National Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Generate new business opportunities and qualified leads through outreach to executives, participation in industry events, and introductions via partners or ecosystems.

• Develop a territory plan based on named accounts and Ideal Customer Profile (ICP).

• Establish executive-level connections with both technology and business decision-makers.

• Engage multiple stakeholders early in the process, including economic, technical, champion, and procurement roles.

• Create targeted account strategies and plans for market penetration within designated areas.

• Conduct assessments on security posture, cloud operations, operational risks, talent limitations, and transformation roadmaps.

• Compile bundled recommendations for cybersecurity, cloud services, managed services, professional services, connectivity, AI, and infrastructure.

• Work in collaboration with solutions architects, cybersecurity experts, engineering teams, and service delivery personnel.

• Present business cases, value assessments, and executive-level presentations.

• Direct the commercial strategy by developing champions, positioning against competitors, and guiding legal, security, and procurement reviews through to contract signing.

• Sustain a healthy opportunity pipeline and maintain accurate forecasting.

• Utilize MEDDPICC or a similar qualification framework in Salesforce, ensuring disciplined stage management.

• Prepare and lead pre-sales and delivery teams.

• Collaborate with Marketing, Pre-Sales, Customer Success, and Leadership to expedite opportunities.

• Represent Claro at industry conferences, technology events, and customer-facing functions.

⛳️ Requirements

• Bachelor's degree or equivalent professional experience.

• Over 5 years of experience in B2B solutions sales with quota responsibilities.

• Proven track record of successfully selling multiple solution categories within a single sales cycle.

• Experience in generating pipeline and managing the full sales process from prospecting to contract negotiation and closure.

• Demonstrated capability to forge executive-level relationships with CIOs, CTOs, CISOs, IT Directors, and business leaders.

• Consistent and documented history of meeting or exceeding sales quotas.

• Experience working alongside pre-sales or solutions architects to craft tailored recommendations for clients.

• Proficient in selling services and establishing recurring revenue streams.

• Familiarity with CRM and sales engagement tools such as Salesforce, LinkedIn Sales Navigator, ZoomInfo, Gong, Outreach, or similar platforms.

• Regular application of a structured enterprise methodology like MEDDIC, MEDDPICC, Challenger, or a recognized equivalent.

• Intellectual curiosity and comfort in navigating ambiguity across a diverse portfolio.

• Strong executive presence and sound commercial judgment.

• Demonstrated resilience, accountability, and integrity in forecasting.

• Coachable and able to work effectively with solutions architects and delivery leaders.

• A capabilities-oriented mindset: focusing on selling outcomes and then assembling the offering.

🏝️ Benefits

• Opportunities for professional development.

• A culture that recognizes and values success and diversity.

• Comprehensive Medical, Dental, and Vision coverage.

• 16 paid holidays.

• 15 days of paid time off (PTO).

• 7 sick days.

• 401k plan with matching contributions.

• Tuition reimbursement program.

• Uncapped variable commission structure.