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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 proven track record of originating pipeline, developing executive-level relationships, and executing comprehensive territory plans. Proficient in utilizing structured sales methodologies and CRM tools to drive revenue and maintain a healthy opportunity pipeline.
Highest-signal resume keywords
B2B Solutions SalesExecutive-Level Relationship DevelopmentSalesforce CRM ProficiencyMEDDPICC MethodologyMulti-Solution Sales Strategy
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 AchievementPipeline OriginationContract NegotiationAccount PlanningSales Forecasting
Soft Skills
CollaborationCommunicationStrategic Thinking
Tools & Technologies
SalesforceLinkedIn Sales NavigatorZoomInfoGongOutreach
Industry Keywords
CybersecurityCloud ServicesManaged ServicesHealthcare SalesFinancial Services Sales
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, technical, champion, and procurement stakeholders
- Develop targeted account plans and penetration strategies
- 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
- 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
- Forecast with integrity and maintain Salesforce stage hygiene using MEDDPICC or an equivalent framework
- Brief and lead pre-sales and delivery resources while owning the deal narrative
- Partner with Marketing, Pre-Sales, Customer Success, and Leadership
- Represent Claro at industry conferences, technology events, and customer-facing engagements
- Deliver a 90-day territory and account plan, qualified multi-solution pipeline, new-logo and expansion opportunities, accurate forecasts, and repeatable discovery-to-proposal motion
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
- 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
- Established book of business and prior customer relationships
- Periodic travel for customer meetings, industry events, and internal sessions as required
- 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