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The Enterprise Account Executive is a key role at the client, engaging prospective customers, qualifying, analyzing needs, developing and presenting proposals, negotiating contracts and closing new software and professional services opportunities for the client's unique Business Value Management software solution. The candidate will play a pure hunter role by unearthing new business opportunities within targeted prospective vertical segments and advancing the opportunities to close.
¿ Drive the entire sales cycle from initial customer engagement to closed sales.
¿ Establish relationships with new customers and secure contracts with these customers to achieve assigned annual and quarterly sales quotas and targets.
¿ Prospect for potential customers using various direct methods such as calling and face to face meetings, and indirect methods such as networking.
¿ Qualify prospects against the client's ideal customer profile.
¿ Build relationships with prospects and cultivate these relationships over time to create a new customer.
¿ Work with company's Solution Engineers to tailor presentations to address customer requirements.
¿ Make presentations to senior managers and decision makers
¿ Draft and deliver the company's solution proposals.
¿ Demonstrate the ability to handle objections using creative problem solving.
¿ Develop and maintain territory plans which outline how sales targets will be met on an ongoing basis.
¿ Develop and maintain account plans that identify opportunities for the company to deliver value by understanding a prospect's current Business Value Management challenges and identifying how the company's solution will overcome these challenges.
¿ Identify and understand the customers' buying process and identifying key buying influences to accelerate closing forecasted opportunities.
¿ Work collaboratively with the Vice President of Global Sales to advance and expand qualified sales opportunities and gain access to key decision makers.
¿ Clearly document sales opportunities and conversations in the company's CRM system.
¿ Provide weekly, accurate sales forecasts.
¿ Work with other department heads to maintain good communication and cooperative working relationships.
¿ Update job knowledge by studying new product descriptions, competitive offerings and participate in educational opportunities.
¿ Be a positive representative of the company and its brand in the marketplace.
¿ Conduct all sales activities with the highest degree of professionalism and integrity.
¿ Effectively cover an US East Coast territory.
¿ Travel (approximately 25% of the time) to achieve sales targets.
¿ Strong hunter profile with a proven track record of success closing enterprise level SaaS / Software and Services sales
¿ Consistent track record for meeting and exceeding quarterly and annual sales targets.
¿ A minimum of 5 to 10 years of enterprise software sales experience, preferably selling SaaS / Cloud applications.
¿ Proven talent for developing customer relationships from opportunity inception to sales close and follow-on account management driving additional revenue through upselling and cross-selling.
¿ An extraordinary drive to pursue opportunities within the target customer.
¿ Technical aptitude to understand and convey the company's Business Value Management software solution to prospective decision makers.
¿ Exceptional ability to motivate and influence key contacts and decision makers.
¿ Experience calling into Fortune 