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 engagement platforms such as Salesforce, LinkedIn Sales Navigator, ZoomInfo, Gong, Outreach, or similar tools. 

• Daily use of a structured enterprise methodology (MEDDIC, MEDDPICC, Challenger, Command of the Message, or a named equivalent). 

Preferred 

• Experience selling into healthcare, education, manufacturing, financial services, or public sector organizations. 

• Prior success at an MSP, MSSP, integrator, or multi-solution provider, or at a platform company where services were attached. 

• Experience selling to U.S. companies with operations in Latin America or the Caribbean. 

• Conversation fluency—not engineering depth—in Zero Trust, MDR, SASE, SOCaaS, vulnerability management, and endpoint security. 

• Familiarity with Microsoft Azure, AWS, Microsoft 365, and managed cloud services. 

How You Work 

• Intellectual curiosity and comfort with ambiguity across a broad portfolio. 

• Executive presence and commercial judgment. 

• Resilience, ownership, and forecast integrity. 

• Coachability with solutions architects and delivery leaders. 

• A capabilities-led mindset: you sell outcomes, then assemble the offer. 

Role Mechanics 

• Motion: primarily net-new logo and white-space hunting, with account expansion where assigned. 

• Coverage: fully remote across the United States. Territory design, named-account lists, and any vertical emphasis will be aligned at offer. 

• Travel: periodic customer meetings, industry events, and internal sessions as required for a national enterprise role. 

• Deal profile: complex, multi-stakeholder solution cycles spanning cybersecurity, cloud, managed services, and related professional services. 

• Support: dedicated access to solutions architects, cybersecurity specialists, and delivery leaders. The seller owns the commercial narrative. 

• Compensation: competitive base plus uncapped variable commission designed for a multi-technology enterprise hunter. 

What We Offer

• Professional development
• A culture that celebrates success and diversity
• Medical, Dental, Vision
• 16 Holidays, 15 days PTO, 7 sick days
• 401k with a match and tuition reimbursement

The base salary range for this position at the time of this posting is indicated above. Individual compensation varies based on job-related factors, including location, business needs, level of responsibility, experience, and qualifications.

Claro Enterprise Solutions, Inc. is an Equal Employment Opportunity (EEO) employer.