Mid-Market Account Executive - MSP/MSSP
MtTalent ·www.mttalent.ca
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BASIC FUNCTION:
The function of the Emerging Mid-Market Account Executive is to develop a list of mid-market accounts and to identify, solicit, develop, and close IT and Cybersecurity-Compliance hardware, software, services bundles and managed solutions sales opportunities within Wealth Management (Aggregators), ISV/SaaS, Construction (Consolidators), and emerging markets.
QUALIFICATIONS:
The following are the principal qualifications for this position:
General
· Strong Rapport Building, Verbal and Written Executive-Level and Multi-Departmental Communications, Planning, Time-Management, Consultative Selling, Reporting, Partner Management.
· Positive, Uplifting, Proactive Nature.
· Tenacious Attitude, Self-starter, Willing to Go the "Extra Mile".
· Ability to Work Collaboratively with Strategic Partners, and Enterprise Accounts.
· Excellent Communications, Customer Relationship Development, Leadership, and Presentations Skills.
Strategic and Daily Emerging Mid-Market Selling and Business Development
· Ability to Understand Mid-Market and Partner End-Customer Needs, Goals, Objectives, and Identify IT, Cyber, and Compliance Solutions to Address the Needs.
· Demonstrates Persistence and Determination in the Development of Short-Term, Mid-Term, Long-Term Sales Opportunities with Mid-Market Aggregators, Consolidators, and ISV/SaaS Mid-Market Relationships.
· Consistently and Persistently Develops Relationships with Mid-Market End-Customer Contacts, Expanding them Into Longer-Term, Multi-Year Customers.
· Engage and Communicate Effectively with Existing and Net-New Contacts and End-Customer Executives to Achieve Sales and Gross Profit Goals and Budgets.
· Interact Professionally and Effectively with Senior-Level Decision Makers in Business and Solutioning Discussions.
· Proactively Drives Account Planning, QBRs, Sales and Establishes and Coordinates Opportunity Reviews with Internal Engagement Managers and Solutions Engineers Supporting Mid-market Accounts.
· Strong Ability to Gather, Document, and Understand End-Customer IT, Security, and Business Needs, Goals, Objectives, Initiatives, then Document and Communicate that Information to Internal Engineering and Partner Team Members.
Education & Experience
· 5+ Years of Experience, Knowledge, and Success Selling Aggregators, Consolidators, or Mid-Market Companies (50-2,000 FTEs) and selling $50K-$150K+ complex IT/Cyber/Software solutions.
· 3-5+ Years of Working with Marketing to Deploy Direct and Channel Marketing Campaigns, Programs, Sales Plans into Aggregators, Consolidators, or Mid-market Companies.
· 5+ Years of Driving Outbound Sales Calls, Emails, Meetings, and Participating in Tradeshows, Roundtables, and In-Market Events to Build Rapport and Relationships with C-Levels or Decision Makers in Aggregators, Consolidators, or Mid-Market Companies.
· Successful (over-quota) History of Driving Sales, Pipeline, Opportunities, and Securing New Multi-Year, Contracts or MRR Agreements.
· 5+ Years of Building Regions, Territories, Driving Account Planning, Management, QBRs, and Upselling Aggregators, Consolidators, or Mid-Market Companies.
· Bachelor's Degree, Prior Business Ownership, or Comparable Work Experience is Required.
AUTHORITIES:
The following are principal authorities granted to this position:
· Exercise the Responsibilities and Perform the Duties of the Position.
MAJOR DUTIES:
The following are the duties for this position:
· Work with Marketing to Review and Prioritize a List of the Top 150-200 Mid-Market Aggregators, Consolidators and Customer Accounts, Across All Markets, Initially Focused on 50-2000 FTEs/Seats or Agreements over $15K ACV
· Work with Marketing and CRO to Define Campaigns, Sales Plans, Sales Plays, Approaches to the Target Mid-Market List.
· Drive Outbound Sales Calls, Emails, Social Media Outreach, and In Market Events to Build Rapport, Relationships with CXOs in Top Accounts.
· Sells Mid-Market Partners, Companies in Aggregator, Consolidator Portfolios.
· Drives Account Planning, Expansion, Upselling in Target Mid-Market Customers.
· Drive Sales Pursuits, Pipeline Opportunities, and Secure New Multi-Year MRR Agreements.
· Supports CRMs and Delivery with QBRs, Roadmap Discussions in Top Mid-Market Accounts.
