Senior Regional Account Manager

Your team and role

New accounts

• Identify, qualify, and onboard new value-added resellers and managed service providers.
• Develop and deliver sales proposals to prospective customers and partners.
• Conduct daily prospecting and achieve quarterly quotas through direct prospecting and new-logo acquisition.
• Use Salesforce, ZoomInfo, and HubSpot to prospect and manage pipeline activity.
• Collaborate with Marketing, Alliances, Solution Architects, and Business Development to convert leads.
• Develop AI and GPU infrastructure opportunities and joint go-to-market initiatives.
• Respond to incoming inquiries and maintain engagement through consistent follow-up.
• Represent the company professionally and create a strong engagement experience for prospects.

Existing accounts

• Maintain relationships with VARs, MSPs, customers, and strategic partners to drive revenue growth.
• Achieve quarterly quotas by expanding business within existing accounts and partners.
• Create joint business plans and execute sales strategies with VARs and MSPs.
• Expand accounts through AI/GPU infrastructure and emerging AI workloads.
• Manage customer contracts and contractual obligations.
• Execute account plans, conduct business reviews, and identify retention, upsell, and cross-sell opportunities.

General sales responsibilities

• Manage contacts, sales activity, and weekly updates in Salesforce.
• Monitor market trends and competitor activity to identify threats and opportunities.
• Maintain knowledge of competitive positioning, strengths, weaknesses, and alternative solutions.
• Develop strategies to address competitive positioning and improve sales effectiveness.
• Represent the company at customer meetings, partner engagements, industry events, and conferences.

What you bring

• At least 7 years of corporate sales experience.
• At least 7 years of IT infrastructure sales experience, including cloud services and/or reseller-channel experience.
• Good understanding of the AI/GPU infrastructure ecosystem, technologies, vendors, trends, and customer use cases.
• Formal sales training is ideal, preferably through a recognized sales methodology.
• Ability to prospect, qualify, develop, negotiate, and close complex opportunities.
• Experience and certifications with Salesforce and modern sales tools.
• Strong technology sales experience with MSPs and/or reseller channels and prior digital sales experience.
• Proven record of exceeding sales quotas and excellent written and verbal communication skills.
• Ability to multitask, prioritize, manage time, solve problems, and work effectively in a fast-paced environment.
• Willingness to travel to trade shows and clients as required.

Education and preferred experience

• Bachelor's degree in Business or equivalent experience.
• Existing relationships within the cloud, service provider, reseller, or technology ecosystem are a nice to have.
• Experience with VMware alternatives, private cloud, or infrastructure-as-a-service solutions is a nice to have.