Senior Account Executive ( SMEC)
Hitachi Solutions•Irvine, CA
•$120,000 - $180,000•Remote
About The Position
The Sr. Account Executive SMEC is responsible for driving strategic Microsoft consulting services sales within the small and medium enterprise/corporate market. This role will focus on building trusted customer relationships, developing and executing territory and account plans, identifying new logo and whitespace opportunities, and closing complex consulting services engagements aligned to Microsoft’s key solution areas.
Requirements
- 7–10 years of experience selling Microsoft consulting services, professional services, technology consulting, or enterprise transformation solutions.
- 3–5 years of Microsoft Business Applications sales experience, including solutions such as Dynamics 365, Power Platform, CRM, ERP, or related Microsoft business solution areas.
- Demonstrated experience selling complex consulting services engagements of $1 million or more.
- Proven experience owning the full sales cycle, including prospecting, qualification, discovery, solution positioning, proposal development, negotiation, and close.
- Strong ability to build trusted advisor relationships with senior business and IT stakeholders.
- Experience developing strategic account plans, opportunity plans, and territory strategies that drive pipeline growth and revenue attainment.
Responsibilities
- Build and grow trusted customer relationships through consultative, value-driven engagement.
- Develop a deep understanding of customers’ business and technology priorities to identify aligned opportunities.
- Create and execute strategic account and territory plans to drive pipeline growth, accelerate sales cycles, and achieve revenue targets.
- Own the full sales cycle from opportunity creation to close, ensuring a high-quality customer experience throughout.
- Identify and execute upsell, cross-sell, whitespace, and net-new business opportunities within assigned accounts and territories.
- Own new logo acquisition efforts within the SMC/SMEC segment, identifying and closing net-new business aligned to Microsoft’s key solution areas.
- Lead the development and execution of strategic account and opportunity plans, from lead capture through sales closure.
- Qualify sales opportunities to ensure the optimal use of internal, partner, and Microsoft resources.
- Build and maintain strong relationships with Microsoft field teams to drive joint sales motions, co--sell alignment, and mutual success.
- Partner closely with Microsoft field teams to uncover, qualify, and jointly pursue co-sell opportunities through Microsoft’s commercial marketplace and co-sell motion.
- Maintain a strong understanding of Microsoft solution areas, including Business Applications, CRM, ERP, Data and Analytics, AI/ML, Modern Solutions, and Platform/App Development.
- Actively engage with Microsoft teams at multiple levels to align strategies and leverage opportunities within Microsoft’s customer base.
- Leverage Microsoft’s resources and go-to-market support to drive joint engagements that showcase the value of the company’s offerings for corporate customers.
- Serve as a strategic advisor and thought partner to customers, understanding their business challenges and positioning tailored solutions that drive measurable business value.
- Engage with senior business and IT leaders to position solutions as enablers of transformation, growth, and operational improvement.
- Champion a customer-centric sales approach focused on addressing the unique needs and challenges of corporate customers.
- Actively gather and apply customer feedback to refine the sales approach, improve the customer experience, and support long-term value realization.
- Manage multiple accounts and opportunities, prioritizing effectively to meet evolving customer needs and business goals.
- Lead and coordinate cross-functional teams, including pre-sales, industry specialists, Microsoft stakeholders, delivery leaders, engagement managers, and solution specialists, to execute account strategy and close deals.
- Utilize consulting, delivery, and technical resources effectively throughout the sales cycle while demonstrating strong leadership and ownership.
- Collaborate with delivery and technical teams to ensure client expectations are met and that proposed solutions are practical, innovative, and aligned to client needs.
- Partner with Services Delivery Leads, Engagement Managers, and Solution Specialists to develop account strategies and support deal closure.
- Contribute to broader sales team success by sharing insights, strategies, and best practices.
- Maintain accurate pipeline management, forecasting, and reporting to enable predictable business performance.
- Maintain high activity levels and meet KPIs related to pipeline creation and opportunity conversion.
- Develop and execute outbound strategies and lead-generation programs targeting priority accounts.
- Collaborate with marketing to support demand generation activities, including webinars, events, Account-Based Marketing campaigns, and targeted vertical campaigns.
- Build and execute account plans focused on whitespace penetration and high-value prospects.
Benefits
- Annual Sales Incentive Plan
- Medical, Dental and Vision Coverage
- Life Insurance and Disability Programs
- Retirement Savings with Company Match
- Paid Time Off
- Flexible Work Arrangements including Remote Work
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
