Senior Technical Account Executive

RESPONSIBILITIES: 

In this role, you'll get to...

• Own a full-cycle sales quota, building and closing a personal pipeline of new-business and expansion opportunities from first touch through signed agreement.
• Partner with leadership on sales strategy, including target verticals, account prioritization, and campaign planning.
• Generate, qualify, and nurture leads through outbound prospecting, inbound follow-up, referrals vendor/partner channels, and events.
• Lead technical discovery with prospects and existing clients to understand their environment, business drivers, risks, and buying criteria.
• Translate client needs into right-sized solutions across managed IT, cybersecurity, cloud, and project services, and present them clearly to both technical and executive audiences.
• Build, scope, and vet statements of work in partnership with clients and service delivery, ensuring scope, assumptions, effort, and pricing are accurate and deliverable.
• Prepare and deliver tailored proposals, presentations, and service demonstrations for each opportunity.
• Own negotiation and close, handling objections and structuring agreements independently, and engaging leadership on pricing exceptions and non-standard terms.
• Hand off closed deals to service delivery and onboarding with documented scope, commitments, and client contacts so nothing is lost in transition.
• Own the new logos you source and the expansion you drive within existing clients, coordinating with account managers on renewals, contract changes, and day-to-day relationship continuity.
• Maintain accurate CRM records and deliver a reliable, current pipeline forecast.
• Stay current on the MSP market, competitive landscape, and vendor ecosystem to sharpen positioning and solution recommendations.
• Perform other duties as assigned to support the evolving needs of the sales and service delivery organization

OTHER RESPONSIBILITIES: 

Discovery, Solutioning & Statements of Work

• Lead structured discovery sessions covering current environment, pain points, compliance requirements, growth plans, and decision process.
• Hold credible, peer-level technical conversations with IT directors, CIOs, and CISOs on infrastructure, identity, security operations, cloud strategy, and modernization priorities, and know when to bring in engineering for deeper validation.
• Assess prospect environments at a business-relevant level (endpoints, servers, network, cloud/SaaS, security posture, backup/DR) to inform scope and pricing.
• Read and interpret technical artifacts such as network diagrams, asset inventories, security assessment findings, and incumbent provider contracts, translating them into scope, risk, and pricing implications.
• Coordinate pre-sales technical assessments or audits with engineering resources when deeper validation is required.
• Design solution recommendations that map services to client outcomes, clearly distinguishing recurring managed services from one-time project work.
• Draft statements of work with clear scope, deliverables, assumptions, exclusions, dependencies, milestones, acceptance criteria, and client responsibilities.
• Vet every SOW with service delivery and engineering leads before it reaches the client, validating effort estimates, staffing, timelines, and technical feasibility.
• Build pricing and estimates in line with company pricing models and margin targets, flagging exceptions for leadership approval.
• Walk clients through SOWs line by line, resolving questions and gaps so expectations are fully aligned before signature.
• Manage SOW revisions and version control through negotiation, and support change orders when scope evolves after signature.
• Capture scoping decisions and lessons learned to continuously improve SOW templates, pricing models, and estimating accuracy

• Build and execute a consistent outbound cadence (calls, email, LinkedIn, and personalized outreach) against defined activity and meeting targets.
• Research target accounts and stakeholders before outreach, tailoring messaging to industry, company size, and likely pain points.
• Qualify leads using a structured framework (e.g., BANT, MEDDICC), confirming need, budget, authority, timeline, and fit before advancing an opportunity.
• Follow up on every inbound lead, referral, and marketing-generated inquiry within defined response times.
• Run disciplined multi-touch follow-up sequences so no qualified lead goes cold without a documented disposition.
• Develop and leverage referral and partner channels, including vendors, distributors, complementary service firms, and existing clients.
• Collaborate with marketing on campaigns, events, webinars, and content that generate and accelerate pipeline.
• Represent the company at industry events, networking groups, and trade shows to build relationships and source opportunities.
• Nurture longer-cycle opportunities with relevant, value-add touchpoints until they are ready to engage.

