Cloud Account Executive

2 weeks ago

Washington, United States LightEdge Solutions Full time

LightEdge Solutions is developing the IT solutions that will propel businesses forward over the next 10 years. Using a combination of shared and private/dedicated platforms, LightEdge has been successful in offering businesses alternatives that streamline operations, improve reliability and reduce costs.

If you are passionate about creating real solutions that help businesses with cutting-edge technology, want to be challenged to think out of the box and be in a position where you can impact change on a daily basis, then LightEdge can offer you a dynamic corporate environment built on teamwork and personal responsibility.

LightEdge is an enterprise-grade cloud services and colocation company focused on the needs of businesses and their critical IT requirements. If you want to take your skills to the next level by joining an industry leader, this is an excellent opportunity for you

Your role as a Cloud Account Executive will be to drive growth to LightEdge's AWS and/ or Azure practice primarily by delivering new logo sales. You will be part of a customer team of sales, technical, and services resources to help our customers realize their digital transformation through cloud computing. You will build and maintain relationships with customers, influence strategic direction and act as a trusted advisor driving engagement at the CXO level with business and technology decision makers. You will help customers evaluate their cloud strategy, determine approaches to application and infrastructure modernization, and recommend solutions that meet their requirements. The successful candidate will have proven experience selling complex cloud initiatives and an established network of AWS and/or Azure partners they can work with from day one.

Responsibilities:

    • Drive adoption in a set of accounts to meet or exceed bookings quotas
    • Develop and execute against a strategic plan that leads to the creation and maintenance of a robust new logo sales pipeline including potential opportunities in existing accounts, as well as driving net new business in untapped customers
    • Align with local AWS and/ or Azure sales teams
    • Manage numerous accounts concurrently & strategically
    • Create compelling value propositions around AWS/Azure
    • Articulate the benefits of LightEdge's suite of services on top of AWS/ Azure
    • Analyze sales/metrics data from your accounts to help evolve your strategy
    • Collaborate with Solutions Architects to create client proposals
    • Manage contract creation and negotiations
    • Accelerate customer adoption through education and engagement
    • Work with partners to manage joint selling opportunities
    • Assist customer in identifying use cases for priority adoption of AWS/Azure Services as well as best practices implementations
    • Communicate via cold calls/emails/social media/in-person meetings with SME prospects
    • Design, build, and test new outreach and nurture campaigns
    • Coordinate closely with content, marketing, and lead generation providers
    • Engage with AWS, and other partners at the tactical and strategic level
Experience:
    • 4+ years of successful sales experience selling AWS/Azure managed services and/or professional services
    • Alignment with existing AWS/ Azure sales teams
    • Foundational knowledge of AWS/ Azure technologies and products
    • Experience communicating and managing multiple internal and external stakeholders during the sales process
    • Experience with public cloud specific funding programs (i.e., MAP)
    • Experience working with legal teams for contract negotiation
    • Demonstrable record of sourcing new opportunities through multiple lead streams
    • Skilled at creating and delivering complex proposals to C level prospects
    • Proven track record in prospecting and creating new opportunities
    • Have a consistent history of meeting or exceeding yearly plans/targets
    • Be fun, energetic, and easy to work with
    • AWS or Azure certifications (Solutions Architect, Cloud Practitioner, etc.) a plus
    • Operational knowledge of Salesforce.com


With over 20 years in business, LightEdge offers a full stack of best-in-class IT services delivering flexibility, security, and control. Our solutions include premier colocation across seven purpose-built data centers spanning Des Moines, IA, Kansas City, MO, Omaha, NE, Austin, TX, and Raleigh, NC, industry-leading private Infrastructure as a Service (IaaS) and cloud platforms, and the top global security and compliance measures. Our owned and operated facilities, integrated DR solutions, and premium compliant cloud choices make up a true Hybrid Cloud Solution Center. LightEdge annually undergoes third-party audits for ISO 20000-1, ISO 27001, HIPAA, PCI-DSS 3.2, and SSAE 18 SOC 1 Type II, SOC 2 Type II and SOC 3.

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