· Support CRMs and Delivery with QBRs, Roadmap, Voice of the Customer, and Strategic Discussions in Top 20 Target Mid-Market Accounts.
· Share Best Practices with Other Sales Team Members + Track and Report on Account Activities, Plans, Pipeline and Top Opps to CRO and Team.
Other
· Promote Positive Relations Between Company and Mid-Market Accounts, OEM Partners, Alliances, and Vendors.
· Promote Positive Environment in Sales and Marketing Department and Between other Internal Groups.
· Provide Input to and Help Promote Company Sales Best Practices.
MAJOR RESPONSIBILITIES:
· Perform All Duties in a Timely and Professional Manner.
PERFORMANCE EVALUATION CRITERIA:
· Ability to Achieve Net New Pipeline and Pipeline Ratio Targets in the First 3-4 months and Quota Targets in 14-16 Months.
· Ability to Activate and Grow Revenues in Enterprise Relationships.
· Ability to Develop Relationships and New Sales Opportunities within Assigned Accounts.
· Ability to Move End-Customer Sales Opportunities through the Sales Pipeline.
· Ability to Contribute to Pipeline Growth Across all Company Portfolio Areas.
· Ability to Accurately Score, Rank and Categorize Pipeline Opportunities based on Company Sales Standards.
· Ability to Work with Outside Professionals and Organizations to Achieve Sales Goals.
· Ability to Work as a Team Player and Willingness to Share Knowledge with Others.
· Ability to Meet Deadlines, Both Internal and External.
· Accuracy and Timeliness of Internal Paperwork.
· Actively Participate in Sales Team Meetings, Providing Input, and Meeting Commitments.
· Ability to Create a Positive Image of the Company within the IT Industry and/or Community.
· Ability to Compete Goals Set in Regular Evaluation Goal Setting Sessions.
· Willingness to Perform Other Work for the Benefit of the Company as Directed.
The function of the Emerging Mid-Market Account Executive is to develop a list of mid-market accounts and to identify, solicit, develop, and close IT and Cybersecurity-Compliance hardware, software, services bundles and managed solutions sales opportunities within Wealth Management (Aggregators), ISV/SaaS, Construction (Consolidators), and emerging markets.
QUALIFICATIONS:
The following are the principal qualifications for this position:
General
· Strong Rapport Building, Verbal and Written Executive-Level and Multi-Departmental Communications, Planning, Time-Management, Consultative Selling, Reporting, Partner Management.
· Positive, Uplifting, Proactive Nature.
· Tenacious Attitude, Self-starter, Willing to Go the "Extra Mile".
· Ability to Work Collaboratively with Strategic Partners, and Enterprise Accounts.
· Excellent Communications, Customer Relationship Development, Leadership, and Presentations Skills.
Strategic and Daily Emerging Mid-Market Selling and Business Development
· Ability to Understand Mid-Market and Partner End-Customer Needs, Goals, Objectives, and Identify IT, Cyber, and Compliance Solutions to Address the Needs.
· Demonstrates Persistence and Determination in the Development of Short-Term, Mid-Term, Long-Term Sales Opportunities with Mid-Market Aggregators, Consolidators, and ISV/SaaS Mid-Market Relationships.
· Consistently and Persistently Develops Relationships with Mid-Market End-Customer Contacts, Expanding them Into Longer-Term, Multi-Year Customers.
· Engage and Communicate Effectively with Existing and Net-New Contacts and End-Customer Executives to Achieve Sales and Gross Profit Goals and Budgets.
· Interact Professionally and Effectively with Senior-Level Decision Makers in Business and Solutioning Discussions.
· Proactively Drives Account Planning, QBRs, Sales and Establishes and Coordinates Opportunity Reviews with Internal Engagement Managers and Solutions Engineers Supporting Mid-market Accounts.
· Strong Ability to Gather, Document, and Understand End-Customer IT, Security, and Business Needs, Goals, Objectives, Initiatives, then Document and Communicate that Information to Internal Engineering and Partner Team Members.
Education & Experience
· 5+ Years of Experience, Knowledge, and Success Selling Aggregators, Consolidators, or Mid-Market Companies (50-2,000 FTEs) and selling $50K-$150K+ complex IT/Cyber/Software solutions.
· 3-5+ Years of Working with Marketing to Deploy Direct and Channel Marketing Campaigns, Programs, Sales Plans into Aggregators, Consolidators, or Mid-market Companies.
