OTAVA® · 7 hours ago
Account Executive
Ann Arbor, MI
Full-time
Hybrid
Senior Level, Lead/Staff
$105K/yr - $105K/yr
10+ years expOTAVA LLC is a global leader in secure, compliant, enterprise-class cloud hosting, dedicated to empowering growth for their clients. The Account Executive will manage existing accounts while adding new ones, focusing on consultative solutions and exceeding sales quotas in a competitive landscape.
Cloud ManagementCloud SecurityCloud StorageInformation TechnologySecuritySoftware
Responsibilities
Target customers in the C-suite to create win-win solutions in a highly consultative manner, in a competitive landscape that addresses business issues and delivers positive business outcomes
Identify, scope, price and secure commitments for add-on and net new business while addressing customer administrative, billing and contracting needs
Effectively organize workload to exceed sales quotas and related metrics, and accurately forecast all pipeline revenue opportunities in a timely manner, using Salesforce.com
Manage the sales process from outbound prospecting, understanding requirements, presenting and demonstrating offerings solutions, closing sales orders, and delivering customer requirements to operations
Handle price negotiations with a focus on value-based selling and positioning Otava’s core differentiators that enables potential customers to identify value received for their commitments to us
Coordinate with solution architects, sales engineering and operations to ensure that the customer’s technical and delivery requirements can be achieved before an order is secured
Work closely with internal teams to maximize customer experience
Other duties as required to assist the Otava sales team in achieving their objectives
Qualification
Required
10+ years of experience in outside technical sales
At least 3 years must be in selling cloud and hosted solutions
Track record of consistently meeting or exceeding activity, pipeline and revenue objectives
Consultative solution selling expertise – selling solutions and capabilities, not just products – and including track record of success with selling to VP/SVP/EVP/CXO level
Extensive field sales experience in Public (AZURE/AWS) & VMware based Private Cloud
Extensive field sales experience in DRaaS, Data Backup, and IT Migration
Extensive field sales experience in Professional Services, Networking, and Security
Must be self-motivated and able to work independently and as part of a team
Success closing new accounts while working with existing accounts
Working with potential customers and internal technical resources to identify, cultivate, and close deals
Proven track record with complex enterprise-level IT environments, including understanding of servers, networking, hosting, colocation, and data centers
Strong verbal and written communications skills
Strong whiteboard presentation and selling skills
Extensive field sales experience in complex contract negotiation
Self-starter with strong work ethic with a “can-do” positive attitude
Understand the products in depth and be able build solutions and communicate value to customers
Ability to close new accounts while working with existing accounts
Proven track record of exceeding activity, pipeline, and revenue targets
Consistent ability to forecast sales activity accurately
Demonstrated track record in overachieving objectives and ability to close sales
Proficient with Salesforce.com, Microsoft Office suite, phone skills, face-to-face selling, and solution sales
Proven track record with complex enterprise-level IT environments, including understanding of servers, networking, hosting, colocation, and data centers
Bachelor's Degree
Preferred
Salesforce or any CRM
Azure Fundamentals - AZ900
M365 Fundamentals - MS900
VMWare Sales Professional - VSP
Veeam Sales Professional - VMSP or VMTSP
Benefits
401(k) match
Medical
Dental
Vision
Life insurance
Generous PTO
Paid volunteer time off
Paid parental leave
Company
OTAVA®
OTAVA is your secure & compliant multi-cloud expert. The world is automated. People are not.
51-200 employees
H1B Sponsorship
OTAVA® has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2022 (1)
2021 (1)
Funding
Current Stage
Growth StageLeadership Team
TJ Houske
Chief Executive Officer
Stefan Richardson
Senior Vice President of Business Operations
Recent News
2025-12-16
2025-10-07
Company data provided by crunchbase