Conduct customer facing responsibilities by aligning with the top strategic accounts within the territory (focus, growth accounts) to personally provide “Next Generation Networking” thought leadership to uncover and drive to closure strategic customer opportunities alongside the regional account teams.
Drive Strategic Growth: Identify and close large-scale, complex opportunities in high-end routing and optical networking across enterprise, government, education, financial, health care, data center operators, and hyperscale enterprises.
Technology Evangelism: Position solutions involving IP core routing, DWDM/ROADM transport, packet optical, and automation infrastructure across a multivendor ecosystem (Cisco, Ciena, Nokia, Arista, Juniper).
Partner Engagement: Cultivate strong OEM alliances to develop joint go-to-market strategies, maximize partner incentives, and accelerate pipeline velocity.
Cross-Functional Leadership: Collaborate with overlay architects, delivery engineers, and regional AEs to build, position, and win strategic deals. Lead customer engagements from qualification through close.
Market Intelligence: Stay ahead of industry trends (AI infrastructure, disaggregated networks, converged IP/Optical, NetDevOps) and provide feedback to influence internal strategy and solution development.
Revenue Ownership: Own assigned sales targets for both product and attached services, forecast accurately, and drive accountability across key pursuits.
In addition to the above primary job responsibilities, other duties include:
Coach and position the field teams toward a posture of hyper-growth within the HERO segment of the business, while maximizing the services contribution to the overall business. This includes providing clear direction to local leadership and sales/services teams regarding the focus partnerships, technology areas, and enablement activities required to accelerate the growth of the security practice.
Perform in a customer facing HERO sales/presales capacity, working in concert with field sales and sales leadership, to drive improved HERO account penetration, field sales participation in selling HERO solutions, opportunity qualification, pipeline development, and business growth.
Operate in a strategic manner within the territory and account base exhibiting key characteristics such as, executive level presence, business and sales acumen, a service led approach to client engagement, and strategic solution selling across the ePlus HERO product and services portfolio.
Learn, successfully customize, and execute the HERO go-to-market strategy and approach at a regional level within the agreed upon customer accounts.
Leverage previous success and experience in the HERO Architectures, Complex Professional Services Engagements, and Advisory & Managed Services to provide thought leadership for clients, partners, and internal ePlus teams.
Regularly contribute to ePlus IP development, global strategy, services & solutions roadmap, digital marketing, and occasional public speaking opportunities.
Partner, coach and mentor with regional account teams within the territory to develop and mature abilities in alignment with career path goals, strategic initiatives, and focus for the region.
Collaborate and align with regional teams and leadership supporting Network Solutions with the services organization to deliver on High-Capacity Networking solutions to meet the critical infrastructure demands of next generation network application workloads.
Participate in the local efforts for network demand generation campaigns working with the field sales organization, ePlus partner alliance management, and the marketing organization.
Effectively collaborate with existing ePlus field sales, presales, partner alliances, strategy and services leadership. This includes supporting global shared services go-to-market efforts such as assessments, advisory and managed services.
Coach the field account teams toward landing new High-End Routing and Optical opportunities within the existing ePlus customer base and expanding current footprint in existing ePlus Networking accounts.
Work in concert with field sales/services and partner alliance management to facilitate joint account and territory planning exercises with top Networking OEMs and key services partners (Cisco, Arista, Juniper, Nokia and Ciena).
Develop joint marketing plans to recommend tactics, strategic approaches and assist the field with regularly scheduled demand generation activities within the territory.
Coordinate ongoing enablement activities and development of field sales and engineering staff relative to HERO and in support of the approved go-to-market approach.
Provide accurate forecasting of HERO sales for assigned territory.
Meet or exceed financial growth targets for HERO product and services sales, with a specific focus on growing Networking services faster than product.
Collaborate with peers across other markets to share best practices and develop a consistent approach for the HERO Networking Sales Specialist position, yielding optimal results for the organization.
