Key Responsibilities and Required Skills for Technology Consulting Sales Executive

🎯 Role Definition

The Technology Consulting Sales Executive is a quota-carrying revenue leader responsible for developing and closing strategic enterprise accounts and large strategic deals for consulting-led technology services. This role combines consultative solution selling, industry acumen, and cross-functional deal orchestration to drive digital transformation engagements — including cloud migration, application modernization, data & analytics, cybersecurity, managed services and SaaS adoption. The ideal candidate builds a robust pipeline, collaborates with practice leads and delivery teams, crafts compelling value-based proposals, negotiates complex commercial terms, and consistently achieves or exceeds sales targets while protecting margins.

📈 Career Progression

Typical Career Path

Entry Point From:

Senior Account Executive — Enterprise Technology or SaaS
Business Development Manager — Technology Services
Pre-Sales Consultant / Solutions Engineer with quota-carrying experience

Advancement To:

Director of Sales — Technology Consulting
VP of Sales / Head of Consulting Sales
Global Accounts Lead / Strategic Partnerships Lead

Lateral Moves:

Strategic Partner or Alliances Manager
Solution / Engagement Architect Lead

Core Responsibilities

Primary Functions

Own the full sales lifecycle for large enterprise and strategic accounts — from territory planning and pipeline generation through opportunity qualification, solution design alignment, pricing strategy, contract negotiation, close and post-sale handoff — to consistently meet or exceed quarterly and annual revenue targets.
Develop and execute territory and account-based go-to-market strategies that identify target verticals, buying centers, and account expansion paths to capture new consulting-led technology engagements and recurring services revenue.
Prospect, cultivate and maintain relationships with C-level and senior IT and business stakeholders (CIO, CTO, CFO, Head of Digital, VP Engineering) to position the firm as a trusted advisor on digital transformation programs and long-term technology roadmaps.
Lead complex, multi-stakeholder sales cycles involving cross-functional internal teams (consulting leads, delivery, architecture, legal, finance and operations) to coordinate statements of work, resource planning and implementation timelines that de-risk the deal.
Architect value-based commercial models and pricing proposals for consulting services, managed services and cloud migrations that balance customer ROI, deal competitiveness and firm margin objectives.
Drive and respond to RFPs, RFIs and procurement processes for large engagements; prepare executive summaries, tailored responses and competitive differentiators that win business in formal buying processes.
Build and maintain an active pipeline using CRM best practices (e.g., Salesforce), ensure accurate forecasting, and drive regular pipeline reviews with leadership to ensure forecast integrity and sales process improvements.
Conduct compelling executive-level presentations, workshops and solution demonstrations tailored to customer business outcomes, technical requirements and regulatory constraints.
Negotiate multi-year contracts, master services agreements, and change orders; partner with legal and finance to structure acceptable terms, SLAs and risk allocations.
Partner with marketing and demand generation to convert inbound interest into opportunities and participate in events, webinars, thought leadership and case study initiatives that elevate brand and generate leads.
Collaborate with pre-sales and solution architects to create detailed solution designs, implementation approaches and delivery roadmaps that demonstrate feasibility and reduce buyer risk.
Identify and develop strategic partner relationships (ISVs, hyperscalers, system integrators) to co-sell and co-deliver integrated solutions that expand addressable market and accelerate time to value.
Influence and advise customers on technology selection, modernization priorities, and cloud transformation strategies based on industry best practices, cost modeling and reference architectures.
Create clear win plans for each opportunity, including decision criteria, economic justification, competitive positioning and tailored executive sponsorship strategies.
Manage post-sale transitions to delivery and account teams, ensure successful handoffs, track initial milestones and maintain accountability for customer satisfaction during project ramp and delivery.
Drive expansion and renewal conversations within installed base accounts to convert engagements into multi-year contracts, managed services relationships, and product+services bundles.
Monitor competitor activities, pricing strategies and market trends; prepare battlecards and competitive analyses to sharpen positioning and address objections proactively.
Maintain and present a consistent sales playbook for repeatable offerings and verticalized solutions to accelerate new rep ramp and support scale.
Mentor and coach junior sales personnel, contribute to hiring decisions and share best practices for pipeline generation, negotiation and consultative closing techniques.
Conduct diligence and qualification of potential strategic acquisitions or alliances that could broaden consulting capabilities or accelerate entry into new industry segments.
Track sales metrics and KPIs, prepare executive-level sales reports and present performance, risks and mitigation plans to senior leadership.
Ensure compliance with procurement policies, partner contracts, and corporate governance when structuring complex commercial deals.

