Job Description
General Purpose:
The Commercial Account Executive (Mid-Market) is a strategic, revenue-generating individual contributor responsible for driving expansion, retention, and long-term customer growth across an assigned portfolio of mid-market accounts.
The role exercises independent judgment in developing account strategies, identifying business opportunities, structuring commercial approaches, and managing customer relationships.
The role regularly engages customers and key decision-makers through in-person meetings, business reviews, and field-based sales activities to drive customer retention and revenue growth.
The role is expected to independently influence purchasing decisions, conduct commercial negotiations, and secure customer commitments through consultative, relationship-driven sales interactions conducted both remotely and at customer locations.
Direct Reports:
No
Essential Duties and Responsibilities:
- Develop and independently execute strategic growth plans for mid-market accounts by analyzing customer needs, stakeholder dynamics, and revenue opportunities across the portfolio
- Conduct regular in-person value checkpoints (SBRs), customer meetings, executive briefings, and onsite strategic account reviews to strengthen relationships, identify growth opportunities, and advance commercial objectives
- Independently manage customer-facing sales activities throughout the renewal and expansion lifecycle, including presenting proposals, negotiating commercial terms, and obtaining customer commitments
- Own expansion through cross-sell, upsell, and whitespace opportunities
- Engage Solutions Architects and overlays to design fit-for-purpose solutions and quantify outcomes
- Use insights from Service Managers on adoption, usage, and risk to trigger effective commercial responses
- Lead renewal strategy and commercial negotiations by applying business judgment to retention planning, pricing considerations, and customer-specific growth opportunities
Other Responsibilities:
- Assume account ownership after the first year from Business Development Executives, Inside Sales Representatives, and Channel Managers
- Hold primary commercial responsibility for expansion while Service Managers own account health and experience
- Independently evaluate customer needs, develop strategic business cases, and influence commercial decisions to support successful deal outcomes
- Apply independent judgment to improve and support scalable sales processes, customer engagement strategies, and revenue-driving initiatives
- Represent the organization in customer-facing meetings, industry events, and field-based business development activities to support long-term account growth and strategic partnership development
Required Qualifications:
- Bachelor’s degree in Business, Communications, Marketing, or related field preferred; equivalent experience considered
- 3–5+ years of experience independently managing customer relationships, revenue opportunities, and commercial sales strategies within a B2B environment
- Professional experience within the Managed Service Provider (MSP) industry is required
- Prior experience in managed services provider (MSP) industry, telecom, SaaS, or technology preferred
Preferred Qualifications:
- Experience in mid-market account management
- Strong experience with CRM tools (Salesforce preferred)
- Demonstrated experience leading consultative, solution-based sales engagements involving customer relationship development, commercial negotiations, and field-based selling activities
- Ability and willingness to travel up to 50% of the time to support customer engagement, strategic account meetings, and 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: #26-0071