Client Sales Executive Job Description

Enterprise technology sales are earned, not assigned. A Client Sales Executive owns a defined book of business, typically spanning mid-market to enterprise accounts, and is the primary commercial relationship between those clients and a technology services portfolio that may include infrastructure, professional services, and managed solutions. Success requires navigating complex, multi-stakeholder buying cycles where IT leadership, finance, and operations often hold competing priorities. This role carries a quota, reports to a sales director, and is distinct from Solutions Engineering or Business Development in one specific way: it closes.

As the Client Sales Executive, you drive revenue growth across an assigned account portfolio by qualifying opportunities, leading solution-development conversations, and closing complex deals that span multiple service lines. You operate within a matrixed sales organization, partnering with Solution Executives, Practice SMEs, and vendor alliances to deliver commercially sound proposals that align client technology needs with measurable business outcomes.

Career Impact: Carrying a named-account quota in enterprise IT services, where deal cycles run months, and contract values reach seven figures, builds a sales track record that commands serious weight across the technology sector.

Business Impact: The clients you manage rely on your guidance to make infrastructure, services, and platform decisions that shape their IT roadmaps for years; a well-managed account renews, expands, and refers.

Growth Opportunity: Sustained quota attainment at this level is the standard prerequisite for progression to Client Sales Director, Strategic Account Executive, or VP of Sales roles within technology services organizations.

• Develop and execute account plans for an assigned book of business to capture IT spend across product and services categories.
• Own the full sales cycle for complex, multi-platform opportunities from qualification through contract execution, including SOW and MSA preparation.
• Partner with Solution Executives and Practice SMEs to design proposals that address each client's near-term and long-term technology requirements.
• Build and maintain influential relationships with client IT leadership and business stakeholders through regular on-site engagement and executive-level presentations.
• Maintain accurate pipeline forecasting, including revenue, gross profit, probability, and line-of-business context, updated in the CRM on a defined cadence.
• Coordinate vendor and strategic partner resources to identify growth opportunities within existing accounts and expand purchasing into new solution categories.
• Communicate client feedback, risk signals, and expansion opportunities to internal stakeholders across marketing, operations, and customer success.

• Bachelor's degree in Business Administration, Computer Science, or a related field, or equivalent work experience.
• 5 or more years of enterprise or consultative technology sales experience, with a documented record of meeting or exceeding quota.
• Demonstrated ability to manage complex, multi-stakeholder sales cycles spanning hardware, software, and professional services offerings.
• Proven competency in account planning, pipeline management, and CRM-based forecasting within a structured sales methodology.
• Strong executive-level communication skills, including the ability to present solution proposals to C-suite and IT leadership audiences.
• Experience developing and negotiating commercial documents including statements of work, service-level agreements, and master service agreements.
• Ability to coordinate cross-functional internal resources, including technical specialists and vendor partners, to develop and deliver client solutions.

• Formal training in a recognized complex sales methodology such as Miller Heiman, SPIN Selling, or Challenger Sale.
• Experience selling into enterprise accounts within a managed services provider or global systems integrator environment.
• Existing executive-level relationships within a defined geographic territory or industry vertical that accelerate pipeline development.
• Proficiency in financial analysis sufficient to construct gross-profit models and ROI narratives for technology investment proposals.

• Quota attainment rate, measured as the percentage of the assigned annual revenue target achieved.
• Gross profit margin per closed deal, reflecting how well solution mix and pricing are managed across the portfolio.
• Pipeline coverage ratio, indicating whether the active pipeline supports reliable forecast accuracy at the required multiple.
• Account expansion rate, tracking revenue growth within existing clients beyond initial contract scope.
• New logo conversion rate for net-new accounts introduced during the performance period.
• Typical tools: CRM platforms (commonly Salesforce); proposal and contract management software (commonly DocuSign, Conga).

• Base Salary Range: $90,000 to $130,000 annually, depending on experience and territory size
• Bonus: Variable commission structure; on-target earnings typically 50 to 100% above base
• Equity: Stock options or RSUs offered at publicly traded or pre-IPO technology services employers
• Health Benefits: Medical, dental, and vision coverage; employer contribution toward premiums is standard
• PTO: 15 to 20 days annually, plus standard US public holidays
• Common Perks: Car allowance or mileage reimbursement, travel expense coverage, technology stipend, sales incentive trips

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Background check completion, including verification of employment history and, where applicable, credit history relevant to client-facing financial responsibilities, is a condition of employment. All qualified applicants are considered without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic protected under applicable federal, state, and local law. Reasonable accommodations for individuals with disabilities are available throughout the hiring process upon request. Candidates must hold current authorization to work in the United States.

The Client Sales Executive owns a defined book of business, building influential relationships with IT and business leadership to sell a full portfolio of technology products and services while acting as a trusted advisor. Working alongside Solution Executives, subject matter experts, and vendor partners, this role drives profitable growth by identifying opportunities, closing business, and positioning specialized resources to deliver measurable client value.

Key Responsibilities

• Meet with clients in assigned book of business to build influential relationships, ask probing questions, and listen carefully to understand each client's near-term and long-term needs.
• Develop and deploy a strategy within your account set to capture a significant percentage of IT spend and expand existing purchasing into new product and services categories.
• Team with other Client Executives, SEs, and SMEs to identify and develop complete, often complex solutions.
• Complete accurate forecasting, business development reporting, and detailed sales pipeline management.
• Stay consistently informed of current and developing solution offerings, vendor partnerships, and internal support organizations.

Required Qualifications

• Bachelor's degree in Business Administration or Computer Science; MBA or master's degree preferred.
• Professional certifications in sales and partner management, including complex sales training such as Miller Heiman, SPIN, Michael Bosworth, or Holden.
• 3-8+ years of technical sales experience with a documented track record in selling high-end technical solutions across multiple platforms.
• Expert knowledge in channel management, solution sales, net new business acquisition, and expanding existing account relationships.
• Experience with reports, proposals, statements of work, and business correspondence.
• Proficiency in sales methodologies equivalent to MSP, financial analysis, negotiation, and effective marketing tactics.
• Excellent communication, presentation, customer service, and interpersonal skills.
• Ability to present to and respond to questions from managers, customers, and teammates.

Embedded within a regional sales organization, the Client Sales Executive expands a portfolio of healthcare technology solutions and professional services by closing new business opportunities and maintaining client relationships across an assigned territory. Working closely with solution experts, finance, and operations teams, this role enables clients to achieve strategic objectives while reducing technology-related costs and maximizing return on investment.

Core Functions

• Expand portfolio of solutions and professional services in the assigned region and collaborate with others as opportunities outside of the primary portfolio arise.
• Engage with leaders and solution experts to offer prospective clients cutting-edge solutions.
• Drive the sales process to close new business opportunities, including preparation of SOW, BAA, SLA, and MSA.
• Leverage professional network and referral base to cultivate business relationships, and attend trade shows, conferences, and industry events.
• Provide timely and accurate sales forecasting and monthly status on actual vs. planned.
• Ensure all activity is accurately and timely entered into Salesforce, and manage business and travel expenses per company policy.
• Develop and maintain client relationships in assigned territory and execute sales activities to promote services.
• Achieve annual sales targets and support Finance when collection attempts are unsuccessful on A/R over 90 days.
• Fully embrace core values, comply with HIPAA regulations, and ensure Customer Satisfaction Surveys are completed in a timely manner.

Qualifications & Experience

• Bachelor's degree in Business or a Healthcare-related field; Master's degree a plus.
• Strong knowledge of healthcare technology solutions with 5+ years of experience in consultative selling.
• Successful history in closing opportunities and meeting or exceeding sales targets.
• Proficiency in MS Office applications and CRM platforms, with Salesforce experience a plus.
• Excellent interpersonal, presentation, and written and verbal communication skills.

Reporting to the Client Sales Director, the Client Sales Executive prospects corporate customers and manages the full sales cycle from deal introduction through close, supporting key business cycles within a global team. Partnering with Business Development, Marketing, Operations, and Customer Success, this role advances revenue growth by converting pipeline opportunities into closed business and maintaining executive-level client relationships.

Primary Duties

• Prospect potential corporate customers, perform deal introductions, and make customizations per customer needs.
• Strategize, negotiate, and close business, managing the full sales cycle for deals generated by the Business Development team.
• Manage pipeline, revenue forecasts, and sales activity using Salesforce.com for maximum efficiency and visibility.
• Communicate and collaborate with internal stakeholders on issues and opportunities impacting the business.
• Attend weekly meetings with customers, present results to business leaders and executives, and ensure adherence to annual budgets.

Skills & Qualifications

• BA or BS degree.
• 5+ years of experience in corporate sales and business development, with strong preference for experience selling into HR departments.
• Proven ability to close deals, influence others, and meet financial objectives in partnership with business colleagues.
• Excellent research, lead generation, written and oral communication skills, with strong problem-solving and negotiating skills.
• Leadership skills that are diplomatic and tactful, capable of simplifying complex messages and effectively presenting proposals to broad audiences.
• Proactive, self-driven, and able to prioritize, multi-task, and maintain discipline in achieving goals in a highly demanding and changing environment.
• Fluent in Spanish and English; a third language is a plus.

Sitting at the intersection of executive relationship management and solution selling, the Client Sales Executive develops trust-based partnerships with client leadership to drive account expansion and revenue generation across a full enterprise solution portfolio. Operating across cross-functional internal teams and client organizations, this quota-carrying role shapes customer business strategy by translating client needs into company service offerings that deliver competitive advantage.

Duties

• Support overall client relationship responsibility and manage customer relationships proactively to grow intimacy and satisfaction.
• Plan, direct, and manage sales and market activities to reflect customer trends, market fluctuations, and changes in business practices and technology.
• Impact customer business strategy and sell solutions across the company's full solution portfolio.
• Establish and articulate innovations, growth opportunities, and strategic account direction in relation to client expectations.
• Serve as a trusted advisor to develop vision, innovation, and industry expertise, and provide thought leadership.
• Communicate with cross-functional groups and build strategic relationships with client teams.
• Advise on and execute business development strategies, proposal activities, and penetration of specific deals.
• Capture best practices and facilitate the management and movement of information to drive account expansion and revenue generation.

Experience & Qualifications

• Bachelor's degree or equivalent combination of education and experience.
• 8-10 years of industry or client relationship experience, with proven sales and client relationship management experience preferred.
• In-depth customer knowledge with strong business and financial management expertise.
• Ability to understand client business conditions, translate them into company service offerings, and identify opportunities to improve the client's business.
• Strong strategic management, planning, and problem-resolution skills using own judgment and initiative.
• Strong interpersonal, presentation, and communication skills for interacting with high-level customer representatives and internal team members.
• Ability to publicly represent the company with internal and external clients.
• Proficient in German and English.