Senior Account Executive Iberia

Responsibilities

The Senior Account Executive is responsible for the full sales cycle, from aggressively creating opportunities to negotiation and closing, with the main focus on securing new clients across target industries.

1. New Business Acquisition and Revenue Growth

• Aggressively generate new leads and sales opportunities within a defined group of Enterprise accounts in IBERIA.
• Own the entire sales cycle, from lead to close, and consistently exceed assigned annual and quarterly revenue targets.
• Manage and negotiate high-value, complex Enterprise deals (usually six figures and above).

1. C-Level Access and Strategic Account Development

• Crucial Network Requirement: Use an existing, well-established network to get immediate access to C-level decision-makers (CIO, CSO, CFO) within major Enterprise organizations across the territory.
• Develop deep, multi-layered relationships with executive stakeholders to understand business plans and position the company as a strategic solution for data management, sovereignty, and cyber-resilience.
• Focus acquisition efforts on strategic industries, especially Financial Services, Public Sector, and large-scale Manufacturing, where data compliance and hybrid cloud structure are top priorities.

1. Channel Orchestration and Ecosystem Leverage

• Develop and execute the sales plan through the indirect channel, actively working with and enabling strategic System Integrators (SIs) and Value-Added Resellers (VARs) to create and co-sell new business opportunities.
• Manage and lead a virtual account team (including Sales Engineers and specialists) to make sure technical and strategic success in complex deals.
• Maintain high-level relationships with key partners to make sure the company is included in their cloud transformation and data center modernization projects.

1. Operational Excellence

• Provide sales forecasts that are timely and correct, and keep detailed account and opportunity records using the CRM platform (required experience with Salesforce.com).
• Develop and execute detailed Strategic Account Plans for named accounts, including specific plans to win new customers and replace competitors.

Requirements

• Minimum of 8+ years of verifiable Enterprise technology sales experience (carrying a quota), with a consistent history of exceeding targets in complex, team-selling settings.
• Mandatory: Proven success in getting new business and closing new clients within major Enterprise accounts.
• Deep understanding of IT infrastructure, Enterprise Storage, Hybrid Cloud architecture, and as-a-Service (SaaS, IaaS, PaaS) solutions.
• Expertise in consultative and value-based selling, able to explain complex technical solutions as measurable business value to C-level executives.
• Languages: Professional working fluency (written and spoken) in Spanish and English is mandatory. Knowing Portuguese is a significant strategic advantage.
• Self-motivated, results-focused, and capable of working alone while providing very accurate sales forecasts.