Sr. Account Executive

Role Responsibilities

• Target customers in the C-suite to create win-win solutions in a highly consultative manner, in a competitive landscape that addresses business issues and delivers positive business outcomes.
• Identify, scope, price and secure commitments for add-on and net new business while addressing customer administrative, billing and contracting needs.
• Effectively organize workload to exceed sales quotas and related metrics, and accurately forecast all pipeline revenue opportunities in a timely manner, using Salesforce.com.
• Manage the sales process from outbound prospecting, understanding requirements, presenting and demonstrating offerings solutions, closing sales orders, and delivering customer requirements to operations.
• Handle price negotiations with a focus on value-based selling and positioning Otava’s core differentiators that enables potential customers to identify value received for their commitments to us.
• Cook up with solution architects, sales engineering and operations to ensure that the customer’s technical and delivery requirements can be achieved before an order is secured.
• Work closely with internal teams to maximize customer experience.
• Other duties as required to assist the Otava sales team in achieving their objectives.

Requirements

• Fifteen or more years of experience in outside technical sales.
• At least five years must be in selling cloud and hosted solutions.
• Track record of consistently meeting or exceeding activity, pipeline and revenue objectives.
• Consultative solution selling expertise – selling solutions and capabilities, not just products – and including track record of success with selling to VP/SVP/EVP/CXO level.
• Extensive field sales experience in Public (AZURE/AWS) & VMware based Private Cloud.
• Extensive field sales experience in DRaaS, Data Backup, and IT Migration.
• Extensive field sales experience in Professional Services, Networking, and Security.
• Self-motivated and able to work independently and as part of a team.
• Success closing new accounts while working with existing accounts.
• Working with potential customers and internal technical resources to identify, cultivate, and close deals.
• Proven track record with complex enterprise-level IT environments, including understanding of servers, networking, hosting, colocation, and data centers.
• Strong verbal and written communications skills.
• Strong whiteboard presentation and selling skills.
• Extensive field sales experience in complex contract negotiation.
• Self-starter with strong work ethic with a “can-do” positive attitude.

Qualifications

• Fifteen or more years of experience in outside or field technical sales.
• At least five years in selling cloud and hosting solutions.
• Understand the products in depth and be able build solutions and communicate value to customers.
• Desire to be a part of the fast-paced, high-energy entrepreneurial experience.
• Self-starter with strong work ethic with a “can-do” positive attitude.
• Prove track record of exceeding activity, pipeline, and revenue targets.
• Consistent ability to forecast sales activity accurately.
• Proficient with com, Microsoft Office suite, phone skills, face-to-face selling, and solution sales.
• Consultative solution selling expertise – selling solutions and capabilities, not just products – and including track record of success with C-suite prospective customer personnel.
• Prove track record of overachieving objectives and ability to close sales.
• Proficient with Salesforce.com, Microsoft Office suite, phone skills, face-to-face selling, and solution sales.
• Desire to be a part of the fast-paced, high-energy entrepreneurial experience.
• Proven track record with complex enterprise-level IT environments, including understanding of servers, networking, hosting, colocation, and data centers.

Skills

• Strong verbal and written communications skills.
• Strong whiteboard presentation and selling skills.
• Proficient with Salesforce.com, Microsoft Office suite, phone skills, face-to-face selling, and solution sales.
• Consultative solution selling expertise – selling solutions and capabilities, not just products – and including track record of success with C-suite prospective customer personnel.
• Prove track record of overachieving objectives and ability to close sales.
• Proven track record with complex enterprise-level IT environments, including understanding of servers, networking, hosting, colocation, and data centers.

Benefits

• Remote work.
• Competitive compensation package, base ($100K - $150K) + commissions that can exceed 150% of base.
• 401(k) match.
• Medical, dental, vision, and life insurance.
• Generous PTO.
• Paid volunteer time off.
• Paid parental leave.
• Working with world-class co-workers who are just as dedicated and as awesome as you are.

What We Offer

• As a global leader in secure, compliant, enterprise-class cloud hosting, we deliver a full range of solutions from colocation to private and hybrid cloud computing.
• We’re creative thinkers who love to serve others, automate where possible, and change when required.
• We’re about putting people first – our employees and our customers.
• We have a customer-centric focus and go all in, on helping our customers protect and manage their data.
• We aim for superior customer service in everything we do and strive to get even better.
• Our onboarding process is designed to ensure a seamless integration into the OTAVA team.
• From day one, you'll be welcomed by a team dedicated to making your transition smooth and enjoyable.
• Your growth is our priority.
• Our training programs are tailored in partnership with all our technology vendors to ensure you have the skills and knowledge needed to excel in your position.
• Whether you're a seasoned professional or just starting your career, there's always room to learn and grow at OTAVA.
• Working at OTAVA means being part of a team that values your expertise, fosters professional growth, and provides opportunities to make a significant impact.
• Join us as we continue to push boundaries and shape the future of secure, and intelligent multi-cloud solutions.
• Joining OTAVA means embarking on a journey of growth, innovation, and professional fulfilment.
• Our commitment to your success extends beyond recruitment; it's about creating an environment where you can thrive and make a meaningful impact.