Xalient specializes in the convergence and holistic management of identity, cybersecurity, and networking to deliver secure connectivity within a zero-trust framework. Offering world-class Identity solutions and services including IGA, PAM, customer identity, access enforcement and IAM solutions, Xalient also delivers transformative software-defined networking, cybersecurity technologies and managed services.
Established nine years ago to challenge traditional secure networking markets, Xalient has earned recognition as an award-winning global IT consulting and managed services provider. Headquartered in the UK, with additional offices in the USA and across Europe, Xalient boasts a client roster including industry leaders such as Kellogg’s, Avis Budget Group, WPP, and Keurig Dr Pepper.
Innovation drives Xalient's approach, exemplified by MARTINA, an AIOps tool designed to provide visibility and predictive monitoring, now empowering enterprises worldwide. Xalient helps make the world’s largest brands more secure, resilient, adaptable, and responsive to change.
Xalient was named among Europe’s Fastest Growing Companies in 2024 by Financial Times and Statista for the third consecutive year.
Due to incredible growth, we are looking for our next experienced Major Account Director. The role is remote, however, we would require potential candidates to be based out of Chicago or Dallas and travel when required. The role offers a competitive salary and OTE, plus other benefits.
Reporting to the VP Sales – Americas, the Major Account Director will be responsible for the generation, development and conversion of new and existing business that meets the client’s business requirements and objectives. Consultative sales skills and the ability to effectively present and communicate Xalient’s value proposition to key decision makers, is key to success.
As a Major Account Director you will initiate, negotiate, and close key strategic account contracts, securing optimum recurring revenues and establishing strong relationships within the client account to ensure ongoing and repeat business. You will also be responsible for the achievement of annual revenue targets and specified gross margins, within existing client accounts into which the Xalient products and services portfolio are sold. Responsibility is for the ongoing relationship, continued and repeat business and creating strategic account plans for Xalient to remain an integral part of the clients’ budgets.
Please only apply if you have a classic technology sales background and experience of our tech which includes (Networking, SD-WAN, Cloud Security and Identity/IAM among many others). You would need a minimum of 10 years’ experience, the last 5 years spent managing large strategic accounts, strategic sales strategies with the ability to communicate at C suite level in large enterprises essential.
Key Responsibilities
▪ Understand the Sales Strategy with the COO. Identify the necessary information, processes, and resources to implement and support it.
▪ Qualify client and sales opportunities to maximize orders and ensure that the solutions offered are within Xalient’s field of competence.
▪ Build and sustain a prospect platform and follow through in an appropriate and timely manner to achieve or exceed the assigned sales targets.
▪ Ensure proactive contact with all prospect clients on a regular and consistent basis. Understand their business requirements and how Xalient can provide a solution in this context.
▪ Promote the Xalient products and services (enhancements/updates/ new initiatives/maintenance) to existing customers by nurturing relationships with key decision makers - and those who influence at all levels within the account - developing strong and consistent relationships.
▪ Understand the clients’ business needs, objectives and practices and present compelling business propositions, concepts, and ideas to clients at senior and board level.
Develop strategic account plans for key customers and provide accurate and timely forecasts as required. Share with the Client to demonstrate how the Company may support the client’s future plans and be an integral part of their own strategy.
▪ Prepare quotations for customers and conclude contracts in accordance with the Company standard procedures, ensuring that all deals and ongoing SLAs are secured and closed appropriately and in a timely manner.
Skills and experience
Essential
• 10 years minimum, demonstrable achievement working within IT sales. The last 5 years leading large enterprise accounts. Classic technology sales background and experience of our tech which includes (Networking, SD-WAN, Cloud Security and Identity/IAM among many others).
• Experience implementing strategic sales strategies with the ability to communicate at C suite in large enterprises essential.
• Strong new business and account management capabilities – communication, collaboration and promotion of differentiators and new products to retain long term relationships.
• Able to marshal and manage resources (people, funding, materials, and support) to achieve customer engagement.
• Assertive, organized, methodical, efficient, and able to work on own initiative in and out of office.
• Excellent presentation, public speaking skills and general product awareness.
• Based in Chicago or Dallas
Job Offer
• Competitive salary& bonus
• 30 days holiday (inc public holidays)
• Home working
• Health Insurance
• 401K Plan
• Work laptop and iPhone
• Employee Assistance Program
• Employee referral scheme- $5000 for successful recommendation
Equal Opportunities Statement
We are an equal opportunities employer and welcome applications from all suitably qualified persons regardless of their race, sex, disability, religion/belief, sexual orientation, gender reassignment, marriage and civil partnerships, pregnancy or maternity or age.
Our Commitment to Diversity