Senior Account Consultant

Claro Enterprise Solutions

. Originate net-new logos and qualified pipeline through executive outreach, industry events, and partner or ecosystem introductions .

Posted 9/29/2026full-timeRemote • United StatesSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in B2B solutions sales with a focus on developing executive-level relationships and managing the entire sales cycle. Proficient in utilizing structured methodologies and CRM tools to drive pipeline growth and achieve revenue objectives.

Highest-signal resume keywords

B2B Solutions SalesExecutive-Level Relationship DevelopmentPipeline Origination and ManagementSalesforce CRM ProficiencyMEDDPICC Methodology

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Quota-Carrying Sales ExperienceMulti-Solution SalesContract NegotiationCustomer-Specific RecommendationsSales Engagement Platforms

Soft Skills

Intellectual CuriosityResilienceOwnershipCoachabilityCommercial Judgment

Tools & Technologies

SalesforceLinkedIn Sales NavigatorZoomInfoGongOutreach

Industry Keywords

Healthcare SalesEducation SalesManufacturing SalesFinancial Services SalesPublic Sector Sales

Tech Stack

Tools & technologies

AWSAzureCloudCyber Security

About the role

Key responsibilities & impact

Originate net-new logos and qualified pipeline through executive outreach, industry events, and partner or ecosystem introductions
Build a named-account and ICP-based territory plan
Create executive-level relationships with technology and business decision-makers
Multi-thread accounts early
Develop targeted account plans and penetration strategies within assigned markets
Lead discovery on security posture, cloud operating model, operational risk, talent constraints, and transformation roadmap
Diagnose operating problems and assemble combinations of cybersecurity, cloud, managed services, professional services, connectivity, AI, and infrastructure
Collaborate with solutions architects, cybersecurity specialists, engineering, and service delivery to build customer-specific recommendations
Deliver business cases, value assessments, and executive presentations
Lead commercial strategy through champion development, competitive positioning, paper process, legal, security, and procurement review to contract execution
Maintain a healthy opportunity pipeline aligned with revenue objectives and forecast with integrity
Operate a qualification framework such as MEDDPICC in Salesforce with disciplined stage hygiene
Brief and lead pre-sales and delivery resources; own the deal narrative
Partner with Marketing, Pre-Sales, Customer Success, and Leadership to accelerate opportunities
Represent Claro at industry conferences, technology events, and customer-facing engagements
Achieve a documented 90-day territory and account plan, qualified multi-solution pipeline, new-logo and expansion opportunities, forecast accuracy, CRM hygiene, and executive relationships

Requirements

What you’ll need

Bachelor’s degree or equivalent professional experience
5+ years of quota-carrying B2B solutions sales
Proven success selling multiple solution categories in a single sales motion
Experience originating pipeline and owning the entire cycle from prospecting through contract negotiation and close
Demonstrated ability to develop executive-level relationships with CIO, CTO, CISO, IT Director, and business leadership audiences
Consistent, documented record of achieving or exceeding quota
Experience collaborating with pre-sales or solutions architects to design a customer-specific recommendation
Comfort selling services and recurring revenue
Working knowledge of CRM and sales engagement platforms such as Salesforce, LinkedIn Sales Navigator, ZoomInfo, Gong, Outreach, or similar tools
Daily use of a structured enterprise methodology such as MEDDIC, MEDDPICC, Challenger, Command of the Message, or a named equivalent
Intellectual curiosity and comfort with ambiguity across a broad portfolio
Executive presence and commercial judgment
Resilience, ownership, and forecast integrity
Coachability with solutions architects and delivery leaders
A capabilities-led mindset: selling outcomes, then assembling the offer
Preferred: experience selling into healthcare, education, manufacturing, financial services, or public sector organizations
Preferred: prior success at an MSP, MSSP, integrator, multi-solution provider, or platform company where services were attached
Preferred: experience selling to U.S. companies with operations in Latin America or the Caribbean
Preferred: conversation fluency in Zero Trust, MDR, SASE, SOCaaS, vulnerability management, and endpoint security
Preferred: familiarity with Microsoft Azure, AWS, Microsoft 365, and managed cloud services

Benefits

Comp & perks

Professional development
A culture that celebrates success and diversity
Medical, Dental, Vision
16 Holidays
15 days PTO
7 sick days
401k with a match
Tuition reimbursement
Competitive base plus uncapped variable commission designed for a multi-technology enterprise hunter