Commercial Account Executive (Enterprise)

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, commercial negotiations, and strategic business development activities

TPx is an Equal Opportunity / Affirmative Action employer. Qualified applicants will receive consideration for employment without regard to race, color, religious creed, sex (including pregnancy, childbirth, breast- feeding and related medical conditions), sexual orientation, gender identity, gender expression, national origin or ancestry, age, mental or physical disability (including medical condition), military or veteran status, political preference, marital status, citizenship, genetic information or other status protected by law or regulation.

We are committed to providing reasonable accommodations for qualified individuals with disabilities. If you need assistance or an accommodation, please let us know during the application process.

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Req: #26-0112