Account Executive
MCIM by Fulcrum Collaborations
full-time
Posted on:
Location Type: Remote
Location: Virginia • United States
Visit company websiteExplore more
About the role
- Selling to net new accounts.
- Identify and open doors at new accounts in the Co-Location / Data Center sales sector.
- Utilize your existing industry contacts to secure meetings.
- Follow up on our senior BDR’s own contacts.
- Set up initial sales discovery calls and product demonstrations.
- Analyze existing customers and map the potential for upsells of more modules, products and sites.
- Develop a plan of action to achieve an increase in sales by customer.
- Selling the entire MCIM portfolio including our new Reliability Benchmarking packs.
- Learn the details of each product and present the technical and business benefits of the MCIM Operating System.
- Have a deep understanding of the way businesses operate, and the priorities that drive decisions from the C-level.
- Create demand by uncovering business problems and matching them to our solution.
- Uncover business initiatives and pain points to map back our solutions across multiple lines of business.
- Build credibility and trust while influencing buying decisions.
- Sell on value and return on investment vs. technical functionality.
- Generate a pipeline that leads to closed revenue.
- Achieve Quarterly and Annual sales targets.
- Other duties as assigned from time to time.
Requirements
- 5+ years of full-cycle sales experience, with at least 3 years selling into the Data Center/Co-Location software field.
- A strong list of contacts in this industry sector is preferred.
- Sales process management experience, solution selling, complex vs. transactional cycle.
- Ability to build and deliver presentations to your customers in-person and virtually.
- Experience selling to the EVP and C-suite.
- Skilled in negotiating high-value, complex SOWs and contracts.
- Able to negotiate with senior operational staff, procurement, legal, and finance stakeholders.
- Experience managing a pipeline of 6–10 close-in opportunities and 20+ early-stage opportunities.
Benefits
- Health insurance
- Paid time off
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
full-cycle salessolution sellingsales process managementnegotiating SOWspipeline managementproduct demonstrationssales discovery callsupsellingsales targetsrevenue generation
Soft Skills
building credibilityinfluencing buying decisionspresentation skillscommunication skillsrelationship buildinganalytical skillsproblem-solvingstrategic planningnegotiation skillscustomer engagement