Senior Major Account Executive - New Logo
New
J
JobgetherNetworking, security, cloud technology
Based in the United StatesFull-TimeSenior
SalaryAdvertised base salary of $140,000–$160,000, plus bonus or commission opportunities. The source listing also displays a separate salary range of $119,500–$178,090, so the applicable range should be confirmed with the hiring team.
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Job Details
- Experience
- At least seven years of successful technology sales experience
- Required Skills
- Salesforce
Requirements
- At least seven years of successful technology sales experience, preferably in a hunter-focused role acquiring new enterprise customers.
- Demonstrated success opening Fortune 1000 or similarly sized accounts and closing six-figure annual contract value opportunities.
- Ability to establish trusted C-level relationships; provide references from C-level executives at a minimum of three accounts where relationships were established and a product portfolio introduced.
- Track record of meeting or exceeding sales targets, generating new-business pipeline, and converting complex opportunities into revenue.
- Experience with consultative sales methodologies, Business Value Assessments, ROI models, and business cases.
- Ability to sell technology portfolios through multi-stakeholder engagements across executive, IT, cybersecurity, finance, risk, and security operations teams.
- Experience challenging incumbent technologies and positioning emerging solutions.
- Ability to develop relationships with resellers, hyperscalers, technology alliances, and other channel organizations.
- Experience using AI-powered sales intelligence, conversation intelligence, analytics, and account research tools; willingness to adopt emerging AI capabilities.
- Familiarity with CRM and sales platforms such as Salesforce, Clari, Highspot, LinkedIn Sales Navigator, ZoomInfo, or 6sense.
- Strong analytical and strategic thinking, negotiation, written and verbal communication, and executive presentation skills.
- Entrepreneurial mindset, organizational skills, and ability to work independently while collaborating with cross-functional teams.
- Bachelor's degree or equivalent relevant professional experience.
- Ability to work from a U.S. home office and manage the assigned enterprise territory.
Responsibilities
- Develop and execute territory and account plans using sales intelligence, analytics, and AI-enabled tools.
- Generate new customer opportunities for networking, security, and cloud solutions through outreach, marketing, partners, networking, and prospecting.
- Prospect business leaders through calls, email, social selling, and direct engagement; target 8–10 new-business customer interactions per week.
- Manage enterprise opportunities from discovery and qualification through solution positioning, negotiation, and closing.
- Apply MEDDPICC and opportunity analytics to assess deal health, identify gaps, and strengthen sales strategies.
- Build business cases using ROI models and Business Value Assessments for new-logo opportunities exceeding $50,000.
- Deliver at least one security workshop per month and seven security assessments per year.
- Develop co-selling strategies with resellers, hyperscalers, and technology alliance partners; hold at least two partner meetings per week and close at least one hyperscaler marketplace transaction per quarter.
- Maintain accurate CRM records and sales forecasts within plus or minus 10%.
- Use AI-enabled tools for account research, prospecting, opportunity analysis, and forecasting while validating outputs and protecting confidential information.
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