Account Executive

Account Executive

Reports to : VP of Sales and Marketing

Location: West Chester, OH

Is this position eligible for bonus or commission - This position offers a competitive base salary, an attractive performance-based commission structure, and eligibility for additional bonuses based on company performance.

The Enterprise Account Executive is a quota-carrying seller responsible for creating and winning new business across both prospective customers and existing strategic accounts. This role applies a hunter mindset wherever opportunity exists: opening new relationships, identifying whitespace, expanding into new buying centers and workloads, and converting customer priorities into predictable revenue growth across professional services, managed services, and consulting offerings.

Owns enterprise sales cycle from targeted prospecting and discovery through qualification, solution development, negotiation, close, and transition to delivery. Success requires initiative, executive-level selling, disciplined strategic account management, and consistent adoption of KIZAN sales methodology, MEDDPICC, Salesforce, forecasting, account planning, and Microsoft co-sell practices.

Responsibilities:

Opportunity Creation, Account Growth & Territory Ownership

• Own an assigned territory, portfolio of strategic accounts, and revenue target, with accountability for both new-logo acquisition and expansion within existing customers.
• Develop and execute territory and account plans that identify target organizations, whitespace, new buying centers, executive relationships, Microsoft and partner motions, and measurable growth objectives.
• Proactively create qualified opportunities through disciplined outbound prospecting, referrals, Microsoft relationships, marketing programs, and continuous development of existing accounts.
• Consistently pursue cross-sell, up-sell, managed services, and strategic growth opportunities across the KIZAN portfolio while maintaining sufficient pipeline coverage to achieve quota.
• Lead the full enterprise sales cycle, including prospecting, discovery, qualification, solution shaping, business-case development, proposal presentation, negotiation, contracting, and close.

Strategic Account & Executive Relationship Development

• Build relationships with executives, business leaders, technical stakeholders, financial decision-makers, champions, and procurement teams in both prospective and existing accounts.
• Maintain actionable account plans, stakeholder maps, engagement strategies, and growth priorities for designated accounts, using customer business priorities, technology environments, and investment plans to uncover new opportunities.
• Conduct executive briefings and business reviews that demonstrate value delivered, surface future priorities, and strengthen KIZAN's position as a trusted advisor.

Consultative Solution & Services Selling

• Lead structured discovery to identify business pain, desired outcomes, success measures, urgency, funding, stakeholders, decision criteria, and delivery considerations.
• Translate customer requirements into compelling value propositions and integrated Microsoft, professional services, managed services, and consulting solutions.
• Collaborate early with solution architects, delivery leaders, and subject-matter experts to develop differentiated, achievable, and commercially sound proposals, business cases, and commitments.

Microsoft & Ecosystem Co-Selling

• Develop productive relationships with Microsoft sellers, specialists, customer success teams, and partner stakeholders to support joint account planning, customer engagement, and pipeline creation.
• Use relevant Microsoft solution plays, programs, incentives, funding opportunities, and marketplace strategies to accelerate opportunities and expand customer relationships.

Qualification, Forecasting & Operational Discipline

• Apply KIZAN sales methodology and MEDDPICC consistently, validating business metrics, economic buyer, decision and paper processes, pain, champion, competition, urgency, and next-step commitments.
• Maintain complete and current Salesforce records, mutual action plans, account plans, opportunity strategies, risks, and forecast assumptions.
• Provide credible weekly forecasts, communicate changes and support requirements early, and participate actively in pipeline inspections, account reviews, deal strategy sessions, and coaching.

Collaboration & Customer Transition

• Coordinate effectively with business development, marketing, solution architecture, delivery, PMO, finance and leadership while retaining clear ownership of the customer relationship and sales outcome.
• Ensure accurate internal handoffs after contract execution and remain engaged to support customer satisfaction, retention, referenceability, and continued account expansion.

Expected Outcomes

• Meet or exceed quarterly and annual bookings and revenue objectives through a balanced contribution from new customers and expansion within strategic accounts.
• Build healthy, accurately qualified pipeline and deliver forecasts leadership can rely on for staffing and business planning.
• Create measurable account growth by opening new relationships, buying centers, workloads, and service opportunities within existing customers.
• Demonstrate consistent use of MEDDPICC, account planning, mutual action plans, Salesforce, and KIZAN sales process requirements.
• Build productive Microsoft and ecosystem relationships that produce measurable pipeline and revenue.

Requirements

• Authorization to work in the United States without sponsorship.
• This role involves frequent communication with English-speaking clients and documentation in English; therefore, strong English communication skills are required.
• 5-8 years of successful B2B enterprise sales experience in technology, consulting, professional services, cloud solutions, managed services, software-enabled services, or a comparable complex-solution environment.
• Demonstrated success meeting sales targets, developing strategic accounts, creating pipeline through direct prospecting, and expanding relationships into additional business units, stakeholders, or solution areas.
• Experience leading multi-stakeholder sales cycles involving business, technical, financial, executive, procurement, and legal participants.
• Experience selling professional services, implementation, consulting, managed services, or other complex offerings where scope and value are developed collaboratively.
• Working knowledge of MEDDPICC or comparable qualification methods, territory and account planning, value-based selling, negotiation, forecasting, and CRM discipline.
• Ability to develop executive relationships and communicate business value to business and technical audiences. Experience selling within the Microsoft ecosystem or co-selling with Microsoft field teams.
• Experience with Azure, Microsoft 365, Dynamics 365, Power Platform, data and AI, security, application modernization, or managed cloud services.
• Existing relationships within a relevant geographic, industry, Microsoft, or partner ecosystem.

Behavioral Expectations

• Demonstrates a persistent hunter mentality and applies it equally to winning new logos and uncovering growth opportunities within existing accounts.
• Balances urgency and resilience with disciplined account development, executive relationship building, and consistent follow-through.
• Is highly coachable and willing to adopt defined sales processes, inspection standards, tools, and operating rhythms.
• Uses data and qualification evidence rather than optimism alone to assess opportunity health and forecast outcomes.
• Collaborates effectively without relinquishing ownership of results and maintains professionalism, integrity, customer focus, and commercial discipline.

Cultural and Problem-Solving Expectations

The Enterprise Account Executive is expected to be a positive cultural contributor who raises standards through professionalism, collaboration, and accountability. This individual approaches challenges proactively, communicates honestly, and works constructively with internal teams and customers to solve problems effectively. When issues or inefficiencies arise, the expectation is to clarify, improve, and contribute toward solutions rather than create unnecessary friction or conflict.

Benefits

We invest in our people because they are our greatest asset. Our benefits include:

• Health & Wellness: Comprehensive medical, dental, and vision coverage.
• Future-Ready Retirement: Employer-sponsored 401(k) with company contributions.
• Security & Protection: Company-paid life insurance and disability coverage.
• Generous PTO: Ample vacation, 8 paid holidays, and a floating holiday.
• Professional Growth: Access to cutting-edge technologies, certifications, and career development through Microsoft partnerships.

About KiZAN

At KiZAN, we don't just deliver technology-we transform it into a strategic advantage. As a premier Microsoft Gold Partner and elite provider of Professional and Managed Services, we empower regional, national, and global enterprises to innovate, connect, and thrive. Excellence isn't optional here, it's our standard.


Joining KiZAN means stepping into a culture of collaboration, influence, and impact. Here, you don't just support leadership, you help shape the future