About this role
The challenge
As Account Executive for the Spanish market, you’ll be the engine behind our partner-led growth in Spain. Your mission isn’t to sell to companies — it’s to win over the MSPs and IT integrators who sell to companies. You’ll identify high-potential partners, capture their interest with demos that hit the mark, convert them into active collaborators, and guide them all the way to their first invoice — the moment a partnership becomes real.
You’ll be part of the Sales team, reporting directly to the Sales Manager. You’ll work closely with Marketing to fuel a healthy pipeline, with Pre-Sales to shape smart technical solutions, and with Partner Success to ensure every new partner becomes a long-term contributor to revenue.
This role relies heavily on collaboration. You’ll coordinate with Marketing to run events, webinars, and roadshows in Madrid, Barcelona, Valencia, or wherever the strongest opportunities appear. You’ll work closely with Product and Engineering to bring field insights that help shape what we build next. And you’ll represent Jotelulu at vendor events and trade fairs with key partners like Microsoft, Fortinet, Cisco, Sage, and others.
Requirements that are important for us
We’re looking for an Account Executive who knows the Spanish IT channel and understands how relationships turn into recurring revenue. Someone who pairs sharp outbound discipline with long-term relationship-building — and who has the method to take a partner from first conversation to activation.
Hard skills we expect:
3–5 years of B2B sales experience within cloud, hosting, or the IT channel ecosystem.
Proven experience working with and activating MSPs, VARs, distributors, or IT integrators.
Solid understanding of IaaS, virtualization, backup/DR, remote desktop, and related cloud services.
Ability to run the entire sales cycle: discovery → demo → proposal → closing → onboarding.
Comfortable delivering demos tailored to multiple verticals (retail, hospitality, construction, industry, education, services…).
Skilled in structured outbound, qualification, and territory management across Spain.
Ability to maintain low churn by staying close to partners during activation and expansion.
Experience representing your company at roadshows, trade fairs, and vendor events.
Soft skills that make a difference:
You build trust quickly and prioritise long-term partnerships over one-off wins.
You switch naturally between technical conversations and business discussions at executive level.
You’re organized, autonomous, and perform well in fast-growing, dynamic environments.
You take targets seriously — and hit them with process, consistency, and focus.
You communicate clearly, confidently, and collaboratively with cross-functional teams.
You bring insight, curiosity, and discipline into every partner interaction.
Tools you master:
Salesforce for pipeline management, forecasting, and transparency.
Apollo or similar tools for structured outbound.
Power BI or similar analytics tools to track demos, conversion rate, and partner performance.
The usual sales and collaboration stack used for demos, follow-ups, and event coordination.