[Hiring] Senior Technical Account Executive @Pandoblox

Role Description

As a Senior Technical Account Executive, you own the full sales cycle and your number: building and working your own pipeline, leading technical discovery, shaping statements of work with clients and our delivery team, and closing deals that are accurate, profitable, and deliverable. You pair MSP sales experience with enough technical depth to earn credibility with IT leaders and executives alike, carrying opportunities from first touch through signed agreement and a clean handoff to service delivery.

Responsibilities

• Own a full-cycle sales quota, building and closing a personal pipeline of new-business and expansion opportunities from first touch through signed agreement.
• Partner with leadership on sales strategy, including target verticals, account prioritization, and campaign planning.
• Generate, qualify, and nurture leads through outbound prospecting, inbound follow-up, referrals vendor/partner channels, and events.
• Lead technical discovery with prospects and existing clients to understand their environment, business drivers, risks, and buying criteria.
• Translate client needs into right-sized solutions across managed IT, cybersecurity, cloud, and project services, and present them clearly to both technical and executive audiences.
• Build, scope, and vet statements of work in partnership with clients and service delivery, ensuring scope, assumptions, effort, and pricing are accurate and deliverable.
• Prepare and deliver tailored proposals, presentations, and service demonstrations for each opportunity.
• Own negotiation and close, handling objections and structuring agreements independently, and engaging leadership on pricing exceptions and non-standard terms.
• Hand off closed deals to service delivery and onboarding with documented scope, commitments, and client contacts so nothing is lost in transition.
• Own the new logos you source and the expansion you drive within existing clients, coordinating with account managers on renewals, contract changes, and day-to-day relationship continuity.
• Maintain accurate CRM records and deliver a reliable, current pipeline forecast.
• Stay current on the MSP market, competitive landscape, and vendor ecosystem to sharpen positioning and solution recommendations.
• Perform other duties as assigned to support the evolving needs of the sales and service delivery organization.

Requirements

• 5+ years of quota-carrying B2B technology sales experience, with a track record of closing deals independently and meeting or exceeding bookings targets.
• 3+ years selling managed IT services within a Managed Service Provider (MSP), MSSP, or IT solutions provider.
• Ability to self-generate pipeline through outbound prospecting, not solely reliant on inbound leads.
• Hands-on experience building, scoping, and pricing statements of work for managed services and project engagements.
• Solid technical foundation across core MSP service areas: Microsoft 365 and Google Workspace, endpoint management, networking, server and virtualization, cloud (Azure/GCP), backup/DR, and cybersecurity (EDR, SIEM, SOC services, email security, security awareness).
• Working familiarity with MSP tooling and commercial models, including PSA and RMM platforms per-user/per-device pricing, recurring vs. project revenue, and master service agreements.
• Fluent in current IT and security concepts, including identity and access management, zero trust, cloud migration and cost management, security operations, compliance frameworks, and AI/automation readiness.
• Proficient with a CRM (e.g., HubSpot, Salesforce) and disciplined pipeline management and forecasting habits.
• Comfort navigating complex, multi-stakeholder sales cycles and engaging confidently with everyone from IT managers to the C-suite.
• Strong discovery, consultative selling, presentation, and negotiation skills.
• Exceptional English verbal and written communication skills, with the ability to produce proposals, SOWs, and executive summaries that are clear, accurate, and persuasive.
• Conflict resolution and interpersonal skills to thrive in a client-facing, cross-functional environment.
• Highly organized, self-directed, and accountable, with the ability to manage many concurrent opportunities without dropping follow-up.
• Fully functional and up-to-date computer with which to perform duties.
• Willing to install next generation endpoint protection on the computer.
• Current resident of the Philippines and can perform work from there.
• Willing to work within US Pacific timezone (8am - 5pm PST, 12AM - 9AM Manila time) or during client hours as required.
• Willing to undergo a 90-days probationary period upon initial hire.

Nice to Haves

• Prior hands-on role as a technician, engineer, or consultant before moving into sales.
• Experience selling compliance-driven engagements (e.g., SOC 2, HIPAA, PCI DSS, CMMC) or AI and automation services.
• Experience selling advisory or fractional services such as vCIO/vCISO, technology roadmaps, or security assessments.
• An established network of IT and business leaders in mid-market organizations and/or private equity-backed portfolio companies.
• Formal certification in a structured sales methodology (e.g., MEDDICC, Challenger, Sandler, SPIN).
• Current, relevant certifications such as Google Cloud Digital Leader, Microsoft Azure Fundamentals or Security, Compliance & Identity Fundamentals, CompTIA Security+, AI fundamentals credentials (Microsoft, Google, or similar), or partner sales accreditations from security and cloud vendors.

Benefits

• This is a remote (work from home) job.
• This is a base pay + commission structured job.