Senior Account Executive (AManaged Solutions)

<h3>Accountabilities</h3><li>
<strong>Own the full sales cycle:</strong>Manage all stages of the sales process, including prospecting, lead generation, qualification, technical discovery, proposal development, commercial negotiations, contract execution, and upselling.</li><li>
<strong>Drive new business development:</strong>Identify, engage, and convert prospective customers into long-term clients, contributing directly to revenue growth and market expansion.</li><li>
<strong>Sell managed technology solutions:</strong>Position and sell services covering outsourced software development, application modernization and migration, enterprise knowledge search, data foundations, agentic workflows, and AI learning solutions.</li><li>
<strong>Deliver consultative sales engagements:</strong>Understand customer business objectives, technical requirements, project scope, and operational challenges to recommend appropriate solutions and demonstrate clear business value.</li><li>
<strong>Build strategic customer relationships:</strong>Establish trust with key decision-makers and stakeholders, uncover new opportunities, and expand engagement across existing accounts beyond current contacts.</li><li>
<strong>Develop partner-led opportunities:</strong>Collaborate with AI providers, cloud technology companies, and consulting partners to co-sell joint offerings, develop commercial packages, and access partner sales ecosystems.</li><li>
<strong>Expand existing accounts:</strong>Work closely with account management and existing client sales teams to grow managed solutions engagements within established master service agreement accounts.</li><li>
<strong>Coordinate cross-functional execution:</strong>Partner with Sales Development Representatives, Marketing, Sales Engineering, Delivery, Legal, Operations, and Talent Experience teams to ensure effective opportunity management and successful customer outcomes.</li><li>
<strong>Maintain pipeline accuracy and forecast performance:</strong>Use Salesforce to manage opportunity data, track pipeline progression, and maintain reliable sales forecasts.</li><li>
<strong>Contribute to continuous improvement:</strong>Participate in team meetings, sales training, and industry events while sharing insights that improve sales processes and customer engagement.</li><li>
<strong>Demonstrate ownership and leadership:</strong>Take accountability for individual results, collaborate across teams, welcome feedback, and contribute to the growth of an emerging business unit within an established organization.</li><h2>Requirements</h2><li>
<strong>Relevant sales experience:</strong>Typically 4–6 years of experience in B2B technical sales, with a demonstrated history of achieving or exceeding sales targets.</li><li>
<strong>Complex technology sales expertise:</strong>Experience selling outsourced software development, AI-driven products, application modernization, cloud migration, or other complex technology services and solutions.</li><li>
<strong>New business and account growth:</strong>Proven ability to develop new accounts from initial opportunities into substantial revenue streams and expand existing customer relationships through strategic selling.</li><li>
<strong>Partner-selling experience:</strong>Familiarity with co-selling through AI providers, cloud partners, consulting firms, or other technology ecosystems is highly desirable.</li><li>
<strong>Technical understanding:</strong>Strong technical aptitude and an interest in emerging technologies, with knowledge of the software development lifecycle (SDLC), technology stacks, and the evolving role of AI in software engineering.</li><li>
<strong>Consultative selling capabilities:</strong>Ability to conduct in-depth discovery, understand complex customer requirements, qualify opportunities effectively, and translate technical concepts into compelling business value for both technical and non-technical audiences.</li><li>
<strong>Negotiation and closing skills:</strong>Strong commercial judgment, presentation abilities, and experience managing negotiations and closing complex deals.</li><li>
<strong>Relationship-building skills:</strong>Excellent communication and interpersonal skills, with the ability to establish credibility with senior stakeholders and maintain productive internal and external partnerships.</li><li>
<strong>Entrepreneurial mindset:</strong>Comfortable working in a fast-paced, evolving business environment where initiative, adaptability, efficient time management, and independent problem-solving are essential.</li><li>
<strong>Collaboration and accountability:</strong>A proactive, low-ego approach to teamwork, with a willingness to share knowledge, take ownership of challenges, incorporate feedback, and prioritize collective success.</li><li>
<strong>Education:</strong>A bachelor's degree in Business, Computer Science, Engineering, or a related field is preferred, or equivalent practical experience.</li><h2>Benefits</h2><li>
<strong>Competitive compensation:</strong>Advertised US compensation benchmark of approximately<strong>US$300,000 in annual on-target earnings (OTE)</strong>, comprising a US$150,000 base salary and US$150,000 in variable compensation.</li><li>
<strong>Uncapped commission:</strong>Performance-based earning potential with no stated cap on variable compensation.</li><li>
<strong>Equity compensation:</strong>Eligibility for equity as part of the overall compensation package.</li><li>
<strong>Remote work flexibility:</strong>Work remotely within a distributed, international team.</li><li>
<strong>Career development:</strong>Opportunities to influence the growth of a developing business unit and build a strong track record in complex technology sales.</li><li>
<strong>Exposure to emerging technologies:</strong>Work across AI, cloud, data infrastructure, software engineering, and enterprise transformation solutions.</li><li>
<strong>Strategic partnerships:</strong>Collaborate with leading technology and consulting partners to develop joint offerings and unlock new business opportunities.</li><li>
<strong>Cross-functional collaboration:</strong>Work alongside professionals in sales, engineering, marketing, delivery, operations, and talent management.</li><li>
<strong>High-impact ownership:</strong>Take direct responsibility for commercial results while helping organizations execute important technology initiatives.</li><li>
<strong>International exposure:</strong>Engage with customers across enterprise, mid-market, and SMB segments, gaining experience with diverse industries, business challenges, and sales cycles.</li>