Senior Commercial Account Executive

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

📋 Description

• Take ownership of the commercial territory and revenue outcomes.

• Regularly meet or surpass quarterly new-logo and revenue goals.

• Create, develop, and oversee a robust pipeline for both current and upcoming quarters.

• Formulate and implement territory plans that highlight high-potential accounts, industries, partners, and use cases.

• Engage in proactive prospecting and generate opportunities alongside inbound and SDR-sourced leads.

• Conduct face-to-face customer meetings, discovery sessions, demonstrations, technical evaluations, and discussions with executives.

• Sell across various lines of business and purchasing centers.

• Foster relationships across infrastructure, cloud, platform engineering, virtualization, DevOps, AI, application, and executive teams.

• Collaborate with channel partners, VARs, systems integrators, cloud service providers, and technology collaborators.

• Broaden initial use cases into more teams, business units, and workloads.

• Ensure accurate forecasting and maintain a strong command of the business.

• Generate new pipeline weekly and advance opportunities with urgency.

• Maintain balanced pipeline coverage and promptly identify any pipeline gaps.

• Oversee technical evaluations and POCs based on established success criteria.

• Apply MEDDPICC principles and Mutual Action Plans where applicable.

• Gain access to decision-makers and Economic Buyers.

• Formulate joint account strategies and pipeline with strategic channel partners.

• Utilize partners to gain access, expedite opportunities, and enhance Spectro Cloud's reach.

⛳️ Requirements

• A minimum of 5 years of successful B2B enterprise technology sales experience in a customer-facing, in-person role.

• Proven ability to build customer relationships through face-to-face meetings, executive briefings, onsite discovery sessions, presentations, and strategic account engagements.

• A consistent track record of meeting or exceeding quarterly quotas.

• Demonstrated success in acquiring new-logo customers.

• Evidence of strong execution on a quarterly basis and sales linearity.

• Excellent prospecting and pipeline-generation abilities.

• Experience managing a high-velocity commercial sales process.

• Ability to handle multiple active opportunities simultaneously while maintaining sales discipline.

• Experience selling across diverse lines of business and purchasing centers.

• Experience collaborating with channel partners to create and accelerate pipeline.

• Familiarity with cloud infrastructure, Kubernetes, containers, virtualization, or similar infrastructure technologies.

• Knowledge of AWS, Microsoft Azure, and Google Cloud.

• Exposure to GPU and AI infrastructure is highly desirable.

• Capability to link technical capabilities to business value, operational efficiency, TCO, and infrastructure economics.

• Experience with MEDDPICC or a similar enterprise sales methodology.

• Strong skills in CRM, pipeline management, forecasting, and territory planning.

• Established relationships with customers and partners in New York and the Northeast are highly desirable.

🏝️ Benefits

• Equity.

• Support from Marketing, Sales Development, Sales Engineering, leadership, and the partner ecosystem.

• Opportunity to make a significant impact on the company's growth.

• Chance to enhance skills, challenge limits, and transform the industry.