This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Strategic Account Executive West Coast based in United States.
This is a high-impact, hunter-focused sales role centered on driving growth across the SMB market. You will acquire new customers while expanding existing relationships through strategic cross-selling and account development. The role focuses on managed IT, cybersecurity, cloud, Microsoft 365, compliance, productivity, and AI solutions. You will act as a trusted advisor to business owners and executive decision-makers, connecting technology solutions to measurable business outcomes. Success will be measured through new-logo acquisition, recurring revenue growth, expansion, product attachment, and customer lifetime value. You will work closely with technical, customer success, marketing, and service delivery teams in a consultative, collaborative environment. The position is fully remote, with a strong emphasis on disciplined pipeline management, relationship building, and predictable revenue growth.
- Prospect, qualify, develop, and close new SMB opportunities for managed IT, cybersecurity, Microsoft, cloud, compliance, productivity, and related technology solutions.
- Build and maintain a healthy sales pipeline through outbound prospecting, inbound leads, referrals, partner channels, business associations, and targeted SMB verticals.
- Manage the complete sales cycle from lead generation and discovery through proposal, negotiation, closing, and handoff to onboarding or service delivery teams.
- Conduct consultative discovery to identify technology challenges, cybersecurity gaps, operational inefficiencies, continuity risks, compliance requirements, and modernization opportunities.
- Position recurring managed services and bundled solutions around measurable business outcomes, including improved security, productivity, efficiency, scalability, and risk reduction.
- Partner with solution architects, sales engineers, vCIO resources, and delivery teams to scope appropriate solutions and establish realistic implementation expectations.
- Develop tailored proposals, presentations, quotes, and business cases that address the priorities of SMB buying committees and executive stakeholders.
- Translate complex technical capabilities into clear business value for CEOs, CFOs, COOs, business owners, IT leaders, and operations teams.
- Own cross-sell and expansion opportunities within assigned accounts and develop account growth plans to increase adoption across the broader solutions portfolio.
- Identify opportunities involving cybersecurity, Microsoft 365, cloud modernization, compliance, AI-powered productivity, and additional managed services.
- Collaborate with Customer Success, Account Management, Marketing, Solution Engineering, and Service Delivery teams to identify upgrade, modernization, and product-attachment opportunities.
- Develop relationships across SMB communities, business associations, referral networks, chambers of commerce, industry groups, and relevant vertical markets.
- Represent the organization at industry events, partner meetings, networking forums, and SMB-focused conferences.
- Monitor market trends, competitive dynamics, customer buying behavior, and vertical opportunities to inform sales messaging and go-to-market execution.
- Consistently achieve monthly, quarterly, and annual bookings and revenue targets while maintaining accurate forecasts and pipeline data.
- Track and communicate pipeline activity, conversion rates, revenue projections, cross-sell opportunities, expansion revenue, and product-attachment performance using Salesforce and approved sales tools.
Requirements
- 8–10 years of successful sales experience in MSP, managed IT services, cybersecurity, cloud services, Microsoft solutions, or related technology solutions.
- Demonstrated success selling recurring managed service agreements and delivering MRR/ARR growth.
- Proven experience selling managed IT, Microsoft 365, cybersecurity, backup and disaster recovery, cloud hosting, compliance, and related technology services.
- Strong understanding of MSP business models, recurring-revenue sales motions, service packaging, managed service agreements, solution bundling, and customer lifecycle management.
- Demonstrated success acquiring net-new SMB customers and consistently exceeding sales quotas.
- Proven ability to sell to SMB decision-makers, including CEOs, CFOs, COOs, business owners, operations leaders, IT managers, and technology stakeholders.
- Experience collaborating effectively with solution architects, sales engineers, vCIOs, technical specialists, and service delivery teams.
- Excellent consultative selling, discovery, presentation, negotiation, objection-handling, and closing capabilities.
- Strong ability to translate technical solutions into practical business outcomes such as risk reduction, compliance improvement, productivity gains, operational efficiency, and scalability.
- Proficiency with Salesforce and modern sales engagement and pipeline-management tools.
- Strong relationship-building skills and the ability to develop trusted-advisor relationships within SMB communities and professional networks.
- Familiarity with Microsoft 365, Microsoft security solutions, cybersecurity frameworks, compliance requirements, cloud infrastructure, and managed services delivery models.
- Knowledge of frameworks and requirements such as NIST, FTC Safeguards Rule, WISP, CMMC, PCI-DSS, or HIPAA is a plus.
- Experience creating account expansion strategies and improving attach rates across security, Microsoft, cloud, compliance, and managed services offerings is preferred.
- Experience selling into professional services, healthcare, legal, manufacturing, construction, nonprofit, financial services, or other SMB-focused verticals is advantageous.
- Relevant industry, vendor, cybersecurity, Microsoft, CompTIA, or sales methodology certifications are a plus.
- Bachelor's degree in Business, Marketing, Technology, or a related field is preferred, or equivalent professional experience.
- Must be a U.S. citizen or permanent resident authorized to work in the United States; visa sponsorship is not available.
- Applicants residing in California, Hawaii, or Alaska are not eligible due to state-specific employment requirements.
- Strong analytical, organizational, communication, negotiation, and relationship-management skills are essential.
Benefits
- Base salary of $110,000–$140,000 annually.
- Commission opportunity of up to $120,000.
- Compensation determined based on experience, skills, and internal equity.
- Fully remote work opportunity.
- Company-paid short- and long-term disability insurance.
- Company-paid life insurance.
- Generous 401(k) matching program.
- Affordable medical, dental, and vision coverage.
- Flexible paid time off.
- Numerous paid holidays.
- Paid volunteer time off to support community involvement.
- Opportunities to grow revenue expertise across managed IT, cybersecurity, cloud, Microsoft, compliance, productivity, and AI solutions.
- Collaborative environment focused on innovation, teamwork, professional development, and mutual respect.