Account Executive

Description:

As an Account Executive, you will own full cycle sales in Enterprise and Commercial accounts, selling the complete Arraya portfolio. You will leverage your established relationships, develop a set of assigned named accounts, and execute a net new logo motion.

This role is ideal for sellers transitioning from an OEM who want to better serve customers by drawing on subject matter experts across every IT domain. It also suits Account Executives with the business acumen and problem-solving skills to understand customer goals and connect them with the right experts across Arraya to achieve them.

Supervisory Responsibilities

• None

Responsibilities

• Generate and close new business across Enterprise and Commercial accounts, carrying an annual quota and growing the book of business year over year.
• Build relationships with CIOs and technical leaders, serving as a trusted advisor who understands customer goals and connects them with the appropriate Arraya practices, including data center, cloud, networking, cybersecurity, modern workplace, collaboration, AI, and managed services.
• Identify and lead contract expansion and cross-sell opportunities within existing accounts, maintaining accountability for customer satisfaction and partnering with internal teams through delivery, renewal, and ongoing support.
• Build and maintain a qualified pipeline sourced from existing customers, the partner ecosystem, and new prospects.
• Rigorously qualify opportunities using MEDDPIC and deliver accurate quarterly forecasts.
• Lead virtual and on-site customer meetings.
• Collaborate with Arraya engineers and consultants to scope solutions, develop proposals and business cases, and create statements of work.
• Represent Arraya to customers and customers to Arraya in all sales-related activities, demonstrating professionalism with customers, partners, and colleagues.

Requirements:

Required Qualifications and Experience

• 3+ years of technology sales experience, with a documented record of quota attainment
• Experience owning a full sales cycle from prospecting through close
• Proven hunting and prospecting into Enterprise or Commercial accounts, with expert knowledge of customer account management
• Experience selling technical solutions tied to business use cases
• Established relationships with IT buyers
• Ability to communicate clearly in writing and in the room with both executives and technical stakeholders
• Familiarity with data analysis and reporting, including maintaining accurate account, opportunity, and forecast data in a CRM

Preferred Qualifications and Experience

• Experience at an OEM, distributor, or solutions provider, with working knowledge of channel motions and deal registration
• Experience selling professional or managed services alongside product, including SOW construction
• Complex consultative selling across multiple stakeholders and multi-year agreements
• Familiarity with one or more of the following: data center and cloud, networking, cybersecurity, the Microsoft stack, unified communications, or AI services

Education

• High school diploma or equivalent required
• BS/BA preferred

Position Type and Expected Hours of Work

• Full-Time
• Remote
• 40 hours per week
• Monday through Friday
• Regular travel to customer sites, with onsite customer meetings expected every week

Working Conditions and Physical Requirements

• Prolonged periods of being in a stationary position while working on a computer
• Must be able to move and/or lift up to 40 pounds at times
• Must be comfortable operating a computer and/or other office productivity machinery