Sr. Account Executive

Schurz Communications
US - Michigan - Ann Arbor
December 14, 2024
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The Sr. Account Executive (Enterprise Direct Sales) is empowered to enable growth in our clients and add new logo accounts. The person filling this role will have a high degree of technical knowledge and will manage, grow, and retain/renew an assigned subset of existing accounts while also adding new accounts.

This position is being filled in one of the following locations: Ann Arbor, MI, Indianapolis, IN, Denver, CO, Austin, TXRole Responsibilities

Target customers in the C-suite to create win-win solutions in a highly consultative manner, in a competitive landscape that addresses business issues and delivers positive business outcomes
Identify, scope, price and secure commitments for add-on and net new business while addressing customer administrative, billing and contracting needs.
Effectively organize workload to exceed sales quotas and related metrics, and accurately forecast all pipeline revenue opportunities in a timely manner, using Salesforce.com
Manage the sales process from outbound prospecting, understanding requirements, presenting and demonstrating offerings solutions, closing sales orders, and delivering customer requirements to operations
Handle price negotiations with a focus on value-based selling and positioning Otava's core differentiators that enables potential customers to identify value received for their commitments to us
Coordinate with solution architects, sales engineering and operations to ensure that the customer's technical and delivery requirements can be achieved before an order is secured
Work closely with internal teams to maximize customer experience
Other duties as required to assist the Otava sales team in achieving their objectives

Experience

Fifteen or more years of experience in outside technical sales
At least five years must be in selling cloud and hosted solutions
Track record of consistently meeting or exceeding activity, pipeline and revenue objectives
Consultative solution selling expertise - selling solutions and capabilities, not just products - and including track record of success with selling to VP/SVP/EVP/CXO level
Extensive field sales experience in Public (AZURE/AWS) & VMware based Private Cloud
Extensive field sales experience in DRaaS, Data Backup, and IT Migration
Extensive field sales experience in Professional Services, Networking, and Security
Must be self-motivated and able to work independently and as part of a team
Success closing new accounts while working with existing accounts
Working with potential customers and internal technical resources to identify, cultivate, and close deals
Proven track record with complex enterprise-level IT environments, including understanding of servers, networking, hosting, colocation, and data centers
Strong verbal and written communications skills
Strong whiteboard presentation and selling skills
Extensive field sales experience in complex contract negotiation
Self-starter with strong work ethic with a "can-do" positive attitude

Required Knowledge, Skills, and Abilities

Fifteen or more years of experience in outside or field technical sales
At least five years in selling cloud and hosting solutions
Understand the products in depth and be able build solutions and communicate value to customers.
Desire to be a part of the fast-paced, high-energy entrepreneurial experience
Ability to close new accounts while working with existing accounts
Self-starter with strong work ethic with a "can-do" positive attitude
Proven track record of exceeding activity, pipeline, and revenue targets
Consistent ability to forecast sales activity accurately
Consultative solution selling expertise - selling solutions and capabilities, not just products - and including track record of success with C-suite prospective customer personnel
Demonstrated track record in overachieving objectives and ability to close sales
Proficient with Salesforce.com, Microsoft Office suite, phone skills, face-to-face selling, and solution sales
Desire to be a part of the fast-paced, high-energy entrepreneurial experience
Proven track record with complex enterprise-level IT environments, including understanding of servers, networking, hosting, colocation, and data centers

Education

Bachelor's Degree

License or Certification (willing to complete in established timeframe)

Salesforce or any CRM
Azure Fundamentals - AZ900
M365 Fundamentals - MS900
VMWare Sales Professional - VSP
Veeam Sales Professional - VMSP or VMTSP

What We Offer:

Remote work, competitive salary, OTE ($180K - $250K) 401(k) match, medical, dental, vision, and life insurance, generous PTO, paid volunteer time off, paid parental leave, and working with world-class co-workers who are just as dedicated and as awesome as you are.

What about Otava?

At Otava, we are people empowering people to enable growth and we are excited for you to join us!

As a global leader in secure, compliant, enterprise-class cloud hosting, we deliver a full range of solutions from colocation to private and hybrid cloud computing. We're creative thinkers who love to serve others, automate where possible, and change when required. Above all, we love to help our clients. We aim for superior client service in everything we do and strive to get even better.

Read the full job description and apply online on the recuiter's web-site

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