Senior Technical Account Executive

ABOUT THE ROLE:

As a Senior Technical Account Executive, you own the full sales cycle and your number: building and working your
own pipeline, leading technical discovery, shaping statements of work with clients and our delivery team, and
closing deals that are accurate, profitable, and deliverable. You pair MSP sales experience with enough technical
depth to earn credibility with IT leaders and executives alike, carrying opportunities from first touch through signed
agreement and a clean handoff to service delivery.
 

RESPONSIBILITIES: 

In this role, you'll get to...

• Own a full-cycle sales quota, building and closing a personal pipeline of new-business and expansion opportunities from first touch through signed agreement.
• Partner with leadership on sales strategy, including target verticals, account prioritization, and campaign planning.
• Generate, qualify, and nurture leads through outbound prospecting, inbound follow-up, referrals vendor/partner channels, and events.
• Lead technical discovery with prospects and existing clients to understand their environment, business drivers, risks, and buying criteria.
• Translate client needs into right-sized solutions across managed IT, cybersecurity, cloud, and project services, and present them clearly to both technical and executive audiences.
• Build, scope, and vet statements of work in partnership with clients and service delivery, ensuring scope, assumptions, effort, and pricing are accurate and deliverable.
• Prepare and deliver tailored proposals, presentations, and service demonstrations for each opportunity.
• Own negotiation and close, handling objections and structuring agreements independently, and engaging leadership on pricing exceptions and non-standard terms.
• Hand off closed deals to service delivery and onboarding with documented scope, commitments, and client contacts so nothing is lost in transition.
• Own the new logos you source and the expansion you drive within existing clients, coordinating with account managers on renewals, contract changes, and day-to-day relationship continuity.
• Maintain accurate CRM records and deliver a reliable, current pipeline forecast.
• Stay current on the MSP market, competitive landscape, and vendor ecosystem to sharpen positioning and solution recommendations.
• Perform other duties as assigned to support the evolving needs of the sales and service delivery organization

OTHER RESPONSIBILITIES: 

Discovery, Solutioning & Statements of Work

• Lead structured discovery sessions covering current environment, pain points, compliance requirements, growth plans, and decision process.
• Hold credible, peer-level technical conversations with IT directors, CIOs, and CISOs on infrastructure, identity, security operations, cloud strategy, and modernization priorities, and know when to bring in engineering for deeper validation.
• Assess prospect environments at a business-relevant level (endpoints, servers, network, cloud/SaaS, security posture, backup/DR) to inform scope and pricing.
• Read and interpret technical artifacts such as network diagrams, asset inventories, security assessment findings, and incumbent provider contracts, translating them into scope, risk, and pricing implications.
• Coordinate pre-sales technical assessments or audits with engineering resources when deeper validation is required.
• Design solution recommendations that map services to client outcomes, clearly distinguishing recurring managed services from one-time project work.
• Draft statements of work with clear scope, deliverables, assumptions, exclusions, dependencies, milestones, acceptance criteria, and client responsibilities.
• Vet every SOW with service delivery and engineering leads before it reaches the client, validating effort estimates, staffing, timelines, and technical feasibility.
• Build pricing and estimates in line with company pricing models and margin targets, flagging exceptions for leadership approval.
• Walk clients through SOWs line by line, resolving questions and gaps so expectations are fully aligned before signature.
• Manage SOW revisions and version control through negotiation, and support change orders when scope evolves after signature.
• Capture scoping decisions and lessons learned to continuously improve SOW templates, pricing models, and estimating accuracy

Pipeline Generation & Lead Management

• Build and execute a consistent outbound cadence (calls, email, LinkedIn, and personalized outreach) against defined activity and meeting targets.
• Research target accounts and stakeholders before outreach, tailoring messaging to industry, company size, and likely pain points.
• Qualify leads using a structured framework (e.g., BANT, MEDDICC), confirming need, budget, authority, timeline, and fit before advancing an opportunity.
• Follow up on every inbound lead, referral, and marketing-generated inquiry within defined response times.
• Run disciplined multi-touch follow-up sequences so no qualified lead goes cold without a documented disposition.
• Develop and leverage referral and partner channels, including vendors, distributors, complementary service firms, and existing clients.
• Collaborate with marketing on campaigns, events, webinars, and content that generate and accelerate pipeline.
• Represent the company at industry events, networking groups, and trade shows to build relationships and source opportunities.
• Nurture longer-cycle opportunities with relevant, value-add touchpoints until they are ready to engage.

