The Role
Lead and scale the installed-base sales organization to drive expansion, upsell/cross-sell, migrations, and upgrades across enterprise accounts. Build repeatable qualification and account-planning processes, partner with CXM, Solutions Architecture, Marketing, and Channel to convert satisfaction into growth, and own validated pipeline, forecasting, hiring, and reporting to executive leadership.
Summary Generated by Built In
LightEdge Solutions is developing the IT solutions that will propel businesses forward over the next 10 years. Using a combination of shared and private/dedicated platforms, LightEdge has been successful in offering businesses alternatives that streamline operations, improve reliability and reduce costs.
If you are passionate about creating real solutions that help businesses with cutting-edge technology, want to be challenged to think out of the box and be in a position where you can impact change on a daily basis, then LightEdge can offer you a dynamic corporate environment built on teamwork and personal responsibility.
The Regional VP, Client Growth Sales leads Lightedge's Installed Base (IB) sales organization, owning revenue growth within our existing client portfolio. This role is responsible for driving scope expansion, upsell/cross-sell, migrations, and upgrades across upper mid-market and enterprise accounts running IBM Power and VMware/Private Cloud workloads. The VP builds and scales the team and motion that turns satisfied clients into expanding accounts — working in close partnership with the Client Experience (CXM) organization, which owns retention, renewals, and satisfaction, to ensure clients experience one coordinated team rather than two disconnected functions.
Key Responsibilities:
- Own and drive the IB sales strategy and pipeline, delivering against quarterly and annual growth targets for scope expansion, upsell/cross-sell, product migrations, and upgrades.
- Lead, coach, and develop a team of IB Sales Account Executives (SAEs), setting activity, pipeline, and results standards consistent with the Sales Management System.
- Build repeatable qualification and account-planning discipline (MEDPICC, whitespace mapping) so reps consistently uncover and pursue expansion opportunities.
- Partner with Client Experience Managers (CXMs) to maintain a shared, real-time view of account health, so growth signals and satisfaction/renewal risk are routed to the right owner without gaps.
- Partner with Solutions Architecture to ensure technical proposals map cleanly to client business outcomes and drive higher win rates on expansion deals.
- Own accurate, Sales Ops-validated pipeline reporting and forecasting for the IB motion; eliminate self-reported pipeline in favor of validated data.
- Collaborate with Marketing and Channel on demand generation and co-sell motions that surface new expansion opportunities within existing accounts.
- Represent the voice of the installed base client in cross-functional planning — product roadmap input, pricing, and packaging decisions.
- Recruit, hire, and ramp new SAEs; maintain a leadership bench and succession plan for the IB team.
- Report regularly to the CSO and executive leadership on IB pipeline health, growth attainment, and team performance against KPIs.
What Success Looks Like:
- Consistent quarter-over-quarter growth in expansion bookings (MRR) across the existing client base.
- Healthy, validated pipeline coverage against the IB quota, with clean MEDPICC/BANDT qualification at every stage.
- Low account “whitespace” — clients are proactively offered relevant new products/services well ahead of their own initiatives.
- Strong cross-functional trust with CXM, Solutions Architecture, and Channel, evidenced by smooth account handoffs and joint wins.
- A well-coached, retained IB SAE team with a clear development path and strong rep-level attainment.
Qualifications:
- 15+ years of B2B technology/managed services sales experience, including 10+ years leading a quota-carrying sales team, ideally in an installed-base, account management, or customer growth capacity.
- Experience selling into IT infrastructure, cloud, colocation, or managed services environments; familiarity with IBM Power and/or VMware ecosystems strongly preferred.
- Track record of building and scaling a sales team against a documented sales methodology and management system (e.g., MEDDIC/MEDPICC, BANT/BANDT).
- Strong cross-functional collaborator, comfortable partnering with Customer Success/Client Experience, Solutions Architecture, Marketing, and Channel teams.
- Data-driven approach to pipeline management and forecasting; comfortable operating in a Sales Ops-validated reporting environment.
- Excellent executive communication skills, with experience presenting to senior leadership.
With over 20 years in business, LightEdge offers a full stack of best-in-class IT services delivering flexibility, security, and control. Our solutions include premier colocation across seven purpose-built data centers spanning Des Moines, IA, Kansas City, MO, Omaha, NE, Austin, TX, and Raleigh, NC, industry-leading private Infrastructure as a Service (IaaS) and cloud platforms, and the top global security and compliance measures. Our owned and operated facilities, integrated DR solutions, and premium compliant cloud choices make up a true Hybrid Cloud Solution Center. LightEdge annually undergoes third-party audits for ISO 20000-1, ISO 27001, HIPAA, PCI-DSS 3.2, and SSAE 18 SOC 1 Type II, SOC 2 Type II and SOC 3.
Skills Required
- 15+ years of B2B technology or managed services sales experience
- 10+ years leading a quota-carrying sales team
- Experience selling into IT infrastructure, cloud, colocation, or managed services environments
- Familiarity with IBM Power and/or VMware ecosystems
- Track record building and scaling a sales team using documented sales methodologies (e.g., MEDDIC/MEDPICC, BANT/BANDT)
- Data-driven pipeline management and forecasting experience; comfortable in a Sales Ops-validated reporting environment
- Strong cross-functional collaboration with Customer Success/Client Experience, Solutions Architecture, Marketing, and Channel teams
- Excellent executive communication skills and experience presenting to senior leadership
- Experience in an installed-base, account management, or customer growth capacity (ideal)
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The Company
What We Do
LightEdge Solutions is a leading provider of fully-managed network and business services for small and medium sized businesses.
