Client Account Executive
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Job Description
Enterprise sales executive expanding Calero’s existing customer accounts across telecom, mobility, SaaS, cloud, and AI technology management. Driving expansion revenue, executive relationships, pipeline, and enterprise deal closure.
Responsibilities:
- Own and achieve gross expansion bookings and incremental ARR targets across an assigned portfolio of existing enterprise customers
- Identify, qualify, develop, and close new revenue opportunities across Calero’s product and services portfolio
- Develop strategic account growth plans identifying whitespace, new buying centers, business units, geographies, stakeholders, and solution opportunities
- Expand Calero’s footprint across Telecom Expense Management (TEM), Managed Mobility Services (MMS), SaaS, Cloud, and emerging AI-related technology management opportunities
- Proactively create demand and develop new opportunities within the installed customer base
- Build and maintain gross expansion pipeline to achieve bookings and ARR targets
- Develop trusted relationships with senior executives and decision-makers across IT, Finance, Procurement, Technology, Infrastructure, Mobility, Cloud, and Vendor Management
- Conduct strategic discovery, uncover business challenges, and identify opportunities for measurable financial, operational, and strategic value
- Develop value propositions and ROI-driven business cases
- Navigate complex enterprise sales cycles involving multiple stakeholders, business units, procurement, legal teams, and executives
- Coordinate Solution Consulting, Product, Customer Success, Operations, and Executive Leadership resources
- Lead commercial negotiations through contract execution and close
- Maintain strategic account plans, organizational maps, whitespace plans, opportunity data, pipeline, and forecasts in Salesforce and other sales systems
- Provide accurate and timely gross expansion forecasts
Requirements:
- Candidates must reside in the South-Central region of the US
- Up to 50% travel required
- Domain expertise in Managed Mobility Services (MMS)
- Experience with Telecom Expense Management (TEM)
- Proven Enterprise Account Executive and consultative sales experience
- Demonstrated success selling complex technology and managed services solutions into large enterprise organizations
- Track record of driving revenue growth and expanding existing enterprise customer relationships
- Experience identifying, developing, and closing expansion opportunities across an established customer base
- Demonstrated ability to uncover whitespace and penetrate new buying centers, business units, geographies, and executive relationships within complex enterprise accounts
- Strong executive presence with demonstrated ability to establish credibility and lead strategic conversations with senior IT, Finance, Procurement, and Technology executives
- Experience navigating complex, matrixed organizations with multiple stakeholders and decision-makers
- Strong business and financial acumen with the ability to develop ROI-driven business cases and articulate measurable customer value
- Experience managing complex, multi-stakeholder enterprise sales cycles from discovery through contract execution
- Experience with global enterprises, regulated industries, and/or Fortune 1000 organizations preferred
- Bachelor’s degree or equivalent experience preferred
- Proficiency with Salesforce and other required sales systems
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