Technology Solutions Executive

About this role

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.