· 5+ Years of Driving Outbound Sales Calls, Emails, Meetings, and Participating in Tradeshows, Roundtables, and In-Market Events to Build Rapport and Relationships with C-Levels or Decision Makers in Aggregators, Consolidators, or Mid-Market Companies.
· Successful (over-quota) History of Driving Sales, Pipeline, Opportunities, and Securing New Multi-Year, Contracts or MRR Agreements.
· 5+ Years of Building Regions, Territories, Driving Account Planning, Management, QBRs, and Upselling Aggregators, Consolidators, or Mid-Market Companies.
· Bachelor's Degree, Prior Business Ownership, or Comparable Work Experience is Required.
AUTHORITIES:
The following are principal authorities granted to this position:
· Exercise the Responsibilities and Perform the Duties of the Position.
MAJOR DUTIES:
The following are the duties for this position:
· Work with Marketing to Review and Prioritize a List of the Top 150-200 Mid-Market Aggregators, Consolidators and Customer Accounts, Across All Markets, Initially Focused on 50-2000 FTEs/Seats or Agreements over $15K ACV
· Work with Marketing and CRO to Define Campaigns, Sales Plans, Sales Plays, Approaches to the Target Mid-Market List.
· Drive Outbound Sales Calls, Emails, Social Media Outreach, and In Market Events to Build Rapport, Relationships with CXOs in Top Accounts.
· Sells Mid-Market Partners, Companies in Aggregator, Consolidator Portfolios.
· Drives Account Planning, Expansion, Upselling in Target Mid-Market Customers.
· Drive Sales Pursuits, Pipeline Opportunities, and Secure New Multi-Year MRR Agreements.
· Supports CRMs and Delivery with QBRs, Roadmap Discussions in Top Mid-Market Accounts.
· Support CRMs and Delivery with QBRs, Roadmap, Voice of the Customer, and Strategic Discussions in Top 20 Target Mid-Market Accounts.
· Share Best Practices with Other Sales Team Members + Track and Report on Account Activities, Plans, Pipeline and Top Opps to CRO and Team.
Other
· Promote Positive Relations Between Company and Mid-Market Accounts, OEM Partners, Alliances, and Vendors.
· Promote Positive Environment in Sales and Marketing Department and Between other Internal Groups.
· Provide Input to and Help Promote Company Sales Best Practices.
MAJOR RESPONSIBILITIES:
· Perform All Duties in a Timely and Professional Manner.
PERFORMANCE EVALUATION CRITERIA:
· Ability to Achieve Net New Pipeline and Pipeline Ratio Targets in the First 3-4 months and Quota Targets in 14-16 Months.
· Ability to Activate and Grow Revenues in Enterprise Relationships.
· Ability to Develop Relationships and New Sales Opportunities within Assigned Accounts.
· Ability to Move End-Customer Sales Opportunities through the Sales Pipeline.
· Ability to Contribute to Pipeline Growth Across all Company Portfolio Areas.
· Ability to Accurately Score, Rank and Categorize Pipeline Opportunities based on Company Sales Standards.
· Ability to Work with Outside Professionals and Organizations to Achieve Sales Goals.
· Ability to Work as a Team Player and Willingness to Share Knowledge with Others.
· Ability to Meet Deadlines, Both Internal and External.
· Accuracy and Timeliness of Internal Paperwork.
· Actively Participate in Sales Team Meetings, Providing Input, and Meeting Commitments.
· Ability to Create a Positive Image of the Company within the IT Industry and/or Community.
· Ability to Compete Goals Set in Regular Evaluation Goal Setting Sessions.
· Willingness to Perform Other Work for the Benefit of the Company as Directed.
Frequently asked questions
Who is hiring for the Mid-Market Account Executive - MSP/MSSP role?
MtTalent is hiring for the Mid-Market Account Executive - MSP/MSSP position, a Shazamme client. Apply directly on the employer's career site.
Where is the Mid-Market Account Executive - MSP/MSSP job located?
The Mid-Market Account Executive - MSP/MSSP role with MtTalent is based in Phoenix, AZ, US.
Is the Mid-Market Account Executive - MSP/MSSP role full-time or contract?
This is a full time position at MtTalent.
What experience level is the Mid-Market Account Executive - MSP/MSSP role?
The Mid-Market Account Executive - MSP/MSSP position is aimed at mid-level candidates.
How do I apply for the Mid-Market Account Executive - MSP/MSSP role at MtTalent?
Apply directly on MtTalent's career page via the Apply button on this listing. ZammeJobs links straight through to the employer's ATS — no third-party form, no resume database.