The Role
Own the full sales cycle for managed IT services and hardware across a western U.S. territory. Responsibilities include prospecting, pipeline development, consultative presentations, quota attainment, contract negotiation, customer-site visits, trade show participation, recurring revenue growth, and after-sales support. The role sells MSP solutions such as hardware as a service, cloud backup, security, and network management while building referral relationships with dental field representatives and identifying expansion opportunities.
Summary Generated by Built In
Shape what’s next in dental technology
Join Henry Schein One!
Join Henry Schein One!
Join a global leader redefining dental practice management and do work that actually matters. At Henry Schein One, we are a team of care catalysts: people who fuel innovation, challenge the status quo, and bring an entrepreneurial mindset to everything we do. Your ideas fuel innovation that enhances patient care and drives real results for practices.
We don’t just talk about impact; we build it! Backed by a trusted reputation, our leaders foster an inclusive and supportive environment where we stay solely focused on our mission, empowering you to think boldly, collaborate creatively, and grow. We have high expectations for performance and delivering results; as part of a winning team, you’ll work hard, challenge the status quo, and bring a growth mindset. Here, your strengths are recognized, your development matters, and your wins celebrated.
The Account Executive - Managed IT Services (MSP) sells Information Technology (IT) hardware and Managed Service Provider (MSP) support plans over the phone, by email, via web-based presentations, and through in-person trade show and customer site visits to dental offices in an assigned western U.S. territory. Responsible for leveraging advanced sales enablement tools, including Salesforce, Clari, Groove, Microsoft Teams, Co-Pilot, Microsoft Office, and others to manage leads, engage with prospects, and close deals. This role requires a proactive, strategic, and consultative approach to identify new business, build self-generated pipeline, hit sales quotas, and embrace the challenges of full-cycle sales in a competitive market.
This position is Remote within the United States with up to 25% travel as needed
What you will do:
- Own the full sales cycle from prospecting to close across your assigned western U.S. territory
- Create detailed business plans to facilitate the attainment of goals and quotas
- Build and manage a disciplined pipeline using Salesforce, Clari, Groove, and Microsoft Teams
- Generate self-sourced opportunities through targeted outbound phone, email, and digital campaigns
- Build and maintain relationships with Henry Schein Dental field representatives, including Regional General Managers, Equipment Specialists, and Field Sales Consultants, to generate referral pipeline and capture business currently going to third-party IT firms
- Attend trade shows and conduct on-site customer visits to build relationships and close opportunities
- Present tailored IT solutions to dental practice owners and office managers via phone, video, and in person
- Sell and grow recurring managed service revenue including Omnicore (Hardware as a Service), TC Care, cloud backup, security, and network management
- Provide professional after-sales support to enhance customer dedication and long-term retention
- Remain in frequent contact with clients to understand their needs and identify expansion opportunities
- Respond to complaints and resolve issues aiming for customer contentment and the preservation of the company’s reputation
- Negotiate agreements and keep accurate records of sales and data
- Think strategically and provide consultative sales solutions tailored to client needs
- Meeting company standards pertaining to quantity and quality of work performed on an ongoing basis, performing all work-related tasks in a manner that follows all Company policies and procedures including Worldwide Business Standards
- Adhering to Company policies, procedures, and directives regarding standards of workplace behavior in completing job duties and assignments
What we are looking for:
- 3+ years of successful experience in a quota-carrying Account Executive or Account Manager role with full pipeline ownership, including prospecting, pipeline creation, and closing. Product specialist or manufacturer representative experience without independent pipeline ownership does not meet this requirement
- Proven experience selling IT hardware and managed services in a competitive environment. MSP (Managed Service Provider) sector experience strongly preferred
- High School Diploma or GED
- Proven track record of meeting or exceeding sales targets, with strong negotiation and closing skills
- Demonstrated ability to build and execute outbound prospecting campaigns independently
- Familiarity with IT hardware, infrastructure, cloud services, and network management
- Proven success leveraging a consultative sales approach and the ability to uncover opportunities
- Excellent communication and presentation skills and ability to build relationships
- Phenomenal customer service and engagement skills
- High comfort level presenting virtual technology tools
- Great people skills and the ability to be personable and professional
- Internal motivation and the ability to meet assigned sales goals
- Strong organizational and time-management abilities, with attention to detail
- Technological savviness and the ability to learn new concepts
- Proficient in Microsoft Office Product Suite
- Prior experience selling to dental offices or within the healthcare sector
- Experience working with or alongside Henry Schein Dental field representatives including Regional General Managers, Equipment Specialists, and Field Sales Consultants
- Knowledge of Henry Schein One software portfolio
- Bachelor’s degree in business administration, sales, marketing
- Knowledge of Salesforce, Clari, Groove, Microsoft Teams, and other advanced sales enablement tools
- Relevant certifications in sales, technology, or IT support services
Travel / Physical Demands
- Estimated 15–25%; travel includes trade shows, customer onsite visits, and field relationship-building activities across the western U.S. territory
- No special physical demands are required
The posted base range for this position is $50,000.00 to $54,000.00 with an On Target Earnings range of $90,000.00 to $94,000.00. This is the expected range for an employee who is new to the role, to fully proficient in the role. Many factors go into determining employee pay within the posted range including education, prior experience, training, current skills, certifications, location/labor market, internal equity, etc.
