Xtium
Account Executive
US Remote, USA
Sponsorship not specified$100k-$140kDetected 3 days ago
CRMSalesAccount ManagementNegotiationForecastingProcurementCustomer SuccessCiscoLeadershipCommunicationPublic Speaking
About the role
- Use business-led discovery, industry insight, and value-based selling to uncover client challenges and translate them into compelling solutions, business cases, and measurable outcomes.
- Achieve and exceed quarterly and annual sales targets across an assigned portfolio and territory, balancing expansion within existing accounts with new logo acquisition.
- Expand XTIUM's existing customer base by identifying, shaping, and closing cross-sell and upsell opportunities across the managed services portfolio.
Responsibilities
- Develop and execute strategic account and territory plans that identify client priorities, key stakeholders, whitespace, competitive dynamics, and multi-year growth opportunities.
- Build trusted relationships with C-level executives, technology leaders, business sponsors, procurement teams, and other decision-makers through insight-led, consultative engagement.
- Create a consistent pipeline of new enterprise opportunities through targeted prospecting, referrals, partner relationships, marketing programs, industry events, and account-based outreach.
- Own the full complex sales cycle - from qualification and discovery through solution development, business case creation, proposal, negotiation, and close - using a structured sales methodology.
- Develop and deliver compelling executive presentations and value propositions that connect XTIUM capabilities to business outcomes, operational improvement, risk reduction, and return on investment.
- Collaborate closely with solution architects, service delivery, customer success, marketing, and technology or channel partners to design viable solutions and ensure a strong transition from sale to delivery.
- Facilitate consultative discovery session with business and technology stakeholders to diagnose needs, quantify impact, shape success criteria, and build consensus around the right solution path.
Requirements
- 5-8 years of successful, quota-carrying B2B technology sales experience, including complex managed services, IT outsourcing, cloud, infrastructure, or related enterprise solutions.
- A proven track record of both expanding enterprise accounts through cross-sell and upsell and landing new logos through self-generated pipeline.
- Strong consultative and value-based selling skills, with the ability to translate technical capabilities into business outcomes, financial impact, and executive-level value.
- Working knowledge of a disciplined sales methodology such as MEDDPICC, Challenger, Strategic Selling, or an equivalent framework.
- clearly communicate deal risks, dependencies, and required support.
- Consistent success meeting or exceeding sales targets and closing complex, multi-year agreements with large enterprise or upper mid-market customers.
- Demonstrated strategic account and territory planning capabilities, including stakeholder mapping, whitespace identification, competitive strategy, and executive engagement.
- Experience navigating long, multi-threaded sales cycles and building consensus across C-level, IT, business, finance, procurement, legal, and other stakeholders.
- Executive presence and excellent communication, presentation, negotiation, relationship-management, organizational, and follow-through skills; strong CRM and forecasting discipline.
- Bachelor's degree or equivalent relevant experience; familiarity with Microsoft, Cisco, cloud, cybersecurity, and broader managed services ecosystems is a plus.
- Natural consultative seller with strong listening skills, intellectual curiosity and the ability to earn trust by challenging assumptions, reframing problems, and guiding customers toward practical business outcomes.
Nice to have
- Bachelor's degree or equivalent relevant experience
- familiarity with Microsoft, Cisco, cloud, cybersecurity, and broader managed services ecosystems is a plus.
Compensation
- The salary range for this position is $100,000 - $140,000/base salary plus additional variable compensation.
- Achieve and exceed quarterly and annual sales targets across an assigned portfolio and territory, balancing expansion within existing accounts with new logo acquisition.
Benefits
- We offer a competitive benefits package with Med/Dental/FSA/401(k)/Flexible Paid Time Off.
Company info
- The XTIUM global team is made up of a group of diverse and talented professionals who are all driven by the same goal: excellence and continuous improvement.
- We are all about embracing challenges, keeping the lines of communication open and working together.
- We take ownership of our work, focus on learning and growing and hold ourselves accountable to our colleagues and customers.
- Together, we strive to push boundaries, make an impact and inspire each other to reach our full potential.
- At XTIUM, we don't just build IT solutions-we build careers.
- Our culture is designed to empower individuals to achieve their best while making a real impact.
Equal opportunity
- XTIUM is an equal opportunity employer.
This listing is sourced directly from Xtium's careers page and normalized into a canonical job model.