Company Overview
CXponent is a premier technology advisory platform providing high-touch brokerage and consulting services. We help enterprise and mid-market organizations plan, select, negotiate, and deploy complex enterprise technology solutions. As a trusted partner and advocate, CXponent guides clients through critical IT roadmaps, simplifies vendor procurement, and minimizes the cost, time, and risk associated with technology investments.
Our team brings deep expertise across eight specialized technology domains, including AI & Automation, Customer Experience (CX), Cloud Security, Infrastructure, and Managed Services. Having advised clients on over $1 billion in technology spend and successfully implemented more than $100 million in new software-as-a-service (SaaS) and infrastructure solutions, CXponent is built on a foundation of data-driven insights, elite industry talent, and rapid scaling. We operate in a collaborative, fast-paced environment where we cut through marketplace noise to deliver true business transformation
About Our Partner: Shore Capital Partners
Shore Capital Partners, a leading Chicago-based private equity firm focused on microcap and lower-middle-market investments across North America. With over $17 billion in assets under management, Shore specializes in partnering with founders and executive teams to transform high-potential businesses into regional and national industry leaders. Consistently recognized by Inc. Magazine as a Top Founder-Friendly Investor and globally ranked among the top firms for private equity deal volume, Shore provides its portfolio companies with robust operational resources, strategic guidance, and deep capital backing to accelerate growth and industry consolidation.
Position Summary
As an Enterprise Client Director, your success is fundamentally tied to your ability to own and manage complex sales cycles, build high-trust client relationships, and ensure we pursue deals and accounts that are qualified and aligned with our ability to deliver client value.
This requires you to act as a trusted advisor, cultivating deep, enduring connections with C-suite and senior executive stakeholders based on expertise and proactive service. You will be responsible for a strategic, long-term approach to negotiation, pipeline management, and rigorous opportunity qualification using frameworks like MEDPICCR.
Key Responsibilities & Deliverables
- Achieved Revenue Targets: Consistently meet or exceed assigned quarterly and annual enterprise revenue quotas by navigating decision criteria, processes, and contractual paths. Revenue-driving categories include Brokerage, Resale, and Services.
- Consistently Qualified Pipeline Growth: Generate, nurture, and expand a high-quality pipeline of enterprise opportunities, leveraging MEDPICCR criteria to ensure alignment with our strategic objectives and delivery capabilities.
- Seamless Deal Focus & Execution: Orchestrate internal resources (e.g., Solutions Engineering, Services, Analysts) effectively, ensuring their efficient utilization, all driven by clear MEDPICCR insights to accelerate deal closure.
- Strong Client Relationships & Internal Champions: Cultivate robust, trust-based relationships with key decision-makers, consistently identifying and empowering client champions (Economic Buyer & Champion) to drive our initiatives forward.
- Insightful Needs Analysis & Solution Alignment: Consistently produce documented, deep insights into client challenges, strategic objectives, and desired outcomes (Metrics & Identified Pain), ensuring our solutions are precisely tailored and positioned to deliver measurable impact.
- Compelling Value Propositions & Business Cases: Craft and present powerful value propositions that explicitly link our solutions to the client's critical metrics and pain points, demonstrating clear ROI.
- Comprehensive Strategic Account Plans: Create and execute robust, long-term strategic account plans that identify and capitalize on opportunities for deeper partnership and expansion within key enterprise accounts.
- Accurate Sales Forecasts and HubSpot CRM Hygiene: Deliver accurate sales forecasts and drive efficient deal progression through the systematic and timely completion of MEDPICCR elements for your pipelines.
- Strong Vendor Relationships and Enablement: Live the "Client First, Vendor Second, CXP 3rd" core value by putting vendors in a position to succeed while also holding them accountable. Drive bi-directional leads and intel to support organic growth efforts.
Ideal Experience and Qualifications
- 7+ years of verifiable success in a direct enterprise sales role, with a consistent track record of exceeding revenue targets.
- Demonstrable expertise in managing complex, large-scale deals with protracted sales cycles from inception to close.
- Has carried a bag as a direct seller for a vendor in our ecosystem, selling products we advise on and broker.
- In the capacity as a direct seller, sold and collaborated directly with partners.
- Has worked for a TSD (existing channel and direct sales relationships) or a Broker/Tech Advisor.
- Focused on building deal qualification, pursuit, and focus in/out of rising into a CRO role.
- Preference for: CCaaS / CX Expertise, IT Infrastructure Experience, and Pro Services selling experience.
- Proven ability to act as a trusted advisor and consultant to C-suite and senior executive stakeholders.
- Deep practical experience of structured sales methodologies, with a particular emphasis on rigorous qualification frameworks; direct, hands-on experience with the MEDPICCR framework or similar.
- Solid understanding of the Brokerage and Technology Advisory (TA) ecosystem, spanning relevant domains of CX SaaS, IT Infrastructure and Cloud Solutions, Cybersecurity, with cursory knowledge of Financial Services, Healthcare and/or Retail businesses.
- Exceptional communication, presentation, negotiation, and interpersonal skills.
- Bachelor's degree in Business, a related technical field, or equivalent practical experience.