About This Team:

The CSP Sales Team is a dynamic, high-performing group of enterprise sales professionals, focused on partnering with Managed Service Providers (MSPs) to leverage CSG's innovative technology and deliver transformative Managed Services solutions. This senior field sales role is pivotal to the success of our Partners and Alliances team, which operates at the intersection of strategic sales, cutting-edge technology, and impactful business outcomes.

Our team excels in navigating complex, multi-stakeholder environments, where success is driven by a blend of deep industry knowledge, razor-sharp negotiation skills, and a results-oriented mindset. We are seasoned account owners, skilled at crafting and executing account plans, and are experts in aligning cross-functional teams to create value-driven solutions for our clients-ensuring both measurable impact and fair compensation for that value.

As a member of this team, you will be responsible for managing relationships with key enterprise clients, driving large-scale sales strategies, and ultimately delivering the results that fuel our growth. If you're an experienced sales leader who thrives in challenging, high-reward environments and has a passion for tech-driven solutions, we want to hear from you.

About the Role:

As a CSP Sales Executive, you will be a key player in driving growth and strategic management within a dedicated set of Managed Service Provider (MSP) customers. This senior-level role requires a strong balance of technical know-how, strategic thinking, and exceptional negotiation skills. You will lead high-impact negotiations, guiding customers through a transition from traditional single-year CARR (Committed Annual Recurring Revenue) agreements to multi-year CARR agreements, ensuring that both revenue goals and customer satisfaction are achieved.

Your core focus will be on establishing and nurturing strong relationships with key executive sponsors and stakeholders within your MSP customer base. Through these relationships, you'll drive customer retention and expansion, leveraging CSG's full suite of resources to deliver measurable value and optimize customer ROI with our technology. This role requires a leader who is comfortable working in a fast-evolving environment and is adept at navigating both short-term and long-term sales strategies.

Key Responsibilities:

MSP Account Management: Own and manage a dedicated set of MSP customer accounts, establishing strong communication with executive sponsors and key stakeholders to build long-term relationships and ensure satisfaction.
Customer Retention & Expansion: Lead initiatives to ensure the retention and growth of your assigned MSP customers, using CSG's resources to maintain a high level of customer satisfaction and drive technical performance. Continuously articulate the value and ROI of CSG solutions, identifying and capitalizing on expansion opportunities.
Revenue Model Transition: Lead the negotiation and transition from single-year CARR agreements to multi-year CARR agreements, managing enterprise-level negotiations that yield long-term, sustainable revenue streams. Spearhead subsequent expansions within existing customer base.
Forecasting & Pipeline Management: Take full responsibility for forecasting and securing CSP bookings within your dedicated customer accounts. Provide key reports, accurate sales forecasts, and pipeline analysis to leadership and other stakeholders.
Expansion Opportunities: Work closely with MSP customers to understand their business needs, drivers, and challenges, and identify opportunities for further expansion of CSG's solutions, ensuring continued alignment with customer goals.
Net Retention & ARR Growth: Own and drive the retention and growth of committed annual recurring revenue (ARR) and Net Retention Rate (NRR) within your dedicated MSP customers, in line with defined targets.
Cross-functional Collaboration: Collaborate closely with internal teams-including Strategic Partner Management, Distribution, and Business Unit teams-to ensure alignment across all touchpoints and drive world-class partner experiences. Leverage resources to execute sales plays effectively within the MSP community.
Relationship Building: Build and maintain a network of executive sponsors and stakeholders within your MSP accounts, positioning yourself as a trusted advisor who can lead strategic initiatives and drive long-term business growth.
Strategic Negotiations: Lead high-stakes, enterprise-level negotiations, crafting mutually beneficial deals that position both CSG and its MSP customers for success. Influence key decision-makers to secure long-term agreements and drive expansion within existing relationships.

