Account Executive

Valsoft Corporation

12d•Remote

About The Position

Variphy is hiring an Account Executive to own new business across an established, high-potential territory. This is a full-cycle, new-logo sales role in a partner-led motion: you will build and cultivate relationships with our channel partners, work alongside them to identify and pursue target accounts, and carry deals from first conversation through to close. You will sell into UC and collaboration teams at organizations running Cisco CUCM, UCCX, Webex Calling, Webex Contact Center, CUBEs, Microsoft Teams, and Zoom Phone, frequently several at once. Your buyers are typically UC engineers, collaboration architects, and IT directors, with contact center and business stakeholders often involved in the decision. Deals span mid-market through large enterprise, with particular strength in healthcare, financial services, government, and education. This is a role for an entrepreneurial seller, someone hungry, self-directed, and comfortable creating their own opportunities while making full use of the partner, marketing, and sales engineering support around them. You will not be doing this alone, but you will own the outcome. The majority of revenue in this role comes through our channel partners. In practice, your pipeline will be built roughly as follows: ~60% sourced through channel partners — a mix of partners bringing opportunities to us and joint pursuit of target accounts you identify together. ~20% self-sourced through your own prospecting and outbound. ~20% from marketing-generated leads. You will spend the majority of your week with partners: building new relationships and cultivating existing ones, getting to know partner account managers and sales engineers across your territory, setting recurring cadences, and creating opportunities to present to partner engineering teams. Territory coverage will include many of the following 21 states. Variphy already has existing relationships in these territories which the AE will inherit to build from: Maine, New Hampshire, Vermont, Massachusetts, Rhode Island, Connecticut, New York, New Jersey, Pennsylvania, Delaware, Maryland, West Virginia, Virginia, North Carolina, South Carolina, Georgia, Florida, Tennessee, Alabama, Mississippi, and Ohio. You will be supported in reaching this number by our channel partnerships team, marketing, and sales engineering. We aim to have you productive and selling within three to six months. Full command of the product, the partner landscape, and the wider UC ecosystem builds over your first year, and we will support you through that ramp with structured onboarding, an established sales playbook, and hands-on support from sales leadership and sales engineering. This is not a road warrior role. Most of your selling happens over video and phone, with travel used deliberately where face time moves a deal or a partner relationship forward. We encourage regular travel within your territory to meet with channel partners, customers, and prospects, along with attendance at regional trade shows and partner sales kickoffs. You'll have latitude to decide where in-person time is worth the trip. Attendance is required at a small number of national events each year, including, but not limited to Cisco Live and WebexOne. Expect roughly 20 to 25 percent travel overall.

Requirements

A demonstrable track record of closing new business as a quota-carrying seller
Experience selling B2B SaaS or technology solutions
Comfort selling through and with channel partners, or the clear aptitude and appetite to learn a partner-led motion quickly
Enough technical curiosity and capability to learn our product and confidently deliver a 15-minute product presentation to a customer unaided
Strong communication skills
Disciplined CRM hygiene: detailed, well-categorized notes and accurate pipeline records
Self-motivation and the ability to operate independently in a remote, distributed team

Nice To Haves

Experience in the collaboration, telephony, or UCaaS space
Existing relationships with national or regional channel partners in the UC space
Exposure to observability, analytics, or reporting solutions adjacent to the UC stack
A seller a few years into their career with the right hunger, aptitude, and closing record

Responsibilities

Own new logo revenue
Full ownership of new business in your territory
Full-cycle selling: prospecting and discovery, product demonstrations, proposals, negotiation, contracting, and handoff to implementation
Build and cultivate relationships with channel partners
Work alongside channel partners to identify and pursue target accounts
Carry deals from first conversation through to close
Build new relationships with partners and cultivate existing ones
Get to know partner account managers and sales engineers across your territory
Set recurring cadences with partners
Create opportunities to present to partner engineering teams