Client Executive

Client Executive

The Client Executive serves as the primary sales leader for an assigned territory and customer base, responsible for retaining, growing, and expanding customer relationships through strategic account development, cross-selling, upselling, renewals, and net-new business acquisition that support company growth.

The role leads consultative, outcome-based sales engagements across the C1 portfolio, with a strong emphasis on modern infrastructure, cloud, security, managed services, and professional services. The Client Executive develops strategic account plans, advances opportunities through the sales cycle, and connects business priorities and technical requirements to integrated solutions that deliver measurable client outcomes and long-term value.

Responsibilities

• Owns and manages the end-to-end sales cycle, from territory and account planning through discovery, solution development, negotiation, close, implementation handoff, renewals, and ongoing account growth.
• Consistently achieves assigned bookings, revenue, margin, and other performance targets through customer retention, cross-selling, upselling, account expansion, renewals, services growth, and targeted new business development.
• Develops and executes territory and account growth plans aligned to company priorities, assigned targets, market opportunity, customer needs, and long-term client potential.
• Builds, maintains, and expands trusted relationships with business, financial, operational, and technical stakeholders, including C-level executives and senior IT leaders.
• Leads business and technical discovery to understand the client's current environment, strategic priorities, operational challenges, risk profile, modernization needs, and desired business outcomes.
• Translates discovery findings into a clear account strategy and value proposition that connects C1 solutions and services to the client's business and technology roadmap.
• Positions and sells integrated solutions across modern infrastructure, enterprise networking, cloud, collaboration, data center, cybersecurity, managed services, and professional services.
• Articulates how C1 services wrap around technology investments to accelerate adoption, reduce risk, improve operational performance, and create measurable client value.
• Engages technical buyers with credibility, asks effective technical and business questions, and collaborates with solution architects and service experts to develop differentiated recommendations.
• Uses outcome-based solution selling to quantify value, build consensus, address objections, and create urgency around client transformation and modernization initiatives.
• Analyzes the client, competitive landscape, business issues, and decision process to create and execute an effective opportunity strategy.
• Identifies whitespace and growth opportunities within existing accounts, introducing new solutions and perspectives that expand C1's relevance and strategic value.
• Identifies, develops, and closes cross-sell and upsell opportunities across the C1 portfolio to increase customer value, strengthen strategic relationships, and drive wallet-share growth.
• Partners effectively with sales engineering, services, delivery, customer success, marketing, sales support, finance, and other cross-functional teams to advance opportunities and support client outcomes.
• Maintains accurate and timely opportunity data, pipeline, forecast, account plans, next steps, and activity in company systems in accordance with C1 standards.
• Applies C1 sales methodology and qualification standards throughout the sales process to improve opportunity quality, forecast accuracy, and execution discipline.
• Coordinates the timely resolution of client escalations and communicates clearly with clients and internal stakeholders throughout the resolution process.
• Maintains current knowledge of C1's portfolio, represented manufacturers, strategic partners, industry trends, competitive developments, and relevant changes in client markets.
• Continuously strengthens business acumen, technical fluency, industry knowledge, and consultative selling capabilities.
• Complies with company policies, procedures, contracting requirements, and standards of conduct.

Qualifications

• 5+ years of successful direct sales experience in enterprise technology, communications, infrastructure, cloud, security, managed services, professional services, or a related field.
• Proven track record of growing customer relationships through account expansion, cross-selling, upselling, new business development, and consistent achievement of sales targets.
• Experience leading complex, multi-stakeholder sales cycles with mid-market and enterprise clients.
• Ability to engage credibly with C-level executives, senior IT leaders, technical buyers, procurement, finance, and other decision-makers.
• Demonstrated ability to conduct effective business and technical discovery and translate findings into outcome-based solution strategies.
• Working knowledge of modern infrastructure and cloud technologies, including enterprise networking, data center, collaboration, cybersecurity, and associated managed and professional services.
• Ability to position the business value of integrated technology and services, rather than relying solely on product-based selling.
• Strong business acumen with the ability to understand client operating models, financial drivers, risk considerations, and strategic priorities.
• Strong presentation, negotiation, written communication, and executive-level communication skills.
• Demonstrated forecast discipline, pipeline management, account planning, and use of CRM and sales forecasting tools.
• Ability to work effectively across sales, technical, services, delivery, and operational teams in a fast-paced environment.
• Bachelor's degree in business, technology, or a related field, or equivalent relevant experience.
• Proficiency with Microsoft Word, Excel, Outlook, and related productivity and sales tools.

Desired / Preferred Qualifications

• Prior experience with a managed service provider, systems integrator, technology solutions provider, consulting organization, or services-led reseller.
• Established relationships and a relevant professional network within the assigned market or territory.
• Experience selling cybersecurity, cloud, infrastructure modernization, managed services, and professional services as part of an integrated solution.
• Recognition as a high-performing sales professional, such as President's Club or comparable achievement.
• Relevant industry, manufacturer, cloud, networking, or security certifications.