Public Sector Client Executive

ConvergeOne•Los Angeles, CA

About The Position

The Client Executive is the primary sales leader for an assigned territory and customer base. The role is responsible for retaining, growing, and expanding customer relationships through strategic account development, cross-selling, upselling, renewals, and new business acquisition. The Client Executive leads consultative, outcome-based sales engagements across C1’s portfolio, particularly in modern infrastructure, cloud, security, managed services, and professional services. The role develops strategic account plans, advances opportunities through the sales cycle, and connects client business priorities and technical requirements to integrated solutions that deliver measurable outcomes and long-term value. The position owns the end-to-end sales cycle, from territory and account planning through discovery, solution development, negotiation, close, implementation handoff, renewals, and ongoing account growth. Success depends on building trusted relationships with business, financial, operational, and technical stakeholders; conducting business and technical discovery; and collaborating with solution architects and service experts to develop differentiated recommendations. The Client Executive also maintains accurate opportunity and forecast information, coordinates client escalations, and keeps current with C1’s portfolio, partners, and relevant industry and market developments. This role operates in a professional office environment and requires handling multiple priorities and demands in a fast-paced environment. It routinely uses standard office equipment such as computers, phones, photocopiers, and filing cabinets. The position requires a bachelor’s degree in business, technology, or a related field, or equivalent relevant experience, and 5+ years of successful direct sales experience in a relevant technology or services field. The stated base pay range is $95,000–$125,000, with incentive/variable pay opportunities in addition to base pay.

Requirements

5+ years of successful direct sales experience in enterprise technology, communications, infrastructure, cloud, security, managed services, professional services, or a related field.
Proven track record of growing customer relationships through account expansion, cross-selling, upselling, new business development, and consistent achievement of sales targets.
Experience leading complex, multi-stakeholder sales cycles with mid-market and enterprise clients.
Ability to engage credibly with C-level executives, senior IT leaders, technical buyers, procurement, finance, and other decision-makers.
Ability to conduct effective business and technical discovery and translate findings into outcome-based solution strategies.
Working knowledge of modern infrastructure and cloud technologies, including enterprise networking, data center, collaboration, cybersecurity, and related managed and professional services.
Ability to position the business value of integrated technology and services rather than relying solely on product-based selling.
Strong business acumen, including the ability to understand client operating models, financial drivers, risk considerations, and strategic priorities.
Strong presentation, negotiation, written communication, and executive-level communication skills.
Demonstrated forecast discipline, pipeline management, account planning, and use of CRM and sales forecasting tools.
Ability to work effectively across sales, technical, services, delivery, and operational teams in a fast-paced environment.
Bachelor’s degree in business, technology, or a related field, or equivalent relevant experience.
Proficiency with Microsoft Word, Excel, Outlook, and related productivity and sales tools.

Nice To Haves

Prior experience with a managed service provider, systems integrator, technology solutions provider, consulting organization, or services-led reseller.
Established relationships and a relevant professional network within the assigned market or territory.
Experience selling cybersecurity, cloud, infrastructure modernization, managed services, and professional services as part of an integrated solution.
Recognition as a high-performing sales professional, such as President’s Club or comparable achievement.
Relevant industry, manufacturer, cloud, networking, or security certifications.

Responsibilities

Own and manage the end-to-end sales cycle, from territory and account planning through discovery, solution development, negotiation, close, implementation handoff, renewals, and ongoing account growth.
Achieve assigned bookings, revenue, margin, and other performance targets through customer retention, account expansion, cross-selling, upselling, renewals, services growth, and targeted new business development.
Develop and execute territory and account growth plans aligned with company priorities, assigned targets, market opportunity, customer needs, and client potential.
Build, maintain, and expand trusted relationships with business, financial, operational, and technical stakeholders, including C-level executives and senior IT leaders.
Lead business and technical discovery to understand client environments, priorities, operational challenges, risk profiles, modernization needs, and desired outcomes.
Translate discovery findings into account strategies and value propositions that connect C1 solutions and services to client business and technology roadmaps.
Position and sell integrated solutions across modern infrastructure, enterprise networking, cloud, collaboration, data center, cybersecurity, managed services, and professional services.
Explain how C1 services support technology investments by accelerating adoption, reducing risk, improving operational performance, and creating measurable client value.
Engage technical buyers credibly and collaborate with solution architects and service experts to develop differentiated recommendations.
Use outcome-based solution selling to quantify value, build consensus, address objections, and create urgency around client transformation and modernization initiatives.
Analyze clients, competitive landscapes, business issues, and decision processes to create and execute effective opportunity strategies.
Identify whitespace and growth opportunities within existing accounts and introduce solutions and perspectives that expand C1’s strategic value.
Develop and close cross-sell and upsell opportunities across the C1 portfolio to increase customer value, strengthen relationships, and grow wallet share.
Partner with sales engineering, services, delivery, customer success, marketing, sales support, finance, and other cross-functional teams to advance opportunities and support client outcomes.
Maintain accurate and timely opportunity data, pipeline, forecasts, account plans, next steps, and activity in company systems.
Apply C1 sales methodology and qualification standards throughout the sales process.
Coordinate timely resolution of client escalations and communicate clearly with clients and internal stakeholders throughout the process.
Maintain current knowledge of C1’s portfolio, represented manufacturers, strategic partners, industry trends, competitive developments, and client markets.
Continuously strengthen business acumen, technical fluency, industry knowledge, and consultative selling capabilities.
Comply with company policies, procedures, contracting requirements, and standards of conduct.

Benefits

401(k) plan with a 35% employer match per dollar up to a 10% employee contribution
Medical coverage with UnitedHealthcare, Reference Based Pricing with member advocacy, and Kaiser options
RX home delivery
HSA with employer contribution
In-vitro fertility treatment coverage
Dental coverage
Vision coverage with 12-month and 24-month frames allowance plans
Healthcare, Dependent Care, and Limited Purpose FSA plans
Pre-tax commuter plans
Employer-paid life insurance
Employer-paid short-term disability
Long-term disability, with employer-paid or optional self-paid plans
Paid parental leave (4 weeks at 100%)
Employee Assistance Plan
Voluntary life insurance for team member, spouse, and child
Voluntary accidental death coverage for team member and spouse
Legal and ID theft plans
Telehealth
Wellness via Omada Health
Travel assistance
Business travel accident coverage
Medical coverage for foreign travel
Employer-paid pet telehealth
Accident insurance
Critical illness insurance
Hospital indemnity insurance
Volunteer time off
10 holidays
Summer Sizzle
On Demand Pay (Daily Pay)