins.
• A well-coached, retained IB SAE team with a clear development path and strong rep-level attainment.

• 15+ years of B2B technology/managed services sales experience, including 10+ years leading a quota-carrying sales team, ideally in an installed-base, account management, or customer growth capacity.
• Experience selling into IT infrastructure, cloud, colocation, or managed services environments; familiarity with IBM Power and/or VMware ecosystems strongly preferred.
• Track record of building and scaling a sales team against a documented sales methodology and management system (e.g., MEDDIC/MEDPICC, BANT/BANDT).
• Strong cross-functional collaborator, comfortable partnering with Customer Success/Client Experience, Solutions Architecture, Marketing, and Channel teams.
• Data-driven approach to pipeline management and forecasting; comfortable operating in a Sales Ops-validated reporting environment.
• Excellent executive communication skills, with experience presenting to senior leadership.

With over 20 years in business, LightEdge offers a full stack of best-in-class IT services delivering flexibility, security, and control. Our solutions include premier colocation across seven purpose-built data centers spanning Des Moines, IA, Kansas City, MO, Omaha, NE, Austin, TX, and Raleigh, NC, industry-leading private Infrastructure as a Service (IaaS) and cloud platforms, and the top global security and compliance measures. Our owned and operated facilities, integrated DR solutions, and premium compliant cloud choices make up a true Hybrid Cloud Solution Center. LightEdge annually undergoes third-party audits for ISO 20000-1, ISO 27001, HIPAA, PCI-DSS 3.2, and SSAE 18 SOC 1 Type II, SOC 2 Type II and SOC 3.