What you’ll gain as a #TeamSchein member
- A robust benefits package including health coverage, retirement savings with company match, paid time off, parental leave, wellbeing resources, education support, and MORE!
Henry Schein, Inc. is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status.
Unfortunately, Henry Schein One is not currently hiring individuals residing in Delaware, Hawaii, North Dakota, Rhode Island, Vermont, Puerto Rico, and other US territories.
Skills Required
- 3+ years of successful experience in a quota-carrying Account Executive or Account Manager role with full pipeline ownership, including prospecting, pipeline creation, and closing
- Experience selling IT hardware and managed services in a competitive environment
- High School Diploma or GED
- Track record of meeting or exceeding sales targets, with strong negotiation and closing skills
- Ability to build and execute outbound prospecting campaigns independently
- Familiarity with IT hardware, infrastructure, cloud services, and network management
- Success using a consultative sales approach and uncovering opportunities
- Excellent communication, presentation, and relationship-building skills
- Customer service and customer engagement skills
- Comfort presenting virtual technology tools
- People skills and ability to be personable and professional
- Internal motivation and ability to meet assigned sales goals
- Strong organizational and time-management abilities with attention to detail
- Technological savvy and ability to learn new concepts
- Proficiency in the Microsoft Office Product Suite
- MSP sector experience
- Experience selling to dental offices or within the healthcare sector
- Experience working with or alongside Henry Schein Dental field representatives
- Knowledge of the Henry Schein One software portfolio
- Knowledge of Salesforce, Clari, Groove, Microsoft Teams, and other advanced sales enablement tools
- Bachelor's degree in business administration, sales, or marketing
- Relevant certifications in sales, technology, or IT support services
Henry Schein One Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Henry Schein One and has not been reviewed or approved by Henry Schein One.
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Leave & Time Off Breadth — Unlimited PTO and paid holidays indicate broad time‑off flexibility that supports work‑life balance. Volunteering days and a birthday day off in some regions extend the time‑off options.
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Healthcare Strength — Medical, dental, vision, mental‑health support, and HSA/FSA options reflect comprehensive coverage. Eye care vouchers and other add‑ons further extend the offering in some regions.
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Retirement Support — A company retirement plan with employer match is positioned as a standout element of the package. This strengthens long‑term financial support within total rewards.
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The Company
What We Do
Henry Schein One is the world’s largest dental practice management software company. Founded in 2018, Henry Schein One launched a new era of integrated dental technology by merging the market-leading practice management, patient communication and marketing systems of Henry Schein and Internet Brands into one company. Our goal: To simplify each aspect of dental practice management by delivering software that connects with each other, shares data and automates more tasks – helping each member of the dental team work smarter and more efficiently. Headquartered in American Fork, Utah, Henry Schein One combines market-leading brands, such as Dentrix®, Dentrix Ascend®, Lighthouse360®, and TechCentral™, as well as Henry Schein's international dental practice management systems, including Software of Excellence®, Logiciel Julie, InfoMed®, Exan®, and Labnet™, with the dental businesses of Internet Brands, including web-based solutions such as Demandforce®, Sesame Communications®, Officite®, and DentalPlans.com® and more. Henry Schein One integrated 13 companies, 40+ software brands and employs approximately 1,500 people. Join a global leader redefining dental practice management and do work that actually matters. At Henry Schein One, we are a team of care catalysts: people who fuel innovation, challenge the status quo, and bring an entrepreneurial mindset to everything we do. Your ideas fuel innovation that enhances patient care and drives real results for practices. We don’t just talk about impact; we build it! Backed by a trusted reputation, our leaders foster an inclusive and supportive environment where we stay solely focused on our mission, empowering you to think boldly, collaborate creatively, and grow. We have high expectations for performance and delivering results; as part of a winning team, you’ll work hard, challenge the status quo, and bring a growth mindset. Here, your strengths are recognized, your development matters, and your wins celebrated.
