Account Executive, Small & Medium Corporate Sales

Job Description:

• Build and grow trusted customer relationships through consultative, value-driven engagement.
• Develop a deep understanding of customers’ business and technology priorities to identify aligned opportunities.
• Create and execute strategic account plans to drive pipeline growth, accelerate sales cycles, and achieve revenue targets.
• Lead and coordinate cross-functional teams—including pre-sales, industry specialists, and Microsoft stakeholders—to ensure successful execution of account strategy.
• Manage multiple accounts, prioritizing effectively to meet evolving customer needs and business goals.
• Own the full sales cycle from opportunity creation to close, ensuring a high-quality customer experience throughout.
• Maintain accurate pipeline management, forecasting, and reporting to enable predictable business performance.
• Identify and execute on upsell and cross-sell opportunities within assigned accounts.
• Act as a strategic advisor and thought partner, capturing and applying customer feedback to maximize long-term value.
• Build and maintain strong relationships with Microsoft field teams to drive joint sales motions, co-sell alignment, and mutual success.
• Collaborate with marketing to support demand generation activities including webinars, events, and Account-Based Marketing (ABM) campaigns.
• Engage with senior leadership, both in business and IT, to position our solutions as enablers of transformation and growth.
• Own new logo acquisition efforts within the SMC segment, identifying and closing net-new business aligned to Microsoft’s key solution areas.
• Build and execute territory and account plans, with a focus on whitespace penetration and high-value prospects.
• Partner closely with Microsoft field teams to uncover, qualify, and jointly pursue co-sell opportunities through the Microsoft commercial marketplace and co-sell motion.
• Collaborate with marketing on outbound strategies, and lead-gen programs targeting priority SMC accounts.
• Maintain high activity levels and meet KPIs related to pipeline creation, and opportunity conversion.

Requirements:

• Post-secondary degree/diploma in Business, Computer Science or a related discipline or work experience equivalent.
• Minimum 5 years of experience in industry roles, collaborating with mid to senior-level executives; experience with Microsoft and consulting environments is a strong plus.
• 5+ years of account management experience closing large complex deals.
• Demonstrated success in hunting and acquiring new logos.
• Prior successful sales experience selling technical services that leverage both on-premise and Cloud based technologies.
• Preference for candidates that have sold Consulting services leveraging the Microsoft stack including Dynamics 365, Power Platform, and/or Azure, SQL, Machine Learning, IoT, and Modern Solutions.
• Existing relationships with Microsoft customer-facing account teams are preferred but not required.
• Strong written and presentation communication skills.
• Experience working with third-party vendors and partners.
• Ability to thrive in a dynamic and entrepreneurial environment and to work with a team.

Benefits:

• Annual Sales Incentive Plan
• Medical, Dental and Vision Coverage
• Life Insurance and Disability Programs
• Retirement Savings with Company Match
• Paid Time Off
• Flexible Work Arrangements including Remote Work

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