The Account Executive (Enterprise Direct Sales) is empowered to enable growth in our clients and add new logo accounts. The person filling this role will have a high degree of technical knowledge and will manage, grow, and retain/renew an assigned subset of existing accounts while also adding new accounts.
This position is being filled in one of the following locations: MI, IN, CO, TX
Role Responsibilities
- Target customers in the C-suite to create win-win solutions in a highly consultative manner, in a competitive landscape that addresses business issues and delivers positive business outcomes
- Identify, scope, price and secure commitments for add-on and net new business while addressing customer administrative, billing and contracting needs.
- Effectively organize workload to exceed sales quotas and related metrics, and accurately forecast all pipeline revenue opportunities in a timely manner, using Salesforce.com
- Manage the sales process from outbound prospecting, understanding requirements, presenting and demonstrating offerings solutions, closing sales orders, and delivering customer requirements to operations
- Handle price negotiations with a focus on value-based selling and positioning Otava’s core differentiators that enables potential customers to identify value received for their commitments to us
- Coordinate with solution architects, sales engineering and operations to ensure that the customer’s technical and delivery requirements can be achieved before an order is secured
- Work closely with internal teams to maximize customer experience
- Other duties as required to assist the Otava sales team in achieving their objectives
Experience
- 10+ years of experience in outside technical sales
- At least 3 years must be in selling cloud and hosted solutions
- Track record of consistently meeting or exceeding activity, pipeline and revenue objectives
- Consultative solution selling expertise – selling solutions and capabilities, not just products – and including track record of success with selling to VP/SVP/EVP/CXO level
- Extensive field sales experience in Public (AZURE/AWS) & VMware based Private Cloud
- Extensive field sales experience in DRaaS, Data Backup, and IT Migration
- Extensive field sales experience in Professional Services, Networking, and Security
- Must be self-motivated and able to work independently and as part of a team
- Success closing new accounts while working with existing accounts
- Working with potential customers and internal technical resources to identify, cultivate, and close deals
- Proven track record with complex enterprise-level IT environments, including understanding of servers, networking, hosting, colocation, and data centers
- Strong verbal and written communications skills
- Strong whiteboard presentation and selling skills
- Extensive field sales experience in complex contract negotiation
- Self-starter with strong work ethic with a “can-do” positive attitude
Required Knowledge, Skills, and Abilities
- Understand the products in depth and be able build solutions and communicate value to customers.
- Desire to be a part of the fast-paced, high-energy entrepreneurial experience
- Ability to close new accounts while working with existing accounts
- Self-starter with strong work ethic with a “can-do” positive attitude
- Proven track record of exceeding activity, pipeline, and revenue targets
- Consistent ability to forecast sales activity accurately
- Consultative solution selling expertise – selling solutions and capabilities, not just products – and including track record of success with C-suite prospective customer personnel
- Demonstrated track record in overachieving objectives and ability to close sales
- Proficient with Salesforce.com, Microsoft Office suite, phone skills, face-to-face selling, and solution sales
- Desire to be a part of the fast-paced, high-energy entrepreneurial experience
- Proven track record with complex enterprise-level IT environments, including understanding of servers, networking, hosting, colocation, and data centers
Education
- Bachelor's Degree
License or Certification (willing to complete in established timeframe)
- Salesforce or any CRM
- Azure Fundamentals - AZ900
- M365 Fundamentals - MS900
- VMWare Sales Professional - VSP
- Veeam Sales Professional - VMSP or VMTSP
What We Offer:
Remote work, competitive compensation package, base (up to $105K), plus commissions to exceed 100% of the base, 401(k) match, medical, dental, vision, and life insurance, generous PTO, paid volunteer time off, paid parental leave, and working with world-class co-workers who are just as dedicated and as awesome as you are.
What about Otava?
At Otava, we are people empowering people to enable growth and we are excited for you to join us!
As a global leader in secure, compliant, enterprise-class cloud hosting, we deliver a full range of solutions from colocation to private and hybrid cloud computing. We’re creative thinkers who love to serve others, automate where possible, and change when required. Above all, we love to help our clients. We aim for superior client service in everything we do and strive to get even better.
10+ years outside technical sales; cloud/hosted solutions experience; C-suite engagement; Salesforce proficiency; strong negotiation and forecast skills.
Key Responsibilities
- prospect customers
- close deals
- forecast pipeline
Skills & Tools
Salesforce, Azure, AWS, VMware, Veeam, M365, Microsoft Office
Job Details
- Category: Sales
- Seniority: Senior Level
- Commitment: Full Time
- Workplace: Remote — Ann Arbor or Austin or Indianapolis
- Languages: English
Benefits
- 401k matching
- Generous paid time off
- Retirement plan
- Generous parental leave
About Otava
Global cloud hosting provider delivering enterprise solutions. — Industry: Information Technology