Account Executive - Washington, DC

OVERVIEW

The Cloud Sales Account Executive – Washington, DC is responsible for driving new logo sales and nurturing the growth of existing accounts. In this role, you will wear multiple hats including hands-on sales engagements, identifying target companies, uncover customer’s challenges to create sales opportunities, and introduce CloudHesive’s value proposition. The primary focus of this role is to sell technology services in a defined territory by identifying, qualifying, and closing new opportunities as well as managing the entire sales process from business development prospecting and specifications through contract negotiations, signing, and post-sales support for assigned accounts.

RESPONSIBILITIES

• Grow market share in territory by locating, negotiating, and closing sales opportunities, including developing business relationships with 3rd parties.

• Collaborate with technical staff to create, present, and refine detailed proposals with technology solutions that will meet the client’s needs.

• Establish, build, and maintain relationships with AWS and other market partners.

• Maintain communication and reporting cadence with key stakeholders at AWS.

• Track and report on individual leads and opportunities, as well as overall pipeline and business results in your territory.

• Evaluate insights from customer interactions, identify opportunities for further business process improvements, and prepare a compelling business case including pain points, cost justifications, and high impact needs that can be addressed by CloudHesive.

• Assist more junior Account Executives in preparing business cases and prepping for customer calls.

• Ensure customer needs and issues are addressed quickly and delegate to the appropriate team within CloudHesive; track ongoing issues and suggest fixes.

• Consistent communication with new and existing clients to ensure satisfaction with the sales and on-boarding process.

• Partner with the senior leadership and professional services to deliver excellent service, including the on-boarding process, to current and prospective clients.

• Accurately track and forecast opportunities, create, and articulate client specific value proposition, business case and win strategy for all opportunities.

• Deliver assigned sales quotas.

• Collaborate with Business Development (internal demand generation reps) on prospecting campaigns.

• Other duties as assigned or as become evident.

QUALIFICATIONS

• Bachelor’s degree (B.A.) from a four-year college or university is preferred.

• Must be comfortable and articulate in client-facing solution selling.

• Prior experience in selling managed services or cloud/hybrid services.

• Strong presentation, oral and written communication skills a must.

• Must be knowledgeable with the following technologies:

• Amazon Web Services and/or other cloud technologies; Contact Center and Unified Communications; Virtualization technologies; Managed Services.

REQUIREMENTS

• Ability to work in technology-related sales or business development.

• Ability to work in consultative selling of professional and/or managed services.

• Ability to manage complex sales cycles; strong closing skills.

• Ability to manage contract negotiation and redlining.

• Excellent written and verbal communication skills; ability to communicate with c-suite executives.

CERTIFICATES

• AWS Cloud Practitioner certification to be achieved within the first 30 days of employment at CloudHesive.

TRAVEL REQUIREMENTS

• Must be able and willing to manage 40% or more travel.

SUPERVISORY RESPONSIBILITIES

• This job has no supervisory responsibilities.