National Account Executive

Company Overview NATIONAL ACCOUNT EXECUTIVE  Cybersecurity  ·  Cloud  ·  Managed Services  ·  AI  ·  Digital Infrastructure  Remote Individual Contributor  ·  Net-New Enterprise Hunter  ·  Multi-Technology Solution Selling  The Opportunity  Claro Enterprise Solutions is hiring a consultative National Account Executive to acquire mid-market and enterprise logos across a multi-technology portfolio: cybersecurity, cloud, managed services, AI-enabled solutions, professional services, and digital infrastructure.  This is a remote, individual-contributor hunter role. Success is net-new revenue from complex, multi-stakeholder cycles—not selling a single connectivity product. You will diagnose business and risk outcomes with CIOs, CISOs, CTOs, and operating leaders, then orchestrate architects and delivery teams to design a bundled recommendation.  Claro is backed by América Móvil, which gives you global infrastructure and delivery scale across the Americas. That scale is an asset. The selling motion is solutions and outcomes, not circuits.  This position does not include supervisory responsibilities.  You will thrive here if you have:  Sold a portfolio—two or more of cybersecurity, cloud, managed services, infrastructure modernization, professional services, or AI/automation—in the same customer conversation.  Run discovery against business outcomes (risk reduction, uptime, compliance, cost-to-serve, time-to-market) rather than a product checklist.  Owned the full cycle from outbound origination through legal, security review, procurement, and close.  Built multi-threaded maps covering the economic buyer, technical buyer, champion, and procurement.  A documented record of quota attainment in a solutions or services motion.  Bring an established book of business and prior customer relationships you can thoughtfully re-engage to create new solution-led opportunities.  This role is not a fit if your primary experience is:  Selling standalone connectivity, DIA, MPLS, voice, or wireless as the core offer.  Transactional or price-led telecom renewals.  Single-product SaaS with a short, one-threaded cycle.  Pure account management or farming with little net-new origination.  Sellers who started in telecom and later built a track record attaching managed security, cloud, or transformation solutions are encouraged to apply.  Responsibilities Enterprise New Business Development  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—not a generic call list.  Create executive-level relationships with technology and business decision-makers.  Multi-thread accounts early. Do not run single-threaded “IT manager” deals.  Develop targeted account plans and penetration strategies within assigned markets.  Consultative Multi-Technology Selling  Lead discovery on security posture, cloud operating model, operational risk, talent constraints, and transformation roadmap.  Diagnose the operating problem, then assemble the right combination of cybersecurity, cloud, managed services, professional services, connectivity, AI, and infrastructure—not isolated products.  Collaborate with solutions architects, cybersecurity specialists, engineering, and service delivery to build customer-specific recommendations.  Deliver business cases, value assessments, and executive presentations that quantify risk avoided, operating model impact, and time-to-value.  Lead commercial strategy through champion development, competitive positioning, paper process, and legal / security / procurement review to contract execution.  Territory, Pipeline, and Internal Orchestration  Maintain a healthy opportunity pipeline aligned with revenue objectives and forecast with integrity.  Operate a qualification framework (MEDDPICC or equivalent) in Salesforce with disciplined stage hygiene.  Brief and lead pre-sales and delivery resources—the seller owns 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.  What Success Looks Like  A documented 90-day territory and account plan with a clear ICP and multi-threaded target list.  A qualified pipeline covering assigned quota, with opportunities that attach more than one solution family.  First closed new-logo and expansion opportunities consistent with ramp expectations.  Forecast accuracy and CRM hygiene that leadership can trust.  Executive relationships in priority accounts and a repeatable discovery-to-proposal motion with architects.  Qualifications Required  Bachelor’s degree or equivalent professional experience.  5+ years of quota-carrying B2B solutions sales (MSP, MSSP, SI/VAR, cloud, cybersecurity, digital transformation, or multi-product technology services).  Proven success selling multiple solution categories in a single sales motion—not a single product family. Relevant families include cybersecurity, managed services, cloud, infrastructure modernization, professional services, digital transformation, and IT consulting.  Experience originating pipeline and owning the entire cycle from prospecting through contract negotiation and close. Farming-only experience does not qualify.  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. Be prepared to discuss two to three years of attainment and representative deal sizes.  Experience collaborating with pre-sales or solutions architects to design a customer-specific recommendation.  Comfort selling services and recurring revenue, not only one-time hardware or circuits.  Working knowledge of CRM and sales engageme