Senior National Account Consultant

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

📋 Description

• Generate new logos and a qualified pipeline 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 profiles (ICP).

• Establish relationships at the executive level with decision-makers in technology and business.

• Engage multiple stakeholders within accounts early on, including economic, technical, champion, and procurement contacts.

• Formulate targeted account plans and strategies for market penetration.

• Conduct discovery regarding security posture, cloud operating models, operational risks, talent constraints, and transformation roadmaps.

• Compile comprehensive recommendations across areas such as 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, conduct value assessments, and deliver executive presentations.

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

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

• Ensure accurate forecasting and maintain Salesforce stage hygiene using MEDDPICC or an equivalent framework.

• Brief and manage pre-sales and delivery resources while overseeing the deal narrative.

• Collaborate with Marketing, Pre-Sales, Customer Success, and Leadership teams.

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

• Deliver a comprehensive 90-day plan for the territory and accounts, including a qualified multi-solution pipeline, new logo and expansion opportunities, accurate forecasts, and a repeatable process from discovery to proposal.

⛳️ 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 within a single sales cycle.

• Proven experience in originating pipeline and managing the entire sales process from prospecting to contract negotiation and closure.

• Ability to cultivate executive-level relationships with CIOs, CTOs, CISOs, IT Directors, and business leaders.

• A consistent, documented history of meeting or surpassing sales quotas.

• Experience working alongside pre-sales or solutions architects.

• Comfort with 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.

• Regular use of a structured enterprise sales methodology such as MEDDIC, MEDDPICC, Challenger, Command of the Message, or a recognized equivalent.

• A well-established book of business and previous customer relationships.

• Willingness to travel periodically for customer meetings, industry events, and internal gatherings as needed.

• Preferred: experience in selling to sectors such as healthcare, education, manufacturing, financial services, or the public sector.

• Preferred: past success with an MSP, MSSP, integrator, multi-solution provider, or platform company that offered attached services.

• Preferred: experience selling to U.S. companies with operations in Latin America or the Caribbean.

• Preferred: conversational fluency in topics such as Zero Trust, MDR, SASE, SOCaaS, vulnerability management, and endpoint security.

• Preferred: knowledge of Microsoft Azure, AWS, Microsoft 365, and managed cloud services.

🏝️ Benefits

• Opportunities for professional development.

• A culture that celebrates diversity and success.

• Medical, Dental, and Vision coverage.

• 16 Holidays.

• 15 days of Paid Time Off (PTO).

• 7 sick days.

• 401k plan with a matching contribution.

• Tuition reimbursement program.

• Uncapped variable commission structure.

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