Account Executive

Posted today

aisReston (VA)

Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel Administrative Management and General Management Consulting Services

SENIORITY

Senior

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About the role

Senior Account Executive If you're seeking a sense of community and the ability for growth, look no further. Since 1982, we have been 100% dedicated to our people. Our approach permits greater ownership for individuals and welcomes input into decisions for a thriving workplace and happy employees. Our people are the core reason for AIS' success. As an employee owned company, we are looking for individuals that are passionate about finding innovative solutions, and excited about emerging technologies and capabilities. When you join AIS, you're joining a mission-driven team that's passionate about making a difference. You'll work on projects that matter, alongside industry-leading experts, in an environment that fosters innovation, driving client success, and empowering our team to make a lasting impact. As an employee-owned company, we value collaboration, inclusivity, continuous growth, and shared success. At AIS, we're looking for more than just skills we're looking for driven individuals who are passionate about making a difference, eager to grow, and aligned with our core principles: Know Yourself and Pursue Personal Growth Collaborate and Support Team Success Communicate Openly and Clearly Seek Opportunities and Take Responsibility Be Resilient and Resourceful Challenge, Collaborate, and CommitLive Out the AIS WayAIS is seeking a highly driven and disciplined Senior Account Executive who can lead growth in a portfolio of clients aligned by industry sector. This individual will be responsible for revenue growth, client relationship leadership, and pursuit excellence across strategic accounts and new logo opportunities. Success in this role demands a leader who combines exceptional communication skills, business-led thinking, rigorous sales discipline, and a sharp focus on proposal quality and client impact. The ideal candidate brings both strategic presence and operational execution, serving as the trusted advisor to clients and a growth engine for AIS.

Key Responsibilities:

Revenue & Vertical GrowthOwn vertical P&L, including revenue, pipeline targets, and gross margin
Drive new logo acquisition and expand existing account revenue through upsell/cross-sell
Maintain ?3x pipeline coverage and ensure forecast accuracy
Proposal & Pursuit Leadership
Lead creation of high-quality, business-outcome-driven proposals
Ensure every pursuit has a compelling storyline, client context, and quantified impact
Review all major proposals for strategic positioning, pricing rationale, and solution clarity
Client & Stakeholder Engagement
Build and maintain C-level relationships across priority accounts
Represent AIS in executive briefings, proposal orals, and account reviews
Drive high client engagement scores and long-term value realization
Business-Led Thinking
Bring industry context to every engagementspeak to client problems, not just tech
Collaborate with solution and delivery teams to craft differentiated offerings
Translate client pain points into clearly scoped and budget-aligned proposals
Sales Execution & Discipline
Own CRM hygiene, forecast cadence, and sales process adherence
Drive accountability across pursuits, meetings, and proposal timelines
Collaborate closely with Sales Enablement and India Development Center to scale support capacity
Microsoft & Partner Engagement
Align with Microsoft GTM teams for co-sell and channel leverage
Engage in campaign planning, Executive Briefing Center (EBC) and partner strategy execution

Required Qualifications:

10+ years of enterprise sales or strategic account leadership preferably in Energy, Utilities, Financial Services, Insurance or Healthcare
Exceptional written and verbal communication skillsexecutive presence is a must
Proven strength in proposal leadership and business impact storytelling
Highly organized, methodical, and self-driven
Strong collaboration skills with delivery, solution, and partner teamsExperience working in or with Microsoft co-sell environments a strong plus
Strong working knowledge of the Microsoft ecosystem: Familiar with Microsoft Azure, M365, and co-sell motions
Demonstrated ability to build relationships with Microsoft field teams, including Partner Development Managers (PDMs), Account Executives, and industry specialists
Ability to work cross-functionally with marketing, pre-sales, and delivery teamsExperience qualifying and developing new leads, nurturing opportunities through the funnel, and coordinating with solution engineers for discovery and scoping
Familiarity with CSP (Cloud Solution Provider) model and how it supports licensing + services bundling
Excellent communication, storytelling, and stakeholder engagement skills able to deliver compelling outreach, presentations, and customer messaging
Proficiency in CRM tools (e.g., Hubspot, Dynamics, Salesforce) and disciplined pipeline hygiene and forecasting
Success Measures:
Vertical revenue and gross margin targets met or exceeded
Quality and win rate of proposals and strategic pursuits
Growth in key accounts (NRR, cross-sell, executive relationship strength)CRM hygiene, forecast discipline, and pipeline coverage
Measurable Microsoft and partner-influenced revenue

Why AIS?Employee Ownership: Your contributions directly impact the company's success, and you share in its achievements. Continuous Learning: Access to resources, training, and mentorship to support your professional growth. Inclusive Culture: A workplace where diversity is celebrated, and everyone's voice is valued. Mission-Driven Work: Engage in projects that make a meaningful difference for our clients and communities.

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