Account Executive - New Business

The posting, as Nexcess wrote it

About Nexcess
Nexcess provides specialty cloud solutions for organizations where performance and compliance have to coexist. We serve businesses worldwide, from agencies scaling client sites to enterprises running mission-critical operations. We've built our reputation on deep technical expertise and genuine partnership with every client we work with. Behind every environment we manage is a team of people who take the craft seriously and keep showing up when it matters.

Overview
The New Business Account Executive is a hunter. This role exists for one reason: to win net-new small and mid-sized business (SMB) customers for our cloud, backup, and disaster recovery (DR) services. You will target SMB organizations that need reliable infrastructure, data protection, and business continuity but don't have the in-house resources to run it themselves. You will build your own pipeline from scratch, using LinkedIn, outbound calls and email, events, referrals, and partner relationships to open doors with companies that do not do business with us today. You will have support from our Business Development Representative (BDR) team, but you are expected to drive your own pipeline. You own the strategy, the pipeline, and the number. You don't sell and disappear. You stay available to your new customers through onboarding to support what you sold and the commitments you made. Once the customer is live, the account moves to the install base Account Management team so you can get back to hunting. This role does not manage existing accounts, renewals, or expansion sales.
The compensation range for this position is between $200k-$250k OTE
Responsibilities
New Logo Prospecting and Pipeline Generation

• Build and work a target account list of SMB organizations that need cloud, backup, and DR services and are not current customers.
• Self-source opportunities through LinkedIn (including Sales Navigator), cold calling, email, video, events, and referrals.
• Build a credible presence on LinkedIn with target buyers by posting, engaging, and starting conversations with decision makers.
• Run multi-touch, multi-threaded outbound campaigns to reach SMB decision makers, including owners, IT managers, and operations and finance leaders.
• Generate the majority of your pipeline from your own outbound activity rather than relying on inbound leads.

Working with the BDR Team

• Work alongside the BDR team on target accounts, messaging, and outreach to add to the pipeline you build yourself.
• Share clear qualification criteria and what a good first meeting looks like.
• Run the meetings the BDR team books and give feedback on meeting quality.
• Treat BDR support as an addition to your own prospecting, not a replacement for it.

Discovery, Solution Selling, and Closing

• Lead discovery to understand each prospect's current infrastructure, backup and recovery approach, business continuity risks, decision process, budget, and timeline.
• Partner with Solution Engineer

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• Forecast accuracy and CRM hygiene.

Work Environment
The physical demands described here are representative of those that must be met by an individual to successfully perform the essential duties of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.

• While performing the essential duties of this job, the individual is regularly required to speak and hear
• While performing the essential duties of this job, the individual is regularly required to use hands for keyboarding, gross manipulation, and fine manipulation
• Works at a desk and computer screen for extended periods of time
• Works in a traditional climate controlled office environment or from home
• Works in a highly stressful environment dealing with a wide variety of challenges, deadlines and diverse employee population
• Limited travel to customer sites and industry events.

Disclaimer
This job description is only a summary of the typical functions of the position. It is not intended to be an exhaustive or comprehensive list of all job responsibilities, tasks, or duties. Additional duties and tasks may be assigned as part of the job function. Liquid Web Inc. reserves the right to modify, interpret, or apply this job description in a way that best supports the organizational needs. The job description in no way creates or implies an employment contract. The employment contract remains “at will”.

Equal Employment Opportunity Policy: Liquid Web is committed to offering equal employment opportunity without regard to age, color, disability, gender, gender identity, genetic information, marital status, military status, national origin, race, religion, sexual orientation, veteran status, or any other legally protected characteristic.

Acknowledgement

I acknowledge that I have reviewed and understand this job description and the expectations of the role. I understand that duties may change as business needs evolve.

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