Senior Major Account Executive - New Logo

This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Senior Major Account Executive – New Logo based in the United States.

Take the lead in driving new business growth across major enterprise accounts in the networking, security, and cloud technology markets. In this high-impact sales role, you will identify strategic opportunities, build executive-level relationships, and convert prospects into long-term customers. You will own the full sales cycle, from territory planning and prospecting to complex negotiations, closing, and revenue forecasting. Working alongside business development, marketing, solution architecture, and channel partners, you will use data-driven insights and AI-enabled sales tools to accelerate pipeline development and improve sales effectiveness. This opportunity is ideal for an entrepreneurial sales professional who thrives on winning new logos, challenging established technologies, and delivering measurable business value. You will have the autonomy to shape your territory strategy while contributing to a collaborative, innovative, and performance-driven team.

• Territory and account planning: Collaborate with regional sales colleagues to develop and execute comprehensive territory and account plans. Use sales intelligence, analytics, and AI-enabled tools to identify high-potential accounts, buying signals, decision-makers, and untapped opportunities, prioritizing resources where they can have the greatest impact.

• New business development: Drive new customer acquisition across networking, security, and cloud solutions. Generate qualified opportunities through targeted outreach, marketing initiatives, channel partnerships, professional networking, and self-directed prospecting campaigns.

• Strategic prospecting and pipeline generation: Initiate conversations with networking, security, cloud, and other relevant business leaders through cold calls, email, social selling, and direct engagement. Maintain a target of 8–10 new-business customer interactions per week and use tools such as LinkedIn Sales Navigator, ZoomInfo, Highspot, and approved AI-enabled applications to improve prospect research and outreach.

• Full-cycle enterprise sales ownership: Manage opportunities from initial discovery through qualification, solution positioning, negotiation, and closing. Navigate complex, multi-stakeholder sales processes involving executives, CIOs, CISOs, finance leaders, risk teams, security operations, and other decision-makers.

• Deal qualification and sales execution: Apply the MEDDPICC qualification framework to assess business needs, decision criteria, stakeholders, competition, and closing plans. Use AI-assisted call intelligence and opportunity analytics to identify gaps, validate deal health, and strengthen sales strategies through direct customer engagement and sound commercial judgment.

• Value-based selling: Build compelling business cases that connect proposed solutions to measurable customer outcomes. Ensure every new-logo opportunity exceeding $50,000 includes a Business Value Assessment, using ROI models and relevant analytics to communicate business impact to economic buyers.

• Sales workshops and assessments: Follow established sales methodologies and engagement practices, including customer workshops and assessments. Deliver at least one security workshop per month and seven security assessments per year to demonstrate solution value and advance qualified opportunities.

• Partner ecosystem development: Maintain at least two partner meetings per week with resellers, hyperscalers, and technology alliance partners. Develop joint prospecting and co-selling strategies, leverage partner intelligence, and close at least one transaction per quarter through a hyperscaler marketplace.

• Forecasting and CRM management: Maintain sales forecast accuracy within plus or minus 10% by regularly reviewing opportunities, identifying risks, and updating deal assumptions. Keep CRM records complete and accurate to support reliable reporting, AI-assisted recommendations, and informed decision-making.

• Responsible use of AI and sales technology: Integrate AI-enabled tools into account research, prospect personalization, meeting preparation, opportunity analysis, and forecasting. Validate AI-generated outputs, protect confidential information, and follow applicable security, privacy, and ethical-use standards.

• Performance and territory growth: Build a qualified pipeline equivalent to three times the assigned quota within the first year, deliver consistent quarterly results, and develop a strong network of external advocates across target accounts and the assigned territory.

Requirements

• Professional sales experience: At least seven years of successful technology sales experience, preferably in a hunter-focused role centered on acquiring new enterprise customers.

• Enterprise acquisition expertise: Demonstrated success opening Fortune 1000 or similarly sized accounts, winning new business, and closing six-figure annual contract value (ACV) opportunities.

• Executive relationship management: Proven ability to establish trusted relationships with C-level executives and engage economic buyers across complex organizations. Candidates should be able to provide references from C-level executives at a minimum of three accounts where they established relationships and introduced a portfolio of products.

• Consistent sales performance: A track record of meeting and exceeding sales targets, generating new-business pipeline, navigating complex sales cycles, and converting opportunities into measurable revenue.

• Value-selling capabilities: Experience applying consultative sales methodologies, conducting Business Value Assessments, developing ROI models, and presenting persuasive business cases that connect technology solutions to strategic business objectives.

• Complex solution selling: Ability to sell a portfolio of technology products through multi-stakeholder engagements, including interactions with executive leadership, IT, cybersecurity, finance, risk, and security operations teams.

• Competitive selling skills: Experience challenging incumbent technologies, positioning emerging solutions, and persuading customers to adopt new approaches in markets where established buying patterns may exist.

• Partner and channel development: Proven ability to cultivate productive relationships across resellers, hyperscalers, technology alliances, and other channel organizations to support joint pipeline generation and revenue growth.

• AI-enabled sales proficiency: Experience using AI-powered sales intelligence, conversation intelligence, analytics, and account research tools to improve prospecting, territory planning, pipeline development, deal execution, and forecasting. A willingness to learn and adopt emerging AI capabilities is essential.

• Sales technology expertise: Familiarity with CRM and sales platforms such as Salesforce, Clari, Highspot, LinkedIn Sales Navigator, ZoomInfo, 6sense, or comparable tools.

• Analytical and strategic thinking: Strong ability to translate account intelligence, sales data, and AI-generated insights into practical territory plans, opportunity strategies, and informed commercial decisions.

• Communication and presentation skills: Excellent written, verbal, negotiation, and executive-level communication skills, including the ability to deliver compelling presentations and articulate technical value in business terms.

• Self-motivation and accountability: An entrepreneurial mindset, strong organizational skills, and the ability to operate independently in a fast-paced, target-driven environment while collaborating effectively with cross-functional teams.

• Education: Bachelor's degree or equivalent relevant professional experience.

• Location and territory readiness: Ability to work from a U.S. home office and manage the assigned enterprise territory. The source references Southern California in the role title and also mentions the Chicago metropolitan area in the responsibilities; the precise territory should be confirmed with the hiring team.

Benefits

• Competitive compensation: Advertised base salary of $140,000–$160,000, plus bonus or commission opportunities. Final compensation may vary according to location, experience, skills, education, certifications, and internal equity. The source listing also displays a separate salary range of $119,500–$178,090, so the applicable range should be confirmed with the hiring team.

• Comprehensive healthcare: Health coverage designed to support employee well-being.

• Paid time off: Generous paid time off to support work-life balance.

• Flexible work options: Flexible working arrangements, including home-office opportunities.

• Professional development: Access to learning opportunities, career mobility programs, and leadership workshops.

• Employee volunteering: Sixteen paid volunteer hours per year to support community engagement.

• Employee resource groups: Opportunities to connect with colleagues and participate in global employee communities.

• Charitable giving: A charitable giving program supported by employer matching.

• Collaborative culture: An inclusive environment that encourages curiosity, creativity, continuous learning, and respectful teamwork.

• Workplace amenities and events: Modern office facilities, electric vehicle charging, snacks, hackathons, social events, and cultural celebrations, where available.

We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team.

We appreciate your interest and wish you the best!

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