General Purpose:The Business Development Executive is responsible for driving new logo acquisition and revenue growth within assigned Ideal Customer Profiles (ICPs). This role owns the full sales cycle for prospect accounts, from initial discovery through close, using deep industry expertise and consultative selling to position TPx solutions. Following initial ownership, accounts transition to the Commercial Account Executive (CAE) team to support long-term customer success and retention.
Direct Reports:NoEssential Duties and Responsibilities:- Drive new logo acquisition and early expansion revenue within assigned ICPs, achieving first-year growth targets.
- Own the full opportunity lifecycle for assigned prospects, including discovery, qualification, solution design, proposal development, negotiation, and close.
- Develop and execute strategic pursuit plans tailored to specific industries, target accounts, and buying personas.
- Generate pipeline through outbound activities, industry networking, prospecting events, marketing leads, and client referrals.
- Lead discovery and value-based selling conversations to uncover customer needs and align solutions to desired business outcomes.
- Collaborate with Solutions Architects, and Overlay teams to design fit-for-purpose solutions.
- Manage proposals, pricing, and approvals in alignment with company policies while delivering a strong customer experience.
- Maintain accurate and current CRM data, including pipeline, forecasts, deal notes, and activity tracking.
- Deliver comprehensive opportunity handoff documentation to assigned Commercial Accoutn Executive/Service Manager teams upon deal closure.
Other Responsibilities:- Transition the ownership of the customer account to the appropriate Commercial Account Executive segment and Account Executive (after the 1st year of ownership is complete).
- Partner with the assigned Service Manager or SM team for overall customer health support upon start of solution implementation.
- Partner with internal stakeholders to support successful solution implementation and customer onboarding.
- Stay current on industry trends, market conditions, regulatory changes, and competitive offerings.
- Provide feedback to sales leadership and cross-functional teams to improve go-to-market strategies.
- Represent the company professionally at industry events, customer meetings, and internal forums.
- Customarily and regularly perform in-person sales activities, including onsite customer meetings, customer-site visits, field-based sales activities, and business travel.
Required Qualifications:- Bachelor's degree or equivalent combination of education and experience.
- 5+ years of sales experience working within the Telecommunications industry
- Experience in full-cycle B2B sales (prospecting through close) within technology, telecom, managed services, or SaaS.
- Professional experience within the Managed Service Provider (MSP) industry is required.
- Demonstrated success in new logo acquisition and early expansion motions.
- Proven ability to generate pipeline and close new business
- Experience managing full sales cycles from prospecting through close
- Strong discovery, objection handling, and negotiation skills
- Ability to engage multiple stakeholders and build business cases
Preferred Qualifications:- Experience selling into Enterprise and/or Mid-Market segments
- Experience with outbound prospecting and account-based selling
- Familiarity with solution-based or consultative sales methodologies
- Strong experience with CRM tools (Salesforce preferred)
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Req: #26-0115
