Senior National Account Consultant

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

📋 Description

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

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

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

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

• Create targeted account strategies and penetration plans.

• Conduct thorough evaluations of security posture, cloud operating models, operational risks, talent limitations, and transformation roadmaps.

• Formulate comprehensive recommendations that encompass cybersecurity, cloud, managed services, professional services, connectivity, AI, and infrastructure.

• Collaborate with solutions architects, cybersecurity experts, engineers, and service delivery teams.

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

• Drive commercial strategies through champion development, competitive positioning, paper processes, legal, security, and procurement reviews leading to contract execution.

• Maintain a robust opportunity pipeline that aligns with revenue targets.

• Provide accurate forecasts and uphold Salesforce stage hygiene utilizing MEDDPICC or a similar framework.

• Brief and manage pre-sales and delivery resources while maintaining 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 customer-facing engagements.

• Deliver a 90-day territory and account strategy, establish a qualified multi-solution pipeline, identify new-logo and expansion opportunities, provide accurate forecasts, and implement repeatable processes from discovery to proposal.

⛳️ Requirements

• A Bachelor’s degree or equivalent professional experience.

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

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

• Experience in generating pipeline and managing the complete cycle from prospecting to contract negotiation and closing.

• Demonstrated capacity to cultivate relationships at the executive level with CIOs, CTOs, CISOs, IT Directors, and business leaders.

• Consistently documented history of meeting or exceeding sales quotas.

• Experience working with pre-sales or solutions architects to create tailored recommendations for customers.

• Comfort in selling services and generating recurring revenue.

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

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

• Background in cybersecurity, managed services, cloud, infrastructure modernization, professional services, digital transformation, or IT consulting solution areas.

• Intellectual curiosity and adaptability in a diverse portfolio environment.

• Strong executive presence and commercial acumen.

• Resilience, ownership, and integrity in forecasting.

• Coachability when collaborating with solutions architects and delivery leaders.

• A capabilities-driven mindset focused on achieving outcomes and constructing the offer.

• Availability for customer meetings, industry events, and internal sessions as required for a national enterprise role.

🏝️ Benefits

• Opportunities for professional development.

• A culture that values success and promotes diversity.

• Comprehensive Medical, Dental, and Vision coverage.

• 16 observed holidays.

• 15 days of paid time off (PTO).

• 7 sick days.

• 401k plan with company matching.

• Tuition reimbursement program.

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