Senior Account Consultant

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

📋 Description

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

• Develop a territory strategy based on named accounts and Ideal Customer Profiles (ICP).

• Build executive-level relationships with key technology and business decision-makers.

• Engage multiple stakeholders within accounts at an early stage.

• Formulate targeted account strategies and penetration approaches for assigned markets.

• Conduct discovery sessions focusing on security posture, cloud operating models, operational risks, talent limitations, and transformation roadmaps.

• Identify operational challenges and create combinations of cybersecurity, cloud services, managed services, professional services, connectivity, AI, and infrastructure solutions.

• Work collaboratively with solutions architects, cybersecurity experts, engineering teams, and service delivery to develop tailored recommendations for customers.

• Present business cases, value assessments, and executive presentations effectively.

• Guide commercial strategy through champion development, competitive positioning, paper processes, legal negotiations, security measures, and procurement reviews leading to contract finalization.

• Ensure a robust opportunity pipeline that aligns with revenue goals and maintain integrity in forecasting.

• Utilize a qualification framework such as MEDDPICC in Salesforce, ensuring disciplined stage management.

• Brief and lead pre-sales and delivery teams while taking ownership of the deal narrative.

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

• Represent Claro at industry conferences, technology events, and client interactions.

• Accomplish a documented 90-day territory and account plan, establish a qualified multi-solution pipeline, secure new logos and expansion opportunities, maintain forecast accuracy, uphold CRM hygiene, and build executive relationships.

⛳️ Requirements

• Bachelor’s degree or equivalent professional experience.

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

• Demonstrated success in selling multiple solution categories in a single sales cycle.

• Proven track record of originating pipeline and managing the entire sales process from prospecting to contract negotiation and closure.

• Established capability to develop relationships with executive-level stakeholders such as CIOs, CTOs, CISOs, IT Directors, and business leaders.

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

• Experience in collaboration with pre-sales or solutions architects to craft customer-specific recommendations.

• Comfort in selling services and recurring revenue models.

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

• Daily application of structured enterprise methodologies like MEDDIC, MEDDPICC, Challenger, Command of the Message, or a similar framework.

• Intellectual curiosity and ability to navigate ambiguity within a diverse portfolio.

• Executive presence and sound commercial judgment.

• Resilience, accountability, and integrity in forecasting.

• Coachable with solutions architects and delivery leaders.

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

• Preferred: experience in selling to healthcare, education, manufacturing, financial services, or public sector organizations.

• Preferred: prior success in an MSP, MSSP, integrator, multi-solution provider, or platform company where services were integrated.

• Preferred: experience in selling to U.S. companies with operations 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.

• Comprehensive medical, dental, and vision coverage.

• 16 holidays per year.

• 15 days of paid time off (PTO).

• 7 sick days.

• 401k plan with a matching contribution.

• Tuition reimbursement program.

• Competitive base salary plus uncapped variable commission tailored for a multi-technology enterprise hunter.