Enterprise Account Executive - MSP (IC)

The Enterprise Account Executive (EAE) is a hybrid hunter/generalist responsible for driving new business while managing a defined portion of assigned install base accounts. While primarily a hunter role (with high hunting intensity), the EAE, must be able to manage, renew, grow, and support select existing customers. EAEs manage transactional through mid–to–large enterprise opportunities, competitive takeouts, and expansion opportunities within their assigned territory. The EAE will owns revenue growth within the Managed Service Provider (MSP) segment for the assigned territory. This is an individual contributor role responsible for full lifecycle value creation — including new business acquisition, expansion, consumption, and renewals — across regional and national MSPs. You will represent A10 Networks as a trusted, strategic partner helping MSPs accelerate their AI-era transformation

Key Responsibilities

Hunting and Pipeline Generation:

• Actively hunt for new enterprise opportunities through outbound prospecting, partner collaboration, and market intelligence
• Drive new revenue growth by prospecting, qualifying, and closing opportunities with regional and national MSPs
• Execute high–intensity hunting activities to drive net–new customer acquisition
• Build a strong top–of–funnel pipeline aligned to territory goals

Account Management:

• Manage and grow assigned install base accounts including renewals, cross–sell, and upsell
• Own renewals, cross–sell, and upsell activities within your assigned customer set
• Maintain regular facetime and appointment activity to drive customer engagement

Sales Execution:

• Drive full sales cycles including discovery, solution positioning, proposal development pricing, and negotiations
• Navigate mixed deal complexity (midsized to large opportunities)
• Engage with Director–VP level executives across customer organizations
• Drive competitive displacement strategies to replace legacy ADC/security vendors

Territory Management:

• Build a balanced a balanced territory business plan combining aggressive  hunting targets and customer expansion
• Maintain comprehensive visibility and accurate forecasting in Salesforce (SFDC)
• Work effectively with channel partners to expand reach and accelerate deal cycles

Key Performance Indicators (KPIs)

• Net–new business and pipeline creation
• Deal velocity and conversion rates
• Face time and appointment activity
• Channel engagement and co–selling
• Forecast accuracy and territory coverage

Candidate Qualifications

• 5–10 years enterprise or mid–market sales experience
• Minimum 4 years of direct experience selling into the Managed Service Provider market approach
• Familiarity with two-tier distribution models and MSP/VAR ecosystems
• Strong balance of new logo hunting and account management skills
• Experience selling networking, security, SaaS, and/or infrastructure solutions
• Proven skills in discovery, presentation, qualification, and closing
• High proficiency in Salesforce SFDC and territory planning

Educational and Professional Requirements:

• Bachelor’s degree or equivalent work experience

• Excellent written and verbal communication skills, including formal presentation capabilities
• Self-motivated and results-driven, with the ability to work effectively under pressure
• Strong strategic planning skills to build stable business streams