Sr. Account Executive - Cloud Hosting

$100K - $250K
Posted on 10/13/17 by Michael Crouse
Santa Clara, CA
5 - 7 years experience
Data Storage
$100K - $250K
Posted on 10/13/17 Michael Crouse

The Senior Account Executive Cloud Hosting  is responsible for delivering sales results within his/her assigned geography.

 This individual will leverage INAP services to attain his/her assigned Business Unit sales quota including: Cloud (Agile), or Managed Hosting, Colocation, IP Services, and CDN.

A successful Sr. AE has exceptional organizational skills; written and verbal communication skills; a demonstrated ability to multi-task; and strong desire to prospect and close New Logo business. He/she is a high-intensity, ‘hunter’ with a demonstrated track record of aggressively building a funnel and translating opportunities into orders. Industry related selling experience and/or technical competency are strongly preferred.  


Include, but are not limited to the following:

·       Complete all company required training, but pro-actively seek and obtain the knowledge/capabilities to enable sales success in your market.

·       Understand and articulate (orally, written, PowerPoint presentation) the company value proposition into specific customer benefits

·       Build the sales funnel:

Ø “Cold” lead development – telesales, hosted industry events (open-houses, product demos, etc), cold-calling, follow-up marketing lead generated opportunities, etc.

Ø “Warm” lead development – existing account expansion, RFP response, former account recovery, etc.

·       Meet/exceed sales quotas

·       Identify and develop partners to accelerate sales (agents, datacenter partners, VARs, resellers, etc)

·       Attend training on sales techniques, technology, presentation skills.

·       Develop familiarity with and utilize as basis for: contact management database, sales opportunity tracking, sales forecast and report generation.



·       BA/BS degreerequired or Associates Degree with 5+ years of relevant work and industry experience.

·       MBA Desired.

·       5 yrs+ outside salesexperience with consistent > 100% quota attainment.

·       Preferred outside salesexperience in IT, Public or private cloud services, hosting and/or colocation.

·       Success translating customer goals into a sales strategy to support revenue achievement

KEY Knowledge, Skills, Abilities

·       Knowledge of financial models to ensure opportunity meets INAP goals and targets

·       Ability to solve problems quickly and completely.

·       Ability to overcome customers’ objections, and qualify opportunities.

·       Effective stand up presentation skills

·       Effective listening skills.

·       Excellent written and electronic communication skills.

·       Maintains professional appearance and demeanor.

·       Ability to work collaboratively with all departments on sales issues.

·       Demonstrates high standards of ethical conduct.

·       Self starter with positive, optimistic attitude.

·       Ability to develop an effective sales call plan.

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