Strategic Account Executive

New Business

Identify, prospect, qualify, and close new SMB customers for managed services, cybersecurity, Microsoft 365, cloud, compliance, and productivity solutions.

Develop opportunities through outbound prospecting, inbound leads, referral networks, business associations, partner channels, and SMB-focused verticals.

Build and maintain a healthy sales pipeline using Salesforce and approved sales engagement tools.

• Conduct consultative discovery to uncover technology pain points, cybersecurity gaps, operational inefficiencies, business continuity concerns, compliance needs, and modernization opportunities.
• Manage the full sales cycle from lead generation and discovery through proposal, negotiation, close, and handoff to onboarding or service delivery teams.

MSP Solution Selling

Position managed IT, cybersecurity, Microsoft 365, cloud hosting, backup/disaster recovery, compliance, and productivity solutions around measurable business outcomes.

• Sell recurring managed service agreements and solution bundles that create durable MRR/ARR growth.
• Collaborate with solution architects, sales engineers, vCIO resources, and service delivery teams to scope accurate solutions and implementation expectations.
• Develop compelling proposals, quotes, presentations, and business cases tailored to SMB priorities and buying committees.

Cross-Sell & Account Expansion

Own cross-sell and expansion opportunities within assigned accounts and customer segments.

• Develop account growth plans that identify opportunities to expand customer adoption across the Rightworks portfolio.
• Position complementary offerings such as Business Security, Total Security, Managed Microsoft, Cloud Hosting, Cloud Protect, WISP Compliance, Transaction Pro, Spark AI, and related services.
• Partner with Customer Success, Account Management, Marketing, Solution Engineering, and Service Delivery teams to identify upgrade, modernization, expansion, and attach-rate opportunities.
• Drive conversion of customers from point solutions to broader managed services and platform adoption.
• Execute security, Microsoft 365, cloud modernization, compliance, AI, and productivity-focused account reviews that surface additional customer needs.

SMB Market & Relationship Development

Develop relationships within SMB communities, business associations, referral networks, chambers of commerce, industry groups, and relevant vertical communities.

Represent Rightworks at industry events, partner meetings, business networking forums, and SMB-focused conferences.

Identify target verticals where managed IT, cybersecurity, Microsoft, compliance, cloud, and productivity solutions create strong business value.

Monitor competitive dynamics, customer buying trends, and SMB market signals that may influence messaging, packaging, or go-to-market execution.

Revenue & Pipeline Management

Consistently achieve monthly, quarterly, and annual bookings targets.

• Maintain accurate forecasting, pipeline hygiene, and opportunity management.
• Report clearly on pipeline activity, conversion, revenue projections, cross-sell opportunities, expansion opportunities, and attach-rate performance.
• Use disciplined sales process, follow-through, and data-driven pipeline management to create predictable performance.