Qualifications
BA/BS in Business, Management, Computer Science, Electrical Engineering or Field Engineering preferred
7+ years of experience selling and positioning High Capacity Networking Solutions, Carrier Networking, and Critical Infrastructure solutions
Proven success selling solutions at the CXO and VP level
Preferred OEM certifications or training
Cisco, Ciena, Nokia, Juniper, Arista
Exposure to AI networking and data center interconnect strategies
Knowledge and experience selling High-Capacity Routing, Optical and Converged Routed Optical Networking products and services
Competently discuss, Carrier and Critical Infrastructure solutions using five or more of the following domains:
IP Core Routing
MPLS | SRv6 | DDoS | CGN
DWDM/ROADM transport
Converged Packet and Optical
Coherent Optics
Network Automation
Infrastructure Security
Ability to conduct executive level (CTO, CNO, CIO) dialogue and presentations
Marketing program execution and follow-up
Building and executing on a territory business plan
Account planning, opportunity qualification, pipeline development, and opportunity pursuit
Excellent communication, presentation, problem-solving and time management skills
Ability to work well in a matrix managed environment
Field enablement, coaching, and mentoring in HERO solution selling
Proven ability to leverage subject matter experts to further the sales process
Able to work independently and proactively
Minimum of 7+ years of experience selling and positioning High Capacity Networking Solutions, Carrier Networking, and Critical Infrastructure solutions
Ability to travel around 50% regularly within assigned territory, as well as occasional national travel to company meetings and partner technology events
Why ePlus?
At ePlus, we empower businesses with cutting-edge technology solutions that drive real impact. As an Account Executive, you’ll be part of a high-performing sales team that helps organizations harness technology to navigate their digital transformation journey and achieve the business outcomes they seek. Here’s what sets us apart:
Industry Leadership – We are a trusted technology partner with deep expertise in cloud, security, data center, AI, and digital infrastructure solutions.
Unlimited Earning Potential – We offer a competitive base salary with uncapped commissions.
Exceptional Support – We offer a wide range of resources from across a variety of cross-functional teams (Inside Sales, Pre-Sales Engineers, and other areas) to help you drive sales.
Cutting-Edge Solutions – We have developed and provide a robust portfolio of IT solutions and services backed by strategic partnerships with top technology providers.
Longevity and Market Resilience – We are one of only 11% of Nasdaq listed companies to be in business for more than 30 years. We have demonstrated strong financial health and profitability over the decades, with consistent revenue growth and robust financial performance.
Career Growth – We offer access to continuous learning and internal mobility opportunities.
Supportive Culture – We’re proud to say that we are all part of one collaborative team that values innovation, integrity, diversity and long-term client success.
Position Specifics
The initial base salary range for this position is expected to be between $80,000 and $125,000 annually. The final base salary offered will be determined by multiple factors, including, but not limited to, job-related knowledge, depth of experience, skills, certifications, and geographic location. In addition to the base salary, our compensation structure includes variable pay through commissions based on individual sales performance. This means your earning potential can substantially increase based on your sales achievements.
ePlus offers a full range of medical, financial, and/or other benefits (including 401(k) eligibility, employee stock purchase program, and various paid time off benefits, such as vacation, sick time, and personal leave), dependent on the position offered. Details of participation in these benefit plans will be provided if an offer of employment is extended.
If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.
#LI-DY1
#IND1
Who We Are
At ePlus, we believe technology is a people business. Our team is passionate, skilled, and driven to deliver solutions that make a real difference. Join us and be part of a culture that values collaboration, innovation, and extraordinary results.
Corporate Values
Respectful communication and cooperation: We prioritize respectful communication, fostering an environment where everyone is treated with dignity and respect.
Teamwork and employee participation: Collaboration and teamwork thrive through diverse perspectives, both within our teams and in our interactions with our customers.
Work/life balance that supports our employees’ varying needs: We value the well-being of our employees, recognizing that a healthy work-life balance is pivotal to our collective success.
Embracing communities: We embrace and support the communities that nurture us. Our employees' dedication to fostering positive change is a source of immense pride for us.
Commitment to Diversity, Inclusion and Belonging
We are an equal opportunity employer that does not discriminate or allow discrimination based on race, color, religion, sex, sexual orientation, gender identity, age, national origin, citizenship, disability, veteran status, or any other classification protected by federal, state, or local law.
ePlus is dedicated to fostering, cultivating, and preserving a culture that represents diversity, enables inclusion, and makes our employees feel comfortable bringing their full, unique selves to work.
Physical Requirements
While performing this role, you will engage in both seated and occasional standing or walking activities. We provide reasonable accommodations, in accordance with relevant laws, to support success in this position.
By embracing our values, you will contribute to our collective mission of making a positive impact within our organization and the broader community. We understand that this job description serves as a guide and is not an employment contract.
ePlus maintains a California Consumer Privacy Act (CCPA) Privacy Notice on our Trust Center, available here: CCPA Privacy Notice.
Notice to Recruiting Agencies: ePlus only accepts unsolicited resumes when presented directly by a candidate. Unsolicited resumes submitted to ePlus from any other source will be considered ePlus property and will not qualify for any placement or referral fees. ePlus will only pay such fees in connection with a valid written agreement between ePlus and the referring agency, and then only after providing advance written approval to the referring agency to submit resumes in connection with a particular opportunity.
