About the Role
The Client Account Executive (CAE) is a strategic enterprise sales role responsible for driving gross expansion revenue across an assigned portfolio of existing Calero customers. The CAE’s primary objective is to generate incremental ARR by identifying, developing, and closing new opportunities within the installed base.
This is a dedicated expansion sales role. The CAE does not own customer renewals, retention, service delivery, operational performance, or overall customer health. Those responsibilities are owned by other teams within Calero. The CAE partners closely with those organizations to leverage customer insight and identify opportunities while maintaining clear accountability for gross expansion pipeline, bookings, and incremental ARR.
Calero’s enterprise customers are often large, complex, and decentralized organizations where responsibility for technology spend and operations may reside across multiple functions, business units, geographies, and executive stakeholders. The CAE must navigate these environments, build executive relationships beyond Calero’s existing contacts, uncover whitespace, identify new buying centers, and expand Calero’s footprint across Telecom Expense Management (TEM), Managed Mobility Services (MMS), SaaS, Cloud, and emerging AI-related technology management opportunities.
Key Responsibilities
Enterprise Expansion & Revenue Growth
- Own and achieve gross expansion bookings and incremental ARR targets across an assigned portfolio of existing enterprise customers.
- Identify, qualify, develop, and close new revenue opportunities across Calero’s product and services portfolio.
- Develop strategic account growth plans that identify whitespace, new buying centers, business units, geographies, stakeholders, and solution opportunities within each customer.
- Expand Calero beyond its existing footprint by identifying other areas of the enterprise responsible for telecom, mobility, SaaS, cloud, AI, and related technology spend and operations.
- Proactively create demand and develop new opportunities rather than relying solely on customer-generated or inbound expansion requests.
- Build and maintain sufficient gross expansion pipeline to consistently achieve assigned bookings and ARR targets.
Executive Relationship Development
- Develop trusted relationships with senior executives and decision-makers across IT, Finance, Procurement, Technology, Infrastructure, Mobility, Cloud, Vendor Management, and other relevant functions.
- Expand Calero’s relationships beyond existing operational contacts to establish access to new executive stakeholders, sponsors, and buying centers.
- Understand customer business priorities, transformation initiatives, cost pressures, technology strategies, and organizational changes and connect those priorities to Calero’s capabilities.
- Position Calero as a strategic partner capable of addressing broader technology management challenges across the enterprise.
Consultative Enterprise Selling
- Lead strategic discovery to uncover business challenges and identify opportunities where Calero can deliver measurable financial, operational, and strategic value.
- Develop compelling value propositions and business cases that quantify the impact of expanding the Calero relationship.
- Navigate complex enterprise sales cycles involving multiple stakeholders, business units, procurement organizations, legal teams, and executive decision-makers.
- Coordinate internal resources including Solution Consulting, Product, Customer Success, Operations, and Executive Leadership to develop and execute winning opportunity strategies.
- Lead commercial negotiations and drive expansion opportunities through contract execution and close.
Pipeline & Account Management
- Maintain detailed strategic account plans, organizational maps, and whitespace plans for assigned customers.
- Maintain accurate opportunity, pipeline, and forecasting information within Salesforce and other required sales systems.
- Develop clear opportunity strategies, stakeholder maps, competitive positioning, next steps, and close plans.
- Provide accurate and timely gross expansion forecasts.
Qualifications
- Domain expertise in Managed Mobility Services (MMS).
- Experience with Telecom Expense Management (TEM).
- Proven Enterprise Account Executive and consultative sales experience.
- Demonstrated success selling complex technology and managed services solutions into large enterprise organizations.
- Track record of driving revenue growth and expanding existing enterprise customer relationships.
- Experience identifying, developing, and closing expansion opportunities across an established customer base.
- Demonstrated ability to uncover whitespace and penetrate new buying centers, business units, geographies, and executive relationships within complex enterprise accounts.
- Strong executive presence with demonstrated ability to establish credibility and lead strategic conversations with senior IT, Finance, Procurement, and Technology executives.
- Experience navigating complex, matrixed organizations with multiple stakeholders and decision-makers.
- Strong business and financial acumen with the ability to develop ROI-driven business cases and articulate measurable customer value.
- Experience managing complex, multi-stakeholder enterprise sales cycles from discovery through contract execution.
- Experience with global enterprises, regulated industries, and/or Fortune 1000 organizations preferred.
- Bachelor’s degree or equivalent experience preferred.
Key Performance Indicators (KPIs)
- Gross expansion bookings and incremental ARR
- Gross expansion pipeline creation and pipeline coverage
- New qualified expansion opportunities created
- New buying centers and enterprise relationships developed
- Cross-sell and multi-solution expansion
- Forecast accuracy
- Achievement of assigned gross expansion quota
Compensation
The On Target Earnings (OTE) is $200,000. It is important to Calero that potential candidates for this position understand that compensation depends on numerous factors including the geographic location where the role will be performed, skills required, experience, complexity, travel, and market rate. Calero aims to reward performance and attract top talent with competitive, fair pay and benefits. Please note that the top of the salary range represents exceptional and/or senior-level positions that meet all required qualifications. Actual offers take a candidate’s knowledge, skills, abilities, and experience into account. Base pay is just one component of the total compensation package for employees. Other rewards vary by position and location.
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