Sales Strategies & Go-To Market

• Contribute to defining target verticals and buyer personas.
• Develop and refine messaging, value propositions, and competitive positioning against other MSPs and in-house IT.
• Build account plans for strategic opportunities, mapping stakeholders, decision criteria, competitive threats, and next steps.
• Bring field feedback to leadership on market trends, service gaps, pricing pressure, and win/loss patterns.
• Help build repeatable sales assets, including playbooks, discovery guides, proposal and SOW templates, and competitive battlecards.
• Track and report on pipeline health, conversion rates, deal size, and sales-cycle length to inform strategy and forecasting.

CRM & Pipeline Management

• Log every prospect and client interaction (calls, emails, meetings, and proposals) in the CRM so any team member can pick up context.
• Maintain accurate opportunity data at all times, including stage, value, close date, next step, decision-makers, and competition.
• Advance opportunities through defined sales stages with documented exit criteria (Lead → Qualified → Discovery → Proposal/SOW → Negotiation → Closed Won/Lost).
• Keep the forecast current and accurate, and come prepared to weekly pipeline reviews with clear next actions on every active deal.
• Record closed-lost reasons and competitive outcomes to support win/loss analysis.
• Store proposals, SOWs, and pricing in the CRM or document repository with clear version control.
• Coordinate with finance and service delivery to ensure closed-won deals are set up correctly in the PSA (contracts, projects, and billing).
• Review personal pipeline and follow-up tasks daily to prevent stalled deals and missed commitments.

REQUIREMENTS:

On day one, we'll expect you to…

• have 5+ years of quota-carrying B2B technology sales experience, with a track record of closing deals independently and meeting or exceeding bookings targets.
• have 3+ years selling managed IT services within a Managed Service Provider (MSP), MSSP, or IT solutions provider.
• possess ability to self-generate pipeline through outbound prospecting, not solely reliant on inbound leads.
• have hands-on experience building, scoping, and pricing statements of work for managed services and project engagements.
• possess solid technical foundation across core MSP service areas: Microsoft 365 and Google Workspace, endpoint management, networking, server and virtualization, cloud (Azure/GCP), backup/DR, and cybersecurity (EDR, SIEM, SOC services, email security, security awareness).
• have working familiarity with MSP tooling and commercial models, including PSA and RMM platforms per-user/per-device pricing, recurring vs. project revenue, and master service agreements.
• be fluent in current IT and security concepts, including identity and access management, zero trust, cloud migration and cost management, security operations, compliance frameworks, and AI/automation readiness, sufficient to engage IT leadership as a credible advisor.
• be proficient with a CRM (e.g., HubSpot, Salesforce) and disciplined pipeline management and forecasting habits.
• have comfort navigating complex, multi-stakeholder sales cycles and engaging confidently with everyone from IT managers to the C-suite.
• have strong discovery, consultative selling, presentation, and negotiation skills.
• possess exceptional English verbal and written communication skills, with the ability to produce proposals, SOWs, and executive summaries that are clear, accurate, and persuasive.
• have conflict resolution and interpersonal skills to thrive in a client-facing, cross-functional environment.
• be highly organized, self-directed, and accountable, with the ability to manage many concurrent opportunities without dropping follow-up.
• have a fully functional and up-to-date computer with which to perform duties be willing to install next generation end point protection on the computer
• be a US Citizen
• be willing to work within US Pacific timezone (8am - 5pm) or during client hours as required
• be willing to undergo a 90-days probationary period upon initial hire

NICE TO HAVES:

• Prior hands-on role as a technician, engineer, or consultant before moving into sales.
• Experience selling compliance-driven engagements (e.g., SOC 2, HIPAA, PCI DSS, CMMC) or AI and automation services.
• Experience selling advisory or fractional services such as vCIO/vCISO, technology roadmaps, or security assessments.
• An established network of IT and business leaders in mid-market organizations and/or private equity-backed portfolio companies.
• Formal certification in a structured sales methodology (e.g., MEDDICC, Challenger, Sandler, SPIN).
• Current, relevant certifications such as Google Cloud Digital Leader, Microsoft Azure Fundamentals or Security, Compliance & Identity Fundamentals, CompTIA Security+, AI fundamentals credentials (Microsoft, Google, or similar), or partner sales accreditations from security and cloud vendors.

NOTE: 

• This is a remote (work from home) job
• This is a base pay + commission structured job