Account Executive - Microsoft 365 Licensing (Tier-1 CSP) chez Access Business Technologies

Description

About ABT
Access Business Technologies (ABT) is a Tier-1 Microsoft Cloud Solution Provider serving hundreds of organizations across the United States, with deep specialization in mortgage, financial services, and other regulated industries. For more than 20 years, ABT has helped clients build secure, compliant, and fully managed Microsoft 365 environments.

As a Tier-1 CSP, ABT sells Microsoft licenses directly, manages its own billing, and provides enterprise-grade support backed by Microsoft Premier Support and DART escalation. ABT is also the creator of the Guardian platform, which transforms Microsoft 365 from a collection of tools into a secure, monitored, and intelligent workspace through security hardening, monitoring, insights, automation, and compliance support.

ABT operates as a remote-first, high-trust organization and equips its sales team with modern, AI-powered tools that reduce administrative work and increase selling efficiency.

About the Role
The Account Executive – Microsoft 365 Licensing is a quota-carrying, full-cycle sales role responsible for selling Microsoft 365 licensing and ABT’s Guardian-based managed services. This role owns the sales process from initial outreach through close, renewal, and expansion.

You will work directly with IT leaders, executives, and business owners to assess their Microsoft 365 environment, identify security and productivity gaps, and recommend the appropriate licensing, Guardian plans, and add-on services. This role combines consultative selling, solution design, and relationship management in a highly autonomous remote environment.

Key Responsibilities
• Prospect and build pipeline through outbound activity, inbound leads, and referrals
• Conduct discovery calls to understand customer environments, risks, and business goals
• Recommend Microsoft 365 licensing configurations, upgrades, and Guardian plans
• Position ABT’s security, monitoring, onboarding, and add-on services as part of a complete solution
• Manage the full sales cycle including proposals, negotiations, and closing
• Collaborate with technical and onboarding teams to ensure smooth customer transitions
• Manage renewals, expansions, and upgrade opportunities over time
• Track pipeline, activity, and forecasts accurately in HubSpot
• Work with Microsoft partner resources to support deals and incentives

What a Typical Day Looks Like
• Reviewing pipeline, follow-ups, and active opportunities
• Running discovery calls with prospective customers evaluating Microsoft 365 licensing
• Building quotes and proposals using ABT’s automated and AI-assisted tools
• Meeting with existing customers to discuss renewals, upgrades, or additional services
• Coordinating with internal technical teams on solution alignment
• Following up with prospects and closing active deals
• Staying current on Microsoft 365 licensing changes and Guardian offerings

Requirements

Experience & Background
• 2+ years of experience selling Microsoft 365, SaaS, cloud licensing, or IT-managed services
• Experience working in a CSP, MSP, VAR, or IT services environment
• Demonstrated success carrying quota in a B2B sales role
• Experience managing full sales cycles from prospecting through close

Microsoft & Technical Knowledge
• Working knowledge of Microsoft 365 licensing (Business Premium, E3/E5, add-ons)
• Familiarity with CSP and NCE licensing models, or the ability to learn quickly
• Ability to communicate security, compliance, and productivity concepts clearly to non-technical buyers

Sales & Professional Skills
• Strong consultative selling and discovery skills
• Ability to identify customer pain points and map solutions to business outcomes
• Comfortable selling to IT leaders, executives, and business owners
• Strong written and verbal communication skills
• Organized, disciplined, and able to manage pipeline effectively

Work Style
• Ability to work independently in a fully remote environment
• High accountability, follow-through, and time management
• Comfortable using CRM systems (HubSpot preferred) and modern sales tools

Preferred (Not Required)
• Microsoft certifications (MS-900, AZ-900, or similar)
• Experience selling security, migrations, or managed services
• Experience selling into regulated industries

Benefits

Compensation & Financial Benefits

Our commission structure is intentionally designed to reward sellers directly for the revenue they create, rather than forcing compensation through traditional MSP margin constraints.

• Competitive base salary depending on experience
• Industry-leading commission model based on 100% of Monthly Recurring Revenue (MRR), not gross profit
• Clear accelerators (“++”) that significantly increase earnings for top performers
• Uncapped commissions with no artificial ceilings
• transparent commission mechanics — no hidden margin adjustments, no house-account dilution
• Compensation structure designed to materially outperform typical MSP sales plans
• On-target earnings aligned to consistent, repeatable performance, with meaningful upside for strong closers
• 401(k) with employer matching

Healthcare & Wellness
• 100% employer-paid medical insurance for employees
• Dental coverage included
• Vision coverage included
• Generous paid time off and paid holidays

Work Environment
• Fully remote role anywhere in the United States
• High-trust, results-driven culture with real autonomy
• Direct access to leadership and fast decision-making
• Minimal bureaucracy and strong internal support

Sales Enablement & Tools
• Tier-1 Microsoft CSP credibility and partner resources
• AI-powered quoting, proposal generation, and sales enablement tools
• Strong technical and onboarding teams to support deal success
• Modern CRM and sales tooling stack

Growth & Development
• Ongoing Microsoft training and certification support
• Exposure to advanced Microsoft 365 security, compliance, and analytics solutions
• Career growth opportunities as ABT continues to expand