Senior Account Executive
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Job Description
Account Executive responsible for driving new revenue in the global IaaS and Hosting sector. Collaborating with technical teams to offer infrastructure solutions and manage customer relationships.
Responsibilities:
- Hunt & Close (New Business): Your primary drive is net-new revenue. You will identify, navigate, and close deals with customers who fit into our target ICP.
- Communicate Value: Move beyond feature dumping. You will diagnose a prospect's technical bottlenecks and quantify how our solution improves their efficiency, reduces risk, or increases their revenue.
- Land & Expand (Account Growth): You own the relationship. Once you close a deal, you will foster that partnership, identifying new opportunities within the account to increase wallet share.
- Orchestrate the Deal: Act as the "Quarterback," coordinating Solution Architects, Procurement, and Legal to manage complex sales cycles from discovery to signature.
- Pipeline Integrity: Maintain transparent pipeline coverage in Salesforce, ensuring accurate forecasting for both new logos and account growth.
- Other duties as assigned.
Requirements:
- Deep B2B sales experience specifically within the IaaS, Hosting, Data Center industries, or adjacent types of solution sales.
- Understanding of the ecosystem (Bare Metal, Public Cloud, Connectivity).
- Ability to explain complex technical concepts to non-technical stakeholders.
- 5-7+ years of experience in a closing role with demonstrable new business deals you sourced and won.
- Demonstrated understanding of modern IT environments: How infrastructure, storage, managed hosting, private cloud, and customer-owned environments integrate to support business outcomes.
- Strong foundation with growth mindset.
- At least ~60% of the required technical and commercial expertise and the drive to continuously learn, refine, and expand capabilities in a complex sales environment.
- Experience managing the full customer lifecycle, balancing the aggression needed for hunting with the empathy needed for account management.
- Energetic, competitive, and thrive in an entrepreneurial environment where you are fully responsible for your own book of business.
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