Account Executive

CBTS serves enterprise and midmarket clients in all industries across the United States and Canada. CBTS combines deep technical expertise with a full suite of flexible technology solutions--including Application Modernization, Managed Hybrid Cloud, Cybersecurity, Unified Communications, and Infrastructure solutions. From developing and deploying modern applications and the secure, scalable platforms on which they run, to managing, monitoring, and optimizing their operations, CBTS delivers comprehensive technology solutions for its clients' transformative business initiatives. For more information, please visit www.cbts.com.

Role Overview

The Account Executive (AE) is responsible for acquiring new logos and growing existing accounts by selling CBTS solutions and services across cloud, security, networking, and managed services. You’ll build and execute territory plans, develop executive relationships, and collaborate with solution architects and delivery teams to win complex, multi‑tower opportunities.

Primary Responsibilities

• Own the full sales cycle from prospecting and discovery through solutioning, negotiation, and close for net‑new and existing accounts.
• Develop territory and account plans aligned to revenue targets, named accounts, and industry verticals.
• Position CBTS solutions including:
• • Cloud & Modernization (Azure/AWS, migration, FinOps, DevOps)
  • Modern Workplace (M365, collaboration, endpoint management)
  • Cybersecurity (assessments, MDR/XDR, zero trust, identity, compliance)
  • Networking & SD‑WAN, Wi‑Fi, and Data Center
  • Managed Services (ITSM, NOC/SOC, service desk)
  • Application Services (integration, APIs, application modernization)
• Run structured deal pursuits: qualification, multi-threading, solution workshops, business case development, proposal creation, and executive presentations.
• Forecast accurately in CRM (Salesforce), maintaining clean pipelines and next steps.
• Negotiate pricing, terms, and MSAs in partnership with legal, finance, and delivery.
• Collaborate with internal experts (solution architects, practice leads, PMO, marketing) to craft value-led proposals and ensure delivery success.
• Represent CBTS at industry events and customer briefings; evangelize thought leadership and case studies

Qualifications

• 4–7+ years of B2B technology sales experience; track record exceeding quota in solution/consultative selling.
• Experience selling one or more of: cloud, cybersecurity, modern workplace, networking/SD‑WAN, managed services, application services.
• Proficient in enterprise sales methodologies (MEDDICC/MEDDPICC, Challenger, SPIN, or similar).
• Strong executive communication, discovery, business case building, and negotiation skills.
• Comfortable orchestrating complex pursuits, RFPs/RFIs, and multi‑stakeholder deals.
• Working knowledge of M365, Azure/AWS, identity & security frameworks, networking architectures, and managed services models.
• CRM proficiency (Salesforce or equivalent); pipeline discipline and forecast accuracy.
• Bachelor’s degree or equivalent experience.

Core Competencies

• Consultative Selling
• Deal Strategy & Execution
• Executive Presence
• Collaboration
• Commercial Acumen
• Customer Centricity

*Salary listed is base not including commission.

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Due to U.S. Government requirements applicable to foreign-owned telecommunications providers, non-US citizens may be required to submit to an extensive government agency background check which will necessitate disclosure of sensitive Personally Identifiable Information.