Who You Are:

Experienced Sales Leader: You have a proven track record of success in enterprise sales, particularly in the SaaS or technology space, and experience managing large, complex accounts with MSPs or similar partners.
Strategic Negotiator: You excel at negotiating long-term, multi-year contracts and are skilled at navigating complex deals with enterprise-level customers.
Customer-Centric: You're driven by delivering exceptional value to your customers and know how to leverage your technical expertise to address customer needs, ensure retention, and identify expansion opportunities.
Collaborative and Cross-Functional: You're comfortable working across multiple teams-whether it's Strategic Partner Management, Distribution, or Business Units-to align efforts and drive successful sales outcomes.
Results-Oriented: You have a results-driven approach to sales, consistently meeting or exceeding revenue and retention targets while managing a healthy, predictable pipeline.

Required Qualifications:

Minimum of 7 years of field sales experience, with a proven track record in enterprise sales and relationship management.
Extensive enterprise SaaS sales experience, with a strong understanding of selling complex, long-term, and high-value solutions.
Consistent history of achieving and exceeding multi-million dollar sales quotas, demonstrating the ability to drive substantial revenue growth.
Channel experience is preferred, with a demonstrated ability to collaborate with partners and MSPs to drive business success.
Strong negotiation skills with the ability to manage high-stakes, enterprise-level deals and navigate complex sales cycles.
Ability to articulate technical concepts and ROI in a clear, customer-focused manner, influencing decision-makers at all levels.

Why CSG?

At CSG, we're redefining how businesses engage with technology, and we're looking for senior sales leaders who are passionate about building strategic, long-term relationships with Managed Service Providers. As a CSP Sales Executive, you'll play a key role in shaping the future of our partner ecosystem while driving the adoption of our cutting-edge solutions. If you're a seasoned sales leader ready to take on a challenge that will directly impact the growth and success of a leading SaaS provider, we'd love to talk.

Compensation may vary depending on your location, qualifications including job-related education, training, experience, licensure, and certification, that could result at a level outside of these ranges. Certain roles are eligible for additional rewards, including annual bonus, and sales incentives depending on the terms of the applicable plan and role as well as individual performance.

NYC generally ranges: $98,364-$147,546

CA generally ranges: $102,640-$153,960

All other locations fall under our General State range: $85,534-$128,300

Benefits may vary depending on the nature of your employment with Cloud Software Group and the country where you work. U.S. based employees are typically offered access to healthcare, life insurance and disability benefits, 401(k) plan and company match, among others. This requisition has no specific deadline for completion.

About Us:

Citrix and TIBCO recently merged to create Cloud Software Group, now one of the world's largest cloud solution providers, serving more than 100 million users around the globe. When you join Cloud Software Group, you are making a difference for real people, each of whom count on our suite of cloud-based products to get work done - from anywhere. Members of our team will tell you that we value diverse lived experiences, passion for technology, and the courage to take risks. Everyone is empowered to learn, dream, and build the future of work. We are on the brink of another Cambrian leap -- a moment of immense evolution and growth. And we need your expertise and experience to do it. Now is the perfect time to move your skills to the cloud.

Cloud Software Group is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination. All qualified applicants will receive consideration for employment without regard to age, race, color, creed, sex or gender, sexual orientation, gender identity, gender expression, ethnicity, national origin, ancestry, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions (including lactation status), marital status, military service, protected veteran status, political activity or affiliation, taking or requesting statutorily protected leave and other protected classifications.

Cloud Software Group will consider qualified applicants with a criminal history and conduct the recruiting process in accordance with the California Fair Chance Act, Los Angeles County Fair Chance Ordinance for Employers and San Diego Fair Chance Ordinance. For access to the laws see the following links:California FCAandLos Angeles FCO.

If you need a reasonable accommodation due to a disability during any part of the application process, please contact us at (800) 424-8749, HR directly via (954) 229-6896 or email at AskHR@cloud.com for assistance.

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CSP Sales Executive