Job Title: Senior Account Executive (Cloud Solutions)
Position Overview
The Senior Account Executive, Business Development is a strategic, quota-carrying sales
professional responsible for driving revenue growth through new customer acquisition, expansion
of existing accounts, and development of strategic partnerships. This role combines enterprise
sales execution with business development leadership, focusing on identifying and capturing new
market opportunities, particularly in cloud-enabled and AI-driven solutions.
Serving as a primary point of contact for enterprise and high-growth accounts, this individual
manages complex, multi-stakeholder sales cycles while also proactively building partner
ecosystems and go-to-market initiatives. The role requires expertise in consultative selling, cloud
solution positioning, and business development strategy in a fast-paced, innovation-driven
environment.
Key Responsibilities
- Revenue Generation & Sales Execution
o Achieve and exceed assigned revenue targets through new customer acquisition,
account expansion, and retention.
o Own and manage the full sales cycle, including prospecting, qualification, solution
development, negotiation, and closing.
o Lead complex, multi-threaded sales engagements across enterprise and midmarket customers.
o Develop and execute account plans to grow strategic and high-value customer
relationships.
o Build and maintain trusted relationships with senior stakeholders, including C-level
executives.
o Act as the primary point of contact for key accounts throughout the customer
lifecycle.
o Understand customer business challenges and align solutions to measurable ROI
and strategic outcomes.
o Drive long-term customer success, retention, and expansion opportunities.
o Maintain accurate and up-to-date CRM records, including pipeline, account activity,
and forecasts.
o Deliver reliable revenue forecasts and strategic insights to leadership.
o Track KPIs and performance metrics to optimize sales eƯectiveness.
- Business Development & Market Expansion
o Identify and develop new business opportunities, including emerging markets,
verticals, and strategic partnerships.
o Build and manage relationships with channel partners, cloud providers (e.g., AWS),
system integrators, and technology alliances.
o Drive joint go-to-market initiatives and co-selling strategies with partners to expand
pipeline and revenue.
o Conduct market analysis to identify trends, competitive positioning, and
whitespace opportunities.
o Develop and execute territory and account-based growth strategies aligned with
company objectives.
o Identify, recruit, and manage strategic partners to expand market reach and solution
adoption.
o Collaborate with partner organizations on joint sales pursuits, marketing
campaigns, and solution development.
o Enable partners with training, tools, and resources to eƯectively position and sell
solutions.
o Position and sell cloud-based, SaaS, AI/ML, and edge computing solutions aligned
to customer business outcomes.
o Translate complex technical concepts (cloud architecture, analytics, machine
learning) into business value propositions.
o Collaborate with technical teams to design and present tailored cloud and AI-driven
solutions
o Support technical validation, integration discussions, and solution architecture
alignment during the sales process.
- Cross-Functional Collaboration
o Work closely with Product, Engineering, Marketing, and Customer Success to align
oƯerings with customer needs.
o Provide feedback on market requirements, product performance, and competitive
insights.
o Support internal stakeholders in developing proposals, pricing strategies, and
Qualifications
Education & Experience
- Bachelor’s degree or equivalent experience required.
- 7+ years of B2B sales and/or business development experience with a strong track record of
exceeding quotas.
- Experience managing complex, enterprise-level sales cycles and strategic accounts.
- Proven success selling cloud, SaaS, AI/ML, or advanced technology solutions.
- Experience working with or selling through cloud ecosystems (AWS, Microsoft Azure,
Google Cloud) strongly preferred.
- Background in building partnerships, alliances, or channel programs is a plus.
Knowledge, Skills, and Abilities
Sales & Business Development Expertise
- Strong consultative and value-based selling skills with business case development.
- Ability to identify and execute on new market opportunities and partnerships.
- Experience with partner-led and co-sell motions.
Communication & Leadership
- Excellent communication and presentation skills, including executive-level engagement.
- Ability to influence cross-functional stakeholders and lead complex deal teams.
- Strong negotiation and contract management skills.
Technical & Cloud Acumen
- Solid understanding of cloud computing, SaaS platforms, AI/ML solutions, and data-driven
applications.
- Ability to quickly learn and articulate technical concepts to non-technical audiences.
Summary
This role blends enterprise sales, business development, and cloud solution expertise, making it
ideal for a high-performing seller who can both close complex deals and build new growth
pathways through partnerships and market expansion.
