Account Executive - Managed IT Services (MSP) | Western U.S.

Henry Schein One•American Fork, UT

11h•Remote

About The Position

Sells Information Technology (IT) hardware and Managed Service Provider (MSP) support plans over the phone, by email, via web-based presentations, and through in-person trade show and customer site visits to dental offices in an assigned western U.S. territory. Responsible for leveraging advanced sales enablement tools, including Salesforce, Clari, Groove, Microsoft Teams, Co-Pilot, Microsoft Office, and others to manage leads, engage with prospects, and close deals. This role requires a proactive, strategic, and consultative approach to identify new business, build self-generated pipeline, hit sales quotas, and embrace the challenges of full-cycle sales in a competitive market.

Requirements

Located in the western United States
3+ years of successful experience in a quota-carrying Account Executive or Account Manager role with full pipeline ownership, including prospecting, pipeline creation, and closing. Product specialist or manufacturer representative experience without independent pipeline ownership does not meet this requirement
Proven experience selling IT hardware and managed services in a competitive environment. MSP (Managed Service Provider) sector experience strongly preferred
High School Diploma or GED
Proven track record of meeting or exceeding sales targets, with strong negotiation and closing skills
Demonstrated ability to build and execute outbound prospecting campaigns independently
Familiarity with IT hardware, infrastructure, cloud services, and network management
Proven success leveraging a consultative sales approach and the ability to uncover opportunities
Excellent communication and presentation skills and ability to build relationships
Phenomenal customer service and engagement skills
High comfort level presenting virtual technology tools
Great people skills and the ability to be personable and professional
Internal motivation and the ability to meet assigned sales goals
Strong organizational and time-management abilities, with attention to detail
Technological savviness and the ability to learn new concepts
Proficient in Microsoft Office Product Suite

Nice To Haves

Prior experience selling to dental offices or within the healthcare sector
Experience working with or alongside Henry Schein Dental field representatives including Regional General Managers, Equipment Specialists, and Field Sales Consultants
Knowledge of Henry Schein One software portfolio
Bachelor’s degree in business administration, sales, marketing
Knowledge of Salesforce, Clari, Groove, Microsoft Teams, and other advanced sales enablement tools
Relevant certifications in sales, technology, or IT support services

Responsibilities

Own the full sales cycle from prospecting to close across your assigned western U.S. territory
Create detailed business plans to facilitate the attainment of goals and quotas
Build and manage a disciplined pipeline using Salesforce, Clari, Groove, and Microsoft Teams
Generate self-sourced opportunities through targeted outbound phone, email, and digital campaigns
Build and maintain relationships with Henry Schein Dental field representatives, including Regional General Managers, Equipment Specialists, and Field Sales Consultants, to generate referral pipeline and capture business currently going to third-party IT firms
Attend trade shows and conduct on-site customer visits to build relationships and close opportunities
Present tailored IT solutions to dental practice owners and office managers via phone, video, and in person
Sell and grow recurring managed service revenue including Omnicore (Hardware as a Service), TC Care, cloud backup, security, and network management
Provide professional after-sales support to enhance customer dedication and long-term retention
Remain in frequent contact with clients to understand their needs and identify expansion opportunities
Respond to complaints and resolve issues aiming for customer contentment and the preservation of the company’s reputation
Negotiate agreements and keep accurate records of sales and data
Think strategically and provide consultative sales solutions tailored to client needs
Meeting company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work-related tasks in a manner that follows all Company policies and procedures including Worldwide Business Standards
Adhering to Company policies, procedures, and directives regarding standards of workplace behavior in completing job duties and assignments