Senior Account Executive - Ohio Valley - Net New

Territory and Account Planning

• Collaborate with local team to build and execute a comprehensive territory and account plan.
• Use AI-enabled sales intelligence and analytics tools to identify high-potential accounts, buying signals, whitespace opportunities, and priority personas across the territory.
• Apply data-driven insights to refine account strategies, improve territory coverage, and focus resources on the opportunities most likely to convert.

New Business Development

• Drive new business opportunities in networking, security, and cloud solutions.
• Leverage AI-powered tools to research target accounts, personalize outreach, identify relevant business challenges, and accelerate new-logo pipeline generation.

New Business Development

• Identify and pursue new opportunities through sales-specific actions, marketing programs, channel partnerships, and personally driven campaigns.
• Engage in 8–10 new-business customer interactions per week.
• Initiate contact with prospects across multiple personas, including networking, security, and cloud leaders, through cold calls, emails, social selling, and professional networking.
• Develop and execute strategies to generate new-business leads through a combination of marketing, channel, and individually driven campaigns.
• Utilize prospecting tools such as ZoomInfo, LinkedIn Sales Navigator, Highspot Digital Sales Rooms, and approved AI-enabled sales tools.
• Use generative AI responsibly to improve prospect research, personalize communications, prepare for meetings, and increase prospecting productivity while maintaining accuracy, confidentiality, and brand standards.

Deal Qualification

• Conduct expert discovery and apply the MEDDPICC deal qualification framework.
• Use AI-assisted call intelligence and opportunity insights to identify gaps in discovery, stakeholder engagement, competitive positioning, and deal qualification.
• Validate AI-generated insights through direct customer engagement and sound sales judgment.

Sales Recipes

• Follow established sales recipes, including workshops and assessments.
• Conduct one Security Workshop per month and seven Security Assessments per year.

Economic Buyer Engagement

• Reach the economic buyer by leveraging business value assessments and compelling business cases.
• Ensure all new-logo opportunities over $50,000 include a Business Value Assessment.
• Use AI-enabled research and analytical tools, where appropriate, to strengthen business cases, quantify customer outcomes, and tailor executive-level value propositions.

Partner Meetings

• Hold at least two partner meetings per week with resellers, hyperscalers, and technology-alliance partners.
• Leverage hyperscaler relationships and transact at least one deal per quarter through a hyperscaler marketplace.
• Apply account and partner intelligence to identify opportunities for co-selling, joint prospecting, and coordinated market engagement.

Accurate Forecasting

• Maintain forecasting accuracy within plus or minus 10%.
• Use CRM, forecasting platforms, and AI-generated opportunity insights to assess deal health, identify risks, and improve forecast accuracy.
• Maintain complete and accurate CRM data to ensure AI-supported recommendations and forecasts are based on reliable information.