Strategic Account Manager

Strategic Account Manager

Milestone Technologies is a global IT managed services firm that partners with organizations to scale their technology, infrastructure and services to drive specific business outcomes such as digital transformation, innovation, and operational agility. Milestone is focused on building an employee-first, performance based culture and for over 25 years, we have a demonstrated history of supporting category-defining enterprise clients that are growing ahead of the market. The company specializes in providing solutions across Application Services and Consulting, Digital Product Engineering, Digital Workplace Services, Private Cloud Services, AI/Automation, and ServiceNow. Milestone culture is built to provide a collaborative, inclusive environment that supports employees and empowers them to reach their full potential. Our seasoned professionals deliver services based on Milestone's best practices and service delivery framework. By leveraging our vast knowledge base to execute initiatives, we deliver both short-term and long-term value to our clients and apply continuous service improvement to deliver transformational benefits to IT. With Intelligent Automation, Milestone helps businesses further accelerate their IT transformation. The result is a sharper focus on business objectives and a dramatic improvement in employee productivity. Through our key technology partnerships and our people-first approach, Milestone continues to deliver industry-leading innovation to our clients. With more than 3,000 employees serving over 200 companies worldwide, we are following our mission of revolutionizing the way IT is deployed around the globe.

Job Overview

Milestone Technologies is seeking an experienced, successful Strategic Account Manager to join our growing team. This role will be a critical and versatile member of the global sales team and will report directly to our VP Sales for Northern California. In this role, you will be responsible for executing account strategy and sales pursuits to accelerate growth for Milestone's business across the following areas:

• Applications & Digital Engineering Services

• Cloud Transformation

• Data & AI

• Product Engineering

• Salesforce

• Digital Workplace, Cloud and Infrastructure Services

• Data Center Operations

• Infrastructure Managed Services

• Digital Workplace Services

• ServiceNow

• Business Process Services

• Strategic GRC Services

• Integrated Security Services

• Consulting & Advisory Services

How You Make an Impact:

In partnership with the Milestone extended team, including service delivery, finance, talent acquisition, and executive management, you will collaborate to drive Milestone's solutions in the marketplace. You will be a trusted adviser and partner to our prospective and existing clients rather than "just another vendor." You will focus on penetrating greenfield/new logo accounts and be responsible for building your own pipeline and driving opportunities to meet/exceed sales expectations. You must have a proven track record of successfully closing high-revenue technology solutions.

You will be on the front line as the face of Milestone, manifesting the excellence and innovative spirit we are building. You will need to understand Milestone services and abilities and be able to represent these clearly, accurately, and confidently to business leaders at a variety of levels, including the C-Suite and across multiple functional groups. Your aim will be to develop strategies with these key stakeholders to address their ongoing business, financial, and technical/IT support needs.

What You Need to Succeed:

• Minimum of 8+ years of successful sales performance, with a minimum of half of that experience selling IT Managed and Professional Services

• Demonstrated track record selling managed services to mid-market/emerging accounts with cumulative Total Contract Value (TCV) of $5M

• To be successful in this position, you must have the skills and drive to govern all aspects of the sales process. This means that besides being skilled in Sales, the Strategic Sales Executive must have acumen in cross-functional areas such as IT operations, finance, and HR

• Ability to broker and conduct insightful conversations with client executives that elevate talk from low-level tactical to a higher problem-/solution-/outcome-centric consultation

• Skilled at developing solid relationships with clients, identifying key influencers for a deal, building client sponsorship for your solution, and acquiring critical information about, but not limited to, client budget, client buying process, competitors, clients' motivating factors, and decision criteria

• Ability to sell complex services that span service lines, (capability areas or practice areas), geographies, and delivery methodologies

• Experience managing all aspects of the sales process and demonstrable experience in closing/winning enterprise deals

• Skilled at the use of standard sales tools, research, and prospecting tools

• Ability to formulate comprehensive plans that include account mapping, addressable market analyses

• Must understand the following aspects of IT services: service delivery structures, staffing (both domestic and international), KPI/SLA, information technology infrastructure library, reporting and analytics

• Strong Northern California network is preferable

• Demonstrated capability to work effectively with cross-functional teams

• Recognized success as a top-producing salesperson

Compensation

Estimated Pay Range: $170K to $190K base + commission Exact compensation and offers of employment are dependent on circumstances of each case and will be determined based on job-related knowledge, skills, experience, licenses or certifications, and location.

Our Commitment to Diversity & Inclusion

At Milestone we strive to create a workplace that reflects the communities we serve and work with, where we all feel empowered to bring our full, authentic selves to work. We know creating a diverse and inclusive culture that champions equity and belonging is not only the right thing to do for our employees but is also critical to our continued success. Milestone Technologies provides equal employment opportunity for all applicants and employees. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, gender, gender identity, marital status, age, disability, veteran status, sexual orientation, national origin, or any other category protected by applicable federal and state law, or local ordinance. Milestone also makes reasonable accommodations for disabled applicants and employees. We welcome the unique background, culture, experiences, knowledge, innovation, self-expression and perspectives you can bring to our global community. Our recruitment team is looking forward to meeting you.