What are the responsibilities and job description for the Technical Sales Representative position at Acuative?
About Acuative :
Acuative is a global IT solutions provider committed to delivering top-tier network managed services, managed solutions, and network infrastructure support. With a client-first mindset and a relentless drive for excellence, we empower organizations to scale securely and efficiently. Our success is powered by our people—we invest in our employees through continuous on-the-job training, mentorship, and assisted learning that helps to grow our teams. At Acuative, you’ll find a collaborative environment built on professionalism, innovation, and the shared pursuit of achieving high results. Join us and help shape the future of IT.
Summary of Position :
The Sales Representative is responsible for owning and building Acuative’s presence within the Defense Industrial Base (DIBS). This is an opportunity, requiring a strategic sales leader with a hunter mentality who can cultivate relationships from scratch, penetrate new accounts, and establish Acuative as a trusted provider of managed IT and network services. The role involves developing and executing sales strategies targeting large, complex defense organizations and managing full cycle.
Essential Functions :
Revenue Growth & Business Development :
- Demonstrated success driving net-new business by selling managed IT and network services into large defense organizations.
- Own end-to-end net-new business acquisition, successfully navigating long, complex sales cycles in a new territory.
- Demonstrated ability to drive lead generation and execute sales motions that result in closed business.
Strategy & Planning :
- Develop and implement market penetration strategies to establish Acuative in a new field, leveraging competitive insights and client relationship.
- Demonstrated success in leading the creation and execution of client and sector strategies to build awareness and drive adoption of managed services solutions.
- Analyze key financial and market drivers to identify growth opportunities and optimize regional sales opportunities.
Client Relationship Management :
- Build and maintain long-term client relationships to ensure retention, satisfaction and trust.
- Position managed services as strategic solutions, clearly articulating business value, ROI, and long-term impact.
- Develop and maintain strategic partnerships with key clients, guiding decision-making and expanding managed services adoption across enterprise account
Position Type/Expected Hours of Work/Travel :
- Remote (with occasional in-person meetings at our Virginia office).
- Requires regular travel, flexibility, and ownership to deliver results in a fast-paced, dynamic sales environment.
Required Qualifications :
Education :
- Bachelor’s degree in business, Management, Marketing or a related field.
Experience :
- 10–12 years of enterprise sales experience with a proven history of meeting revenue targets, including 5 years of recent success selling managed services solutions into the defense industry.
- Proven experience selling managed services to large organizations.
- Strong ability to drive new business approaches, expand strategic accounts and manage full sales life cycles.
- Demonstrated success building pipeline and driving revenue in new or emerging markets through proactive lead generation.
- Excellent communication, presentation and negotiations skills.
- Ability to work independently, and operate in a high-growth, and performance driven environment.
- Prior military service or defense industry exposure.
- Established network and partnership within large defense organizations.
Skills :
- Lead generation, prospecting and pipeline management.
- Full-cycle sales management.
- Executive – level communication and presentation skills.
- Cross-functional collaboration with technical teams, and stakeholders.
- Complex deal management with multiple stakeholders.
- Transformational Leadership; challenging the status quo and leading by example.
- Being able to be proactive and provide strategy to mitigate future issues.
- High integrity, discretion and understanding of security culture.