About MCIM

MCIM – The Data Center Operating System (DCOS) is a platform that simplifies the complexities of managing a data center by bringing all functions and locations under one intuitive dashboard. 

MCIM started with a commission from a Fortune 100 financial institution to create a cloud computing solution for managing their global critical facilities. The team developed the MCIM platform based on the lessons learned from that project.

Today, MCIM is utilized by Fortune 100 and 500 companies in over 94 countries worldwide. This world-class solution is continuously improved through collaboration with users and industry organizations like The Uptime Institute.

Position: Enterprise Account Executive

We are seeking an Enterprise Account Executive to sell into the Worldwide (largely United States and Europe) Co-Location/Data center market. The individual needs to serve as a polished leading professional who works closely with current and prospective customers as a trusted advisor who deeply understands their unique challenges and goals. Act as a consultant with customers and prospects on the MCIM Platform to match solutions with their priority needs, in addition to the responsibilities set forth below. Experience of selling into Data Centers and working with their

Operations/IT teams on developing and closing business is essential, preferably

with software sales rather than hardware or pure services sales.

Responsibilities

• Selling to net new accounts. Identify and open doors at new accounts in the Co-Location / Data Center sales sector. Utilize their own existing industry contacts to secure meetings. Follow up on our senior BDR’s own contacts. Set up initial sales discovery calls and product demonstrations.
• Analyze existing customers and map the potential for upsells of more modules, products and sites. Develop plan of action to achieve such increase in sales by customer.
• Selling the entire MCIM portfolio including our new Reliability Benchmarking packs. Be able to learn the details of each product and present the technical and business benefits of the MCIM Operating System.
• Have a deep understanding of the way businesses operate, and the priorities that drive decisions from the C-level
• Creating demand by uncovering business problems and matching them to our solution
• Uncovering business initiatives and pain points to map back our solutions across multiple lines of business
• Building credibility and trust while influencing buying decisions
• Selling on value and return on investment vs. technical functionality
• Generating pipeline that leads to closed revenue Achieve Quarterly and Annual sales targets
• Other duties as assigned from time to time.

Qualifications

• Average years of experience preferred 5+ years of full cycle sales experience, with at least 3 years selling into the Data Center/Co-Location software field. A good list of contacts in this industry sector would also be useful.
• Sales process management experience, solutions selling, complex vs. transactional cycle.
• Ability to build and deliver presentations to your customers in-person and virtually
• Experience selling to the EVP and C-suite. Experience negotiating high value and complex SOW’s and contracts. Able to negotiate with senior operational staff, procurement, legal and financial individuals within a customer.
• Experience managing a pipeline of 6 - 10 close in opportunities and upwards of 20+ early stage opportunities.