Secondary Functions

Support marketing and content teams with customer insights to develop case studies, reference stories, competitive differentiation and thought leadership assets that accelerate lead conversion.
Provide feedback to product and delivery leaders on client pain points, feature requests and delivery constraints to shape the consulting services roadmap and product integrations.
Participate in proof-of-concept or pilot engagements to validate proposed solutions, quantify business outcomes and accelerate customer buy-in.
Contribute to pricing strategy discussions and discounting approval processes to protect profitability while supporting competitive wins.
Facilitate executive sponsorship and steering committees with clients during pre-sales and early delivery phases to ensure alignment and governance.
Support ad-hoc sales analytics requests, win/loss analyses, and competitive intelligence to inform pricing, sales plays and positioning.
Lead internal enablement sessions for sales, pre-sales and delivery teams on new offerings, vertical playbooks and partner solutions.

Required Skills & Competencies

Hard Skills (Technical)

Enterprise solution selling and consultative sales methodology for technology consulting, professional services and managed services.
Proven experience with CRM systems (Salesforce preferred) for pipeline management, opportunity tracking and accurate forecasting.
RFP/RFI response management and professional proposal writing for multi-million dollar engagements.
Strong commercial acumen: pricing models, TCO/ROI modeling, contract structuring and margin protection for services-led deals.
Familiarity with cloud platforms (AWS, Azure, GCP) and cloud migration, modernization and managed services commercial models.
Technical fluency in digital transformation domains: application modernization, data & analytics, AI/ML initiatives, cybersecurity and infrastructure modernization.
Experience working with channel and alliance partners, co-selling motions and partner joint business planning.
Pre-sales collaboration including articulating solution architectures, performing demos, and overseeing POCs with solution architects.
Skilled in negotiation of master services agreements, statements of work, SLAs and commercial terms with legal and procurement stakeholders.
Proficiency with sales enablement tools and analytics platforms, and ability to translate data into actionable sales strategy.

Soft Skills

Executive presence and the ability to influence C-suite stakeholders with credibility, clarity and business outcomes orientation.
Consultative communication skills: active listening, problem framing, storytelling and translating technical capabilities into business value.
Strong stakeholder management and cross-functional collaboration across sales, delivery, legal, finance and product teams.
Resilience and persistence: managing long, complex sales cycles with multiple decision-makers and procurement constraints.
Strategic thinking with ability to build account plans, prioritize efforts and anticipate buying signals.
Negotiation finesse, emotional intelligence and conflict resolution in high-stakes commercial discussions.
Coaching and mentoring capabilities to develop junior sellers and scale repeatable sales plays.
Organization, time management and discipline to balance quota attainment, pipeline development and strategic account coverage.

Education & Experience

Educational Background

Minimum Education:

Bachelor's degree in Business, Computer Science, Information Systems, Engineering, or a related field.

Preferred Education:

MBA or advanced degree in a business, technology or related discipline; relevant sales or leadership certifications (e.g., Sandler, Challenger, MEDDPICC training) are a plus.

Relevant Fields of Study:

Business Administration / Management
Computer Science / Information Technology
Engineering (Electrical, Software, Systems)
Finance / Economics
Data Science / Analytics (beneficial for data-driven sales motions)

Experience Requirements

Typical Experience Range:

5–12 years of progressive experience in enterprise technology sales, solutions consulting, or consulting-led commercial roles. At least 3–5 years in quota-carrying positions focused on selling professional services, managed services or cloud solutions.

Preferred:

7+ years closing large, complex deals (multi-million-dollar ACV or multi-year contracts) with demonstrated track record of consistently exceeding quota in technology consulting or systems integration environments.
Proven experience selling into specific industries (financial services, healthcare, retail, manufacturing, public sector) and managing governance and procurement processes common to enterprise clients.
Experience building and scaling sales motions, mentoring teams, and partnering effectively with delivery organizations to ensure customer success and expansion.
Demonstrated success in solution-based selling, land-and-expand strategies, and building partnerships with hyperscalers and ISV ecosystems.