• Contribute to defining target verticals and buyer personas.
• Develop and refine messaging, value propositions, and competitive positioning against other MSPs and in-house IT.
• Build account plans for strategic opportunities, mapping stakeholders, decision criteria, competitive threats, and next steps.
• Bring field feedback to leadership on market trends, service gaps, pricing pressure, and win/loss patterns.
• Help build repeatable sales assets, including playbooks, discovery guides, proposal and SOW templates, and competitive battlecards.
• Track and report on pipeline health, conversion rates, deal size, and sales-cycle length to inform strategy and forecasting.

• Log every prospect and client interaction (calls, emails, meetings, and proposals) in the CRM so any team member can pick up context.
• Maintain accurate opportunity data at all times, including stage, value, close date, next step, decision-makers, and competition.
• Advance opportunities through defined sales stages with documented exit criteria (Lead → Qualified → Discovery → Proposal/SOW → Negotiation → Closed Won/Lost).
• Keep the forecast current and accurate, and come prepared to weekly pipeline reviews with clear next actions on every active deal.
• Record closed-lost reasons and competitive outcomes to support win/loss analysis.
• Store proposals, SOWs, and pricing in the CRM or document repository with clear version control.
• Coordinate with finance and service delivery to ensure closed-won deals are set up correctly in the PSA (contracts, projects, and billing).
• Review personal pipeline and follow-up tasks daily to prevent stalled deals and missed commitments.

REQUIREMENTS:

On day one, we'll expect you to…

• have 5+ years of quota-carrying B2B technology sales experience, with a track record of closing deals independently and meeting or exceeding bookings targets.
• have 3+ years selling managed IT services within a Managed Service Provider (MSP), MSSP, or IT solutions provider.
• possess ability to self-generate pipeline through outbound prospecting, not solely reliant on inbound leads.
• have hands-on experience building, scoping, and pricing statements of work for managed services and project engagements.
• possess solid technical foundation across core MSP service areas: Microsoft 365 and Google Workspace, endpoint management, networking, server and virtualization, cloud (Azure/GCP), backup/DR, and cybersecurity (EDR, SIEM, SOC services, email security, security awareness).
• have working familiarity with MSP tooling and commercial models, including PSA and RMM platforms per-user/per-device pricing, recurring vs. project revenue, and master service agreements.
• be fluent in current IT and security concepts, including identity and access management, zero trust, cloud migration and cost management, security operations, compliance frameworks, and AI/automation readiness, sufficient to engage IT leadership as a credible advisor.
• be proficienct with a CRM (e.g., HubSpot, Salesforce) and disciplined pipeline management and forecasting habits.
• have comfort navigating complex, multi-stakeholder sales cycles and engaging confidently with everyone from IT managers to the C-suite.
• have strong discovery, consultative selling, presentation, and negotiation skills.
• possess exceptional English verbal and written communication skills, with the ability to produce proposals, SOWs, and executive summaries that are clear, accurate, and persuasive.
• have conflict resolution and interpersonal skills to thrive in a client-facing, cross-functional environment.
• be highly organized, self-directed, and accountable, with the ability to manage many concurrent opportunities without dropping follow-up.
• have a fully functional and up-to-date computer with which to perform duties be willing to install next generation end point protection on the computer
• be a US Citizen
• be willing to work within US Pacific timezone (8am - 5pm) or during client hours as required
• be willing to undergo a 90-days probationary period upon initial hire

NICE TO HAVES:

• Prior hands-on role as a technician, engineer, or consultant before moving into sales.
• Experience selling compliance-driven engagements (e.g., SOC 2, HIPAA, PCI DSS, CMMC) or AI and automation services.
• Experience selling advisory or fractional services such as vCIO/vCISO, technology roadmaps, or security assessments.
• An established network of IT and business leaders in mid-market organizations and/or private equity-backed portfolio companies.
• Formal certification in a structured sales methodology (e.g., MEDDICC, Challenger, Sandler, SPIN).
• Current, relevant certifications such as Google Cloud Digital Leader, Microsoft Azure Fundamentals or Security, Compliance & Identity Fundamentals, CompTIA Security+, AI fundamentals credentials (Microsoft, Google, or similar), or partner sales accreditations from security and cloud vendors.

• This is a remote (work from home) job
• This is a base pay + commission structured job