Senior Account Executive

Applied Information Sciences • Reston, VA

21d • $166,000 - $250,000

About The Position

Why AIS? When you join AIS, you’re joining a mission-driven team that’s passionate about making a difference. You’ll work on projects that matter, alongside industry-leading experts, in an environment that fosters innovation, driving client success, and empowering our team to make a lasting impact. As an employee-owned company, we value collaboration, inclusivity, continuous growth, and shared success. Employee Ownership : Your contributions directly impact the company’s success, and you share in its achievements. Continuous Learning : Access to resources, training, and mentorship to support your professional growth. Inclusive Culture : A workplace where diversity is celebrated, and everyone’s voice is valued. Mission-Driven Work : Engage in projects that make a meaningful difference for our clients and communities. What are we looking for? At AIS, we're looking for more than just skills - we're looking for driven individuals who are passionate about making a difference, eager to grow, and aligned with our core principles. What you will be doing? At AIS, we are dedicated to providing our employees with diverse opportunities to grow their careers while supporting a variety of impactful projects. For this position, we are seeking a talented individual to join AIS as a Senior Account Executive. Core Knowledge & Skills: Deep expertise in AIS services, market dynamics, compliance, CRM tools, and financial metrics; develops creative pricing strategies. Work & Complexity: Leads long-term strategies, manages high-stakes accounts, handles complex negotiations, and mitigates risks. Quality & Independence: Maintains high satisfaction rates, enhances service delivery, and ensures error-free client deliverables. Teamwork & Communication: Leads collaboration across teams, mentors others, and ensures alignment of efforts and strategy. Consulting & Engagement: Identifies opportunities for client performance improvement, develops innovative proposals, and delivers customized solutions. As your initial career assignment, you will support the priorities and vital functions of our shared services teams as a(n) Senior Account Executive. AIS is seeking a highly driven and disciplined Senior Account Executive who can lead growth in a portfolio of clients aligned by industry sector. This individual will be responsible for revenue growth, client relationship leadership, and pursuit excellence across strategic accounts and new logo opportunities. Success in this role demands a leader who combines exceptional communication skills, business-led thinking, rigorous sales discipline, and a sharp focus on proposal quality and client impact. The ideal candidate brings both strategic presence and operational execution, serving as the trusted advisor to clients and a growth engine for AIS.

Requirements

• 10+ years of enterprise sales or strategic account leadership preferably in Energy, Utilities, Financial Services, Insurance or Healthcare)
• Exceptional written and verbal communication skills—executive presence is a must
• Proven strength in proposal leadership and business impact storytelling
• Highly organized, methodical, and self-driven
• Strong collaboration skills with delivery, solution, and partner teams
• Strong working knowledge of the Microsoft ecosystem: Familiar with Microsoft Azure, M365, and co-sell motions
• Demonstrated ability to build relationships with Microsoft field teams, including Partner Development Managers (PDMs), Account Executives, and industry specialists
• Ability to work cross-functionally with marketing, pre-sales, and delivery teams
• Familiarity with CSP (Cloud Solution Provider) model and how it supports licensing + services bundling
• Excellent communication, storytelling, and stakeholder engagement skills – able to deliver compelling outreach, presentations, and customer messaging
• Proficiency in CRM tools (e.g., Hubspot, Dynamics, Salesforce) and disciplined pipeline hygiene and forecasting

Nice To Haves

• Experience working in or with Microsoft co-sell environments a strong plus

Responsibilities

• Revenue & Vertical Growth Own vertical P&L, including revenue, pipeline targets, and gross margin
• Drive new logo acquisition and expand existing account revenue through upsell/cross-sell
• Maintain ≥3x pipeline coverage and ensure forecast accuracy
• Proposal & Pursuit Leadership Lead creation of high-quality, business-outcome-driven proposals
• Ensure every pursuit has a compelling storyline, client context, and quantified impact
• Review all major proposals for strategic positioning, pricing rationale, and solution clarity
• Client & Stakeholder Engagement Build and maintain C-level relationships across priority accounts
• Represent AIS in executive briefings, proposal orals, and account reviews
• Drive high client engagement scores and long-term value realization
• Business-Led Thinking Bring industry context to every engagement—speak to client problems, not just tech
• Collaborate with solution and delivery teams to craft differentiated offerings
• Translate client pain points into clearly scoped and budget-aligned proposals
• Sales Execution & Discipline Own CRM hygiene, forecast cadence, and sales process adherence
• Drive accountability across pursuits, meetings, and proposal timelines
• Collaborate closely with Sales Enablement and India Development Center to scale support capacity
• Microsoft & Partner Engagement Align with Microsoft GTM teams for co-sell and channel leverage
• Engage in campaign planning, Executive Briefing Center (EBC) and partner strategy execution

Benefits

• Employee Ownership : Your contributions directly impact the company’s success, and you share in its achievements.
• Continuous Learning : Access to resources, training, and mentorship to support your professional growth.
• Inclusive Culture : A workplace where diversity is celebrated, and everyone’s voice is valued.
• Mission-Driven Work : Engage in projects that make a meaningful difference for our clients and communities.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed