Account Executive – Advisory Services

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $120k - $140k / year

⏰ Full Time

🟠 Senior

🔴 Lead

🧑‍💼 Account Executive

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UPSTACK

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2017

🤝 B2B

📡 Telecommunications

💼 Consulting

💰 $100M Debt Financing on 2021-11

B2B • Telecommunications • Consulting

UPSTACK is a B2B advisory and execution platform that helps businesses purchase, implement, and manage technology and telecommunications investments at no cost to customers. It provides data-driven advisory services—solutions design, total cost of ownership (TCO) analysis, price benchmarking, service & vendor availability assessments, vendor selection, and contract review/negotiation—backed by an analytics platform built on a large transactional dataset (noted as 80 million data points). UPSTACK also offers execution and managed services (vendor management, contract renewals, escalations, service issue resolution) and direct relationships with major providers to validate availability for connectivity, cloud, voice, and related services. The company serves enterprise customers (including 60+ Fortune 1000 customers) and reports managing over $1B in annual technology spend.

📋 Description

• Generate new business through outbound prospecting, strategic account targeting, networking, and relationship building • Build and maintain a self-sourced sales pipeline focused on net-new customers and market expansion • Research target accounts, industry trends, and competitive insights • Develop and execute strategic account plans for customer acquisition and account growth • Manage the full sales cycle from outreach and discovery through proposals, negotiation, and contract close • Establish relationships with customer stakeholders, including executive and C-suite decision-makers • Conduct discovery conversations to understand customer objectives, structures, pain points, and initiatives • Position solutions and communicate value propositions aligned with customer needs and measurable outcomes • Collaborate with Customer Success, Solutions Engineering, Marketing, Sales Development, Product, and Sales Enablement teams • Partner with Customer Success to drive retention, account expansion, and long-term relationship growth • Conduct business reviews and strategic account discussions to identify additional opportunities • Maintain opportunity tracking, pipeline management, forecasting, and account documentation in CRM platforms such as Salesforce • Meet or exceed sales quotas, pipeline generation goals, and performance metrics • Navigate complex sales cycles, objections, and competitive environments • Stay informed about technology and telecommunications industry trends, solutions, and market developments

🎯 Requirements

• At least 7+ years of proven full-cycle sales experience in the Technology and/or Telecommunications industry • Proven success in new business development and prospecting, with the ability to build pipeline independently • Experience selling into multiple organizational levels, including C-suite stakeholders • Strong ability to build and deliver compelling presentations • Demonstrated ability to orchestrate cross-functional resources, including solutions engineering, customer success, and product teams • High degree of adaptability, drive, and coachability, with a hands-on, hunter-oriented approach • Knowledge of full-cycle sales methodologies, business development strategies, and account management practices • Knowledge of technology and/or telecommunications industry trends, products, and customer buying behaviors • Understanding of consultative and solution-based selling approaches • Knowledge of CRM platforms such as Salesforce and sales engagement technologies • Understanding of pipeline management, forecasting processes, and sales performance metrics • Knowledge of organizational structures and enterprise-level decision-making processes • Familiarity with strategic account planning and land-and-expand sales strategies • Strong prospecting and new business development skills • Excellent verbal, written, and presentation communication skills • Effective negotiation and closing skills • Ability to build rapport and influence stakeholders across multiple organizational levels • Strategic thinking and account planning capabilities • Strong organizational and time management skills • CRM management and sales forecasting proficiency • Analytical and problem-solving skills • Ability to coordinate cross-functional resources to drive customer outcomes • Adaptability and flexibility in changing business environments • Strong interpersonal and relationship management skills • Demonstrated resilience, persistence, and competitive drive • Self-motivation with the ability to work independently and manage priorities effectively • Ability to independently generate and manage a robust sales pipeline • Ability to ramp in a self-starting environment • Ability to identify customer needs and align solutions to business objectives • Ability to manage complex sales cycles involving multiple stakeholders and decision-makers • Ability to influence and engage executive-level audiences through consultative selling techniques • Ability to prioritize competing demands and manage multiple opportunities simultaneously • Ability to analyze account data, sales metrics, and customer insights to inform strategy and decision-making • Ability to collaborate effectively with internal and external stakeholders while maintaining accountability for revenue generation • Ability to thrive in a fast-paced, evolving, and performance-driven environment • Ability to maintain professionalism, persistence, and focus in the face of rejection or long sales cycles • Ability to travel within the assigned territory as needed • No employment authorization sponsorship for new applicants

🏖️ Benefits

• Commission and residual structure • Unlimited earning potential beyond first-year OTE • Reasonable accommodations for individuals with disabilities • Accessible application process and assistance

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