Job Description
Job Description
Build Relationships. Solve Business Problems. Win New Clients.
Machado Consulting is seeking a Technology Solutions Executive to develop new client
relationships and drive growth for our IT consulting and managed technology services
business.
This is a full-cycle, consultative B2B sales role for someone who enjoys creating new
opportunities, engaging business leaders, uncovering meaningful business and technology
challenges, and guiding prospective clients through the decision-making process.
You do need to be curious, comfortable talking with executives, and capable of working
alongside technical experts to translate technology challenges into business value.
What You’ll Do
- Identify, prospect, and develop new business opportunities within Machado’s
target market. - Generate your own opportunities while also developing leads and appointments
created through Machado’s inside sales, referral, marketing, and other channels. - Lead consultative discovery conversations to understand a prospect’s business
objectives, current IT environment, operational challenges, cybersecurity concerns,
risks, and desired outcomes. - Ask thoughtful questions that uncover not only technical needs, but the business
impact and motivation for change. - Coordinate with Machado’s engineering and technical resources to assess client
needs and develop appropriate recommendations. - Present Machado’s recommendations and Solutions Summary to prospective
clients and their decision-making teams. - Navigate pricing, competition, decision processes, negotiation, and contracting
through signed agreement. - Maintain a primary focus on winning new recurring-revenue clients; long-term
account management and renewals transition to Machado’s vCIO team after the
initial post-sale period. - Maintain an active, healthy pipeline and consistently move qualified opportunities
forward by securing meaningful buyer commitments and next steps. - Maintain accurate opportunity, forecast, and next-step information in HubSpot.
What Success Looks Like
You’ll be successful in this role by consistently creating qualified new-business
opportunities, building and maintaining sufficient pipeline, advancing opportunities
through Machado’s defined sales process, and converting prospective clients into long
term Machado relationships. For a fully productive TSE, the current performance model is
built around approximately 12 new Closed-Won clients per year, or about 3 per quarter.
Success also means knowing your opportunities. You’ll be expected to understand the
buyer’s business drivers, decision process, key stakeholders, timing, budget, competitive
environment, and next steps, and maintain the CRM discipline necessary to support
accurate forecasting and effective opportunity management.
What We’re Looking For
- 3-5 years of successful B2B sales or business development experience.
- Demonstrated ability to prospect and create new-logo opportunities.
- Experience managing a multi-step consultative sales process from initial outreach
through close. - Strong discovery, listening, questioning, and presentation skills.
- Confidence engaging business owners, executives, and senior decision makers.
- Strong personal accountability, organization, follow-up, and pipeline-management
discipline. - Experience working with a CRM; HubSpot experience is a plus.
- A collaborative, team approach and comfort working alongside technical experts.
- Experience selling IT services, managed services, cybersecurity, cloud,
infrastructure, professional services, or another complex B2B service is a plus.
Compensation & Work Environment
- Base Salary: $60,000 - $70,000
- On-Target Earnings (OTE): Approximately $140,000 at target performance
- Target variable compensation of approximately $70,000 at target performance
- Variable compensation is based primarily on new Monthly Recurring Revenue
(MRR), with higher commission opportunity for larger new-client MRR. - Full-time position
- Hybrid work environment with in-person collaboration in Worcester,
Massachusetts - Professional growth and development opportunities
About Machado Consulting
Machado Consulting provides IT consulting and managed technology solutions designed
around the unique needs and challenges of its clients. As a service-disabled veteran
owned small business, we bring a strong commitment to integrity, service, collaboration,
and client success.
If you’re a B2B salesperson who enjoys opening doors, asking great questions, solving
meaningful business problems, and earning the opportunity to become a trusted advisor
to your clients, we’d like to hear from you.