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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
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 sales targets.
Highest-signal resume keywords
B2B Solutions Sales ExperienceExecutive-Level Relationship DevelopmentMEDDPICC MethodologySalesforce ProficiencyPipeline Management
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Quota AchievementContract NegotiationAccount PlanningSales Cycle ManagementCybersecurity SolutionsCloud Services SalesOperational Risk AssessmentValue Assessment DevelopmentCommercial Strategy ExecutionCustomer-Specific Recommendations
Soft Skills
ResilienceOwnershipIntellectual CuriosityCoachabilityExecutive Presence
Tools & Technologies
SalesforceLinkedIn Sales NavigatorZoomInfoGongOutreach
Industry Keywords
Healthcare SalesEducation SalesManufacturing SalesFinancial Services SalesPublic Sector SalesZero TrustMDRSASESOCaaSVulnerability Management
Tech Stack
Tools & technologiesAWSAzureCloudCyber 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 across economic buyers, technical buyers, champions, and procurement
- 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
- Assemble bundled recommendations across cybersecurity, cloud, managed services, professional services, connectivity, AI, and infrastructure
- Collaborate with solutions architects, cybersecurity specialists, engineering, and service delivery teams
- Deliver business cases, value assessments, and executive presentations
- Lead commercial strategy through champion development, competitive positioning, legal, security, and procurement review to contract execution
- Maintain a healthy opportunity pipeline and forecast with integrity
- Operate MEDDPICC or equivalent qualification in Salesforce with disciplined stage hygiene
- Brief and lead pre-sales and delivery resources while owning 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 new-logo and expansion opportunities, forecast accuracy, CRM hygiene, and executive relationships in priority accounts
Requirements
What you’ll need- Bachelor’s degree or equivalent professional experience
- 5+ years of quota-carrying B2B solutions sales experience
- 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 customer-specific recommendations
- 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
- Capabilities-led mindset focused on selling outcomes and 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
- Uncapped variable commission
- Access to solutions architects, cybersecurity specialists, and delivery leaders