National Account Executive

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

📋 Description

• Generate new logos and establish a qualified pipeline through executive outreach, industry events, and introductions from partners or ecosystems.

• Develop a territory plan based on named accounts and ideal customer profiles (ICP).

• Forge executive-level relationships with decision-makers in technology and business.

• Engage multiple stakeholders early in accounts, including economic buyers, technical buyers, champions, and procurement.

• Create targeted account plans and strategies for market penetration within assigned territories.

• Conduct discovery on aspects such as security posture, cloud operating models, operational risks, talent constraints, and transformation roadmaps.

• Compile bundled recommendations that encompass cybersecurity, cloud solutions, managed services, professional services, connectivity, AI, and infrastructure.

• Work alongside solutions architects, cybersecurity experts, engineering teams, and service delivery departments.

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

• Drive commercial strategy by developing champions, positioning competitively, and managing legal, security, and procurement reviews leading to contract execution.

• Maintain a robust opportunity pipeline and forecast with accuracy and integrity.

• Utilize MEDDPICC or an equivalent qualification method in Salesforce, adhering to disciplined stage management.

• Prepare and lead pre-sales and delivery resources while controlling the deal narrative.

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

• Represent Claro at industry conferences, technology events, and customer engagements.

• Achieve new logo acquisition and expansion opportunities, ensure forecast accuracy, maintain CRM hygiene, and cultivate executive relationships in priority accounts.

⛳️ Requirements

• Bachelor’s degree or equivalent professional experience is required.

• A minimum of 5 years of experience in quota-carrying B2B solutions sales.

• Proven track record of successfully selling multiple solution categories in a single sales process.

• Experience in originating pipeline and managing the entire sales cycle from prospecting to contract negotiation and closure.

• Strong ability to develop executive-level relationships with CIOs, CTOs, CISOs, IT Directors, and business leaders.

• A consistent and documented history of meeting or exceeding sales quotas.

• Experience collaborating with pre-sales or solutions architects to create customer-specific solutions.

• Comfortable selling services and generating recurring revenue.

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

• Daily application of a structured enterprise methodology such as MEDDIC, MEDDPICC, Challenger, Command of the Message, or an equivalent approach.

• Demonstrated intellectual curiosity and ability to navigate ambiguity across a diverse portfolio.

• Possess executive presence and sound commercial judgment.

• Exhibit resilience, ownership, and integrity in forecasting.

• Open to coaching from solutions architects and delivery leaders.

• A capabilities-led mindset focused on selling outcomes and assembling proposals.

• Preferred: Experience selling into healthcare, education, manufacturing, financial services, or public sector organizations.

• Preferred: Previous success with an MSP, MSSP, integrator, multi-solution provider, or platform company where services were included.

• Preferred: Experience selling to U.S. companies operating in Latin America or the Caribbean.

• Preferred: Conversational fluency in Zero Trust, MDR, SASE, SOCaaS, vulnerability management, and endpoint security.

• Preferred: Familiarity with Microsoft Azure, AWS, Microsoft 365, and managed cloud services.

🏝️ Benefits

• Opportunities for professional development.

• A culture that values success and diversity.

• Medical, Dental, and Vision coverage.

• 16 holidays.

• 15 days of paid time off (PTO).

• 7 sick days.

• 401(k) plan with a matching contribution.

• Tuition reimbursement program.

• Uncapped variable commission structure.

• Access to solutions architects, cybersecurity specialists, and delivery leaders.