Client Partner, Mid-Market Portfolio

Milestone Technologies is seeking an experienced and successful Client Partner for our mid-market portfolio to join our growing team.  This role will be a critical and versatile member of the global sales team and will report directly to our VP Sales for Northern California.  In this role, you will be responsible for executing account strategy and sales pursuits to accelerate growth for Milestone’s business across the following areas:

Applications & Digital Engineering Services

• Cloud Transformation
• Data & AI
• Product Engineering
• Salesforce

Digital Workplace, Cloud and Infrastructure Services

• Data Center Operations
• Infrastructure Managed Services
• Digital Workplace Services
• ServiceNow

Business Process Services 

• Strategic GRC Services
• Integrated Security Services
• Consulting & Advisory Services

How You Make an Impact:

In partnership with the Milestone extended team, including service delivery, finance, talent acquisition, and executive management, you will collaborate to drive Milestone's solutions in the marketplace. You will be a trusted adviser and partner to our prospective and existing clients rather than "just another vendor." You will focus on penetrating greenfield/new logo accounts and be responsible for building your own pipeline and driving opportunities to meet/exceed sales expectations.  You must have a proven track record of successfully closing high-revenue technology solutions.

You will be on the front line as the face of Milestone, manifesting the excellence and innovative spirit we are building. You will need to understand Milestone services and abilities and be able to represent these clearly, accurately, and confidently to business leaders at a variety of levels, including the C-Suite and across multiple functional groups. Your aim will be to develop strategies with these key stakeholders to address their ongoing business, financial, and technical/IT support needs.

What You Need to Succeed: 

• Minimum of 8+ years of sales experience and/or account management with a minimum of half of that experience selling IT Managed and Professional Services
• Demonstrated track record selling managed services to mid-market/emerging accounts with cumulative Total Contract Value (TCV) of $5M
• To be successful in this position, you must have the skills and drive to govern all aspects of the sales process. This means that besides being skilled in Sales, the Strategic Sales Executive must have acumen in cross-functional areas such as IT operations, finance, and HR
• Ability to broker and conduct insightful conversations with client executives that elevate talk from low-level tactical to a higher problem-/solution-/outcome-centric consultation
• Skilled at developing solid relationships with clients, identifying key influencers for a deal, building client sponsorship for your solution, and acquiring critical information about, but not limited to, client budget, client buying process, competitors, clients' motivating factors, and decision criteria
• Ability to sell complex services that span service lines, (capability areas or practice areas), geographies, and delivery methodologies
• Experience managing all aspects of the sales process and demonstrable experience in closing/winning enterprise deals
• Skilled at the use of standard sales tools, research, and prospecting tools
• Ability to formulate comprehensive plans that include account mapping, addressable market analyses
• Must understand the following aspects of IT services: service delivery structures, staffing (both domestic and international), KPI/SLA, information technology infrastructure library, reporting and analytics
• Strong San Francisco/Bay Area network is required
• Demonstrated capability to work effectively with cross-functional teams
• Recognized success as a top-producing salesperson

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