Senior Client Executive

Tierpoint•Southborough, MA

2d•$90,000 - $155,162•Remote

About The Position

Sr. Client Executives work with senior business and IT leaders at mid-market and enterprise organizations to solve complex infrastructure, cloud, managed services, and security challenges with TierPoint solutions. This role is responsible for building executive-level relationships, creating new logo opportunities, expanding existing named accounts, and leading consultative sales cycles that result in recurring revenue growth. Success requires disciplined territory planning, strong business acumen, and the ability to align TierPoint resources around measurable customer outcomes. At TierPoint, success requires ambition, resourcefulness, accountability, and tenacity. We operate with a bias for action and rely on sellers who can build trust with customers, collaborate across teams, and take ownership of results in a competitive market. Come join the world-class Sales Team we are building. Note: This is a home office based role however, only local candidates in the New England market will be considered.

Requirements

At least 10 years of successful quota-carrying enterprise sales experience in complex technology solutions, with demonstrated ability to manage the full sales cycle from prospecting through close and expansion.
Well-versed in managed services, data center services, public cloud, private cloud, hybrid infrastructure, consulting, professional services, and related hardware and software solutions.
Track record of qualifying and closing consultative/service-led sales, particularly multi-year and subscription-based services
Exceptional ability to create and foster relationships across enterprise C-suite executives and build consensus among the buying team
Extraordinary drive and ability to balance pursuit of new client opportunities while consistently growing existing client relationships
Proven ability to listen, extrapolate information, and leverage resources to effectively identify solutions that address client business needs
Ability to effectively learn technical products, services and solutions and readily apply acquired knowledge to advance new and existing opportunities
Ability to collaborate effectively with distributed sales, engineering, solution architecture, operations, partner, and executive teams.
Excellent verbal, written, and interpersonal skills
Experience selling into New England mid-market and enterprise accounts, with established knowledge of the regional business community, partner ecosystem, and buyer network preferred.
Ability to prioritize and organize effectively
Experience using a structured sales methodology and CRM discipline to qualify opportunities, build mutual action plans, inspect deal risk, and forecast accurately.
Ability to work on multiple projects simultaneously
Ability to work both independently and with others
Ability to operate in a fast moving, team-oriented, collaborative environment with tight deadlines
Proficiency in using MS Office Suite and Windows-based computer applications

Nice To Haves

Prior experience in data center, managed services, public cloud, private cloud, hybrid infrastructure, cybersecurity, or IT consulting strongly preferred.

Responsibilities

Prospect, qualify, and create new relationships with clients who can benefit from TierPoint solutions
Develop and execute a territory plan for a defined set of named accounts and target prospects, including account prioritization, executive mapping, partner strategy, and measurable pipeline creation goals.
Uncover business strategies, initiatives, and pain points in new and existing accounts that can be addressed through TierPoint offerings
Gain a deep understanding of clients’ internal IT operations and the priorities and people that drive purchasing decisions to align TierPoint solutions with organizational needs
Create personalized, relevant, and executive-level messaging that connects customer business priorities to TierPoint outcomes across email, phone, meetings, and account planning activities.
Consistently achieve or exceed monthly recurring revenue (MRR) goals
Build and leverage partner relationships, including Microsoft and other strategic ecosystem partners, to create co-sell opportunities, strengthen account access, and expand TierPoint’s relevance with customers evaluating cloud and managed services options.
Accurately forecast monthly and quarterly bookings in a timely manner
Proactively manage pipeline, opportunity stages, next steps, close plans, and activity history in CRM to support accurate forecasting, deal inspection, and cross-functional visibility.
Learn, maintain, and communicate in-depth knowledge of TierPoint solutions, industry trends, and competition
Effectively collaborate and build mutually beneficial relationships with a variety of Partners and stakeholders in the TierPoint ecosystem to drive business in territory
Provide high-quality internal and external customer service consistent with TierPoint’s core values.
Other duties as assigned by manager