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Role Description

The Sr. Account Executive (Enterprise Direct Sales) is empowered to enable growth in our clients and add new logo accounts. The person filling this role will have a high degree of technical knowledge and will manage, grow, and retain/renew an assigned subset of existing accounts while also adding new accounts.

This position is being filled in one of the following locations: Indianapolis, IN

Role Responsibilities

• Target customers in the C-suite to create win-win solutions in a highly consultative manner, in a competitive landscape that addresses business issues and delivers positive business outcomes.
• Identify, scope, price and secure commitments for add-on and net new business while addressing customer administrative, billing and contracting needs.
• Effectively organize workload to exceed sales quotas and related metrics, and accurately forecast all pipeline revenue opportunities in a timely manner, using Salesforce.com.
• Manage the sales process from outbound prospecting, understanding requirements, presenting and demonstrating offerings solutions, closing sales orders, and delivering customer requirements to operations.
• Handle price negotiations with a focus on value-based selling and positioning Otava’s core differentiators that enables potential customers to identify value received for their commitments to us.
• Coordinate with solution architects, sales engineering and operations to ensure that the customer’s technical and delivery requirements can be achieved before an order is secured.
• Work closely with internal teams to maximize customer experience.
• Other duties as required to assist the Otava sales team in achieving their objectives.

Qualifications

• Fifteen or more years of experience in outside technical sales.
• At least five years must be in selling cloud and hosted solutions.
• Track record of consistently meeting or exceeding activity, pipeline and revenue objectives.
• Consultative solution selling expertise – selling solutions and capabilities, not just products – and including track record of success with selling to VP/SVP/EVP/CXO level.
• Extensive field sales experience in Public (AZURE/AWS) & VMware based Private Cloud.
• Extensive field sales experience in DRaaS, Data Backup, and IT Migration.
• Extensive field sales experience in Professional Services, Networking, and Security.
• Must be self-motivated and able to work independently and as part of a team.
• Success closing new accounts while working with existing accounts.
• Working with potential customers and internal technical resources to identify, cultivate, and close deals.
• Proven track record with complex enterprise-level IT environments, including understanding of servers, networking, hosting, colocation, and data centers.
• Strong verbal and written communications skills.
• Strong whiteboard presentation and selling skills.
• Extensive field sales experience in complex contract negotiation.
• Self-starter with strong work ethic with a “can-do” positive attitude.

Requirements

• Fifteen or more years of experience in outside or field technical sales.
• At least five years in selling cloud and hosting solutions.
• Understand the products in depth and be able to build solutions and communicate value to customers.
• Desire to be a part of the fast-paced, high-energy entrepreneurial experience.
• Ability to close new accounts while working with existing accounts.
• Self-starter with strong work ethic with a “can-do” positive attitude.
• Proven track record of exceeding activity, pipeline, and revenue targets.
• Consistent ability to forecast sales activity accurately.
• Proficient with Salesforce.com, Microsoft Office suite, phone skills, face-to-face selling, and solution sales.
• Consultative solution selling expertise – selling solutions and capabilities, not just products – and including track record of success with C-suite prospective customer personnel.
• Demonstrated track record in overachieving objectives and ability to close sales.
• Desire to be a part of the fast-paced, high-energy entrepreneurial experience.
• Proven track record with complex enterprise-level IT environments, including understanding of servers, networking, hosting, colocation, and data centers.

Education

• Bachelor's Degree.

Benefits

• Remote work.
• Competitive compensation package, base ($100K - $150K) + commissions that can exceed 150% of base.
• 401(k) match.
• Medical, dental, vision, and life insurance.
• Generous PTO.
• Paid volunteer time off.
• Paid parental leave.
• Working with world-class co-workers who are just as dedicated and as awesome as you are.

Company Description

As a global leader in secure, compliant, enterprise-class cloud hosting, we deliver a full range of solutions from colocation to private and hybrid cloud computing. We’re creative thinkers who love to serve others, automate where possible, and change when required. We’re about putting people first – our employees and our customers. We have a customer-centric focus and go all in, on helping our customers protect and manage their data. We aim for superior customer service in everything we do and strive to get even better.

Our onboarding process is designed to ensure a seamless integration into the OTAVA team. From day one, you'll be welcomed by a team dedicated to making your transition smooth and enjoyable. Your growth is our priority. Our training programs are tailored in partnership with all our technology vendors to ensure you have the skills and knowledge needed to excel in your position. Whether you're a seasoned professional or just starting your career, there's always room to learn and grow at OTAVA.

Working at OTAVA means being part of a team that values your expertise, fosters professional growth, and provides opportunities to make a significant impact. Join us as we continue to push boundaries and shape the future of secure, and intelligent multi-cloud solutions.

Joining OTAVA means embarking on a journey of growth, innovation, and professional fulfilment. Our commitment to your success extends beyond recruitment; it's about creating an environment where you can thrive and make a meaningful impact.