Account Executive, Advisory Services

Accountabilities

• Generate net-new business through outbound prospecting, strategic account targeting, networking, referrals, and relationship-building activities.
• Independently build and maintain a robust, self-sourced sales pipeline focused on customer acquisition and market expansion.
• Research target accounts, industry trends, technology developments, and competitive dynamics to develop relevant outreach and account strategies.
• Create and execute strategic account plans that support new customer acquisition, long-term relationships, and expansion opportunities.
• Own the full sales cycle from initial outreach and discovery through solution positioning, proposal development, negotiation, and contract close.
• Build trusted relationships with stakeholders across customer organizations, including executive and C-suite decision-makers.
• Conduct consultative discovery to understand business objectives, organizational priorities, pain points, buying processes, and strategic initiatives.
• Present compelling solution value propositions that connect technology capabilities to measurable customer and business outcomes.
• Coordinate cross-functional resources, including solutions engineering, customer success, marketing, product, sales development, and enablement teams, to advance opportunities.
• Partner with customer success teams to support retention, expansion, and long-term account growth.
• Conduct business reviews and strategic account discussions to uncover additional opportunities and maximize customer value.
• Maintain accurate CRM records, opportunity tracking, pipeline data, forecasting, and account documentation using platforms such as Salesforce.
• Consistently work toward and exceed sales quotas, pipeline generation objectives, and other performance metrics.
• Demonstrate persistence and resilience when managing objections, competitive situations, extended sales cycles, and rejection.
• Stay current on technology and telecommunications trends, customer buying behaviors, market developments, and emerging solutions.
• Travel within the assigned territory as needed to support customer meetings and business development activities.

Requirements

• 7+ years of proven full-cycle sales experience within the technology and/or telecommunications industry, with a strong emphasis on new business development.
• Demonstrated ability to independently prospect, generate pipeline, penetrate target accounts, and close net-new customers.
• Experience selling to multiple organizational levels, including directors, VPs, executives, and C-suite stakeholders.
• Strong understanding of consultative and solution-based selling, strategic account planning, land-and-expand strategies, and complex enterprise sales processes.
• Ability to build and deliver compelling presentations tailored to technical, business, and executive audiences.
• Experience orchestrating cross-functional teams and resources to move opportunities forward and deliver customer outcomes.
• Knowledge of technology and telecommunications products, industry trends, competitive dynamics, and enterprise buying behaviors.
• Familiarity with CRM platforms such as Salesforce, sales engagement tools, pipeline management, forecasting, and sales performance metrics.
• Channel experience is strongly preferred, particularly for candidates who have worked beyond an exclusively direct-sales environment.
• An established network of client relationships is highly valued and can help accelerate pipeline development.
• Strong negotiation, closing, communication, presentation, relationship-building, and stakeholder-influence skills.
• Excellent organizational and time-management abilities, with the capacity to prioritize multiple complex opportunities simultaneously.
• Strong analytical and problem-solving skills, with the ability to use account data, customer insights, and sales metrics to inform decisions.
• High degree of adaptability, coachability, self-motivation, persistence, and competitive drive.
• Comfortable working independently and taking ownership in a fast-paced, evolving, performance-driven environment.
• Ability to remain professional and focused through rejection, changing priorities, and lengthy sales cycles.
• Bachelor's degree is encouraged but not required.
• Candidates must be authorized to work in the United States; employment sponsorship is not available for this position.

Benefits

• Fixed annual base salary of $120,000–$140,000 USD, with no room for negotiation.
• Commission and residual compensation structure in addition to base salary.
• Top performers can earn an average first-year OTE of approximately $160,000.
• Unlimited earning potential beyond the first year based on performance.
• Remote work environment.
• Opportunity to advise organizations on strategic technology investments across cloud, connectivity, networking, cybersecurity, AI, and related solutions.
• Collaborative environment with access to cross-functional sales, solutions, customer success, marketing, product, and enablement resources.
• Opportunities to build a high-value book of business and expand long-term client relationships.
• Reasonable workplace and application accommodations available for qualified individuals with disabilities.
• Compensation is determined based on factors including location, experience, and job-related skills.
• Equal opportunity employment environment focused on fair consideration for qualified applicants.