OVERVIEW

Your role is crucial to the MX Mission. Your primary responsibility is to identify, communicate, champion and sell solutions for current and prospective clients’ high-priority business needs. These solutions should consist of (i) existing MX products and services and (ii) measurable business outcomes the client can reasonably expect as a result of the solution. They should also meet the use-case, timing, budget and volumes of the client. Your success will be primarily measured by your quota attainment for annual recurring revenue from client purchases directly attributable to your efforts.

AREA OF OWNERSHIP

You will be responsible for professional self-development, general administrative activities and cross-department coordination, as well as specific assignments you receive from company management. The following are your primary responsibility, which you will be expected to deliver autonomously.

• Creating, developing and maintaining successful relationships with key business influencers within current and prospective client organization in your territory (a list of companies will be assigned to you by the company and may be changed from time to time) where (i) your relationships extend high and wide across leadership and key stakeholders in the client organization, (ii) they understand the value and capabilities of MX products and services and (iii) they are purchasing solutions from MX that solve their primary business needs.

• Well-developed strategy for acquiring and growing revenue opportunities in your territory that are executable by both MX and the client, which includes a long-term plan for the client to purchase additional products and quantities as they achieve success with the products they have purchased.

• Sustainable high-margin, net revenue growth for MX within your territory on no less than a quarterly basis.

• Client, market and product learnings and insights from your activities provided to respective key stakeholders within MX.

METRICS

Your quarterly performance of primary responsibilities will be determined objectively based on the following metrics. Your targets for these metrics will be defined in your compensation plan. Additional metrics regarding your performance may be taken into consideration for non-primary responsibilities.

• Annual recurring revenue from minimum commitments in client purchases within your territory directly attributable to your efforts.

• Qualified pipeline of committed annual recurring revenue from prospective client purchases, developed by your efforts, where the clients’ budget, decision makers, desired business outcomes, timing and purchasing process has been identified and a solution has been validated by the client.

• Territory penetration, measured as the percent of current and prospective clients in your territory with whom you have active communication and proposed value proposition for the client.

PROCESSES

You are expected to adhere to company standard processes in fulfilling your responsibilities and achieving success against your metrics, which include the following.

• Sales pursuit process - precision sell using MX stages, milestones and tools, including the CRM

• Sales certification process - become expert in MX products, client industries and strategic selling

• Sales opportunity reviews - internal deal validation and alignment, including:

  • Pipeline Review for adding a new opportunity into the sales pipeline

  • Deal Alignment for not-standard client arrangements

  • Deal Viability for client capacity to implement, consume and pay

  • Deal Desk Review for final validation before and after client signature

• Sales coordination - as-needed, ad hoc coordination with MX business partners and stakeholders

• Sales strategy - create and execute a MX standard strategic selling pursuit plan

RESOURCES

You will be provided training mentorship and tools, including:

• Sales management for coaching and day to day support

• Marketing managed demand generation programs

• A business development team for prospecting and pipeline development

• A sales consultant team for technical solution design and presentation

• Deal Desk to partner with on pricing and shape of commercials

• Legal team for negotiating sales agreements

• Trainings with associated process and planning documentation for Strategic Selling

• Product trainings, videos, and reading material

• Demo environments of MX products, sales decks, product sheets and case studies

• Productivity software: Salesforce CRM, Google workspace, Zoom, Slack

At MX, we are a high-performance organization that thrives on trust and results. This role is based in Lehi, Utah, with flexibility for both in-office and remote work. We believe in empowering our team members to deliver exceptional outcomes while taking advantage of our incredible office space when it best supports their work. Our Utah office features onsite perks such as company-paid meals, massage therapists, a sports simulator, gym, mother’s lounge, and meditation room and meaningful interactions with amazing people. We encourage team members to come together in the office to collaborate, kick off key projects, or strategize cross-functionally, fostering connection and innovation.

MX is proudly committed to recruiting and retaining a diverse and inclusive workforce. As an Equal Opportunity Employer, we never discriminate based on race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, military or veteran status, status as an individual with a disability, or other applicable legally protected characteristics. We particularly welcome applications from veterans and military spouses. All your information will be kept confidential according to EEO guidelines. You may request reasonable accommodations by sending an email to hr@mx.com.