Commercial Account Executive (Enterprise)

Responsibilities

The Commercial Account Executive is responsible for driving enterprise account expansion, retention, and long-term profitable growth through strategic planning and consultative sales. They lead complex commercial negotiations and coordinate with cross-functional teams to secure high-value outcomes for enterprise customers.

Requirements

Candidates must have at least 5 years of experience in enterprise customer relationship management and strategic sales within the Managed Service Provider (MSP) industry. A bachelor's degree in business, communications, or a related field is preferred, along with the ability to travel up to 50% of the time.

Skills

• Enterprise Sales
• Account Management
• Strategic Planning
• Commercial Negotiations
• Relationship Management
• Consultative Selling
• Pipeline Management
• Revenue Growth
• Customer Retention
• Managed Service Provider (MSP)
• Executive Stakeholder Management
• Business Development
• Contract Negotiation
• Sales Forecasting
• Solution Selling
• Cross-selling

About this role

GENERAL PURPOSE:

The Commercial Account Executive (Enterprise) is a strategic, revenue-generating
individual contributor responsible for driving enterprise account expansion,
customer retention, and long-term profitable growth across an assigned portfolio
of complex enterprise customers. This role exercises a high degree of
independent judgment and discretion in developing enterprise account strategies,
leading commercial negotiations, influencing executive stakeholders, and
structuring customer-specific growth initiatives. Working collaboratively with
Service Managers, Solutions Architects, executive leadership, and
cross-functional business partners, the position is accountable for revenue
performance, customer retention, margin protection, and strategic account
development within a dynamic enterprise sales environment.

The role regularly engages in consultative, customer-facing sales activity,
including onsite customer meetings, executive business reviews, strategic
planning discussions, and commercial negotiations conducted at customer
locations and other field-based environments. The Commercial Account Executive
independently influences purchasing decisions, develops customer-specific
business cases, and secures customer commitments through complex,
relationship-driven sales engagements. This role operates with minimal
supervision and requires travel up to 50% to support customer engagement,
executive relationship management, strategic business development, and
enterprise sales activities.

DIRECT REPORTS:

No

Essential Duties and Responsibilities:

* Develop and independently execute multi-year strategic account growth plans
for enterprise customers by analyzing customer business objectives,
stakeholder dynamics, competitive risks, and long-term revenue opportunities
* Lead and coordinate complex enterprise sales strategies involving executive
stakeholders, Solutions Architects, overlays, and cross-functional business
partners to secure high-value commercial outcomes
* Independently identify, structure, and execute cross-sell, upsell, and
whitespace expansion opportunities across assigned enterprise accounts
* Apply business judgment and customer insights to evaluate adoption trends,
operational risks, and expansion opportunities, developing strategic
commercial responses aligned with organizational objectives
* Lead customer-facing renewal strategy discussions, commercial negotiations,
and pricing evaluations designed to maximize retention, profitability, and
long-term customer value
* Conduct regular onsite customer meetings, executive business reviews (SBRs),
and strategic planning sessions to strengthen relationships, influence
purchasing decisions, and support customer growth initiatives
* Independently manage customer-facing sales activities throughout the
opportunity lifecycle, including proposal presentations, contract
discussions, negotiation activities, and obtaining customer commitments
* Maintain disciplined pipeline management, forecasting accuracy, deal
governance, and commercial risk evaluation to support business performance
and margin protection
* Develop strategic business cases and customer-specific recommendations by
analyzing operational needs, financial considerations, and long-term account
growth opportunities
* Maintain ongoing field-based engagement with customer stakeholders and
executive decision-makers through consultative, relationship-driven sales
activity

OTHER RESPONSIBILITIES:

* Assume enterprise account ownership from Business Development Executives and
Channel Managers following the initial customer lifecycle period
* Hold primary commercial accountability for enterprise expansion, retention,
and growth strategies while partnering collaboratively with Service Managers
responsible for customer health and experience
* Independently evaluate competitive threats, customer objections, and market
conditions to develop strategic responses aligned with long-term business
objectives
* Support the full enterprise customer lifecycle from discovery, solution
alignment, implementation coordination, renewal strategy, and long-term
account development
* Represent the organization during customer-site meetings, executive
briefings, industry events, and field-based business development activities
* Collaborate with cross-functional stakeholders to support strategic account
planning, operational alignment, and enterprise customer growth initiatives

REQUIRED QUALIFICATIONS:

* Bachelor's degree in business, Communications, Marketing, or related field
preferred; equivalent professional experience considered
* 5+ years of experience independently managing enterprise customer
relationships, strategic sales initiatives, and complex commercial
negotiations within B2B environments
* Professional experience within the Managed Service Provider (MSP) industry is
required
* Demonstrated experience leading consultative, solution-based enterprise sales
engagements involving executive stakeholders, multi-layered buying
committees, and complex commercial sales cycles
* Proven ability to independently exercise strategic judgment in managing
renewals, expansion initiatives, pricing discussions, and long-term customer
growth strategies
* Demonstrated success influencing enterprise purchasing decisions, developing
customer-specific business cases, and securing customer commitments through
relationship-driven sales activity

Preferred Qualifications:

* Advanced familiarity with consultative and solution-based enterprise selling
methodologies
* Strong experience utilizing CRM tools, pipeline management systems,
forecasting tools, and account planning processes (Salesforce preferred)
* Ability and willingness to travel up to 50% of the time to support
customer-site meetings, executive relationship management,...

About TPx

IT Services and IT Consulting · 1,001-5,000 employees · headquartered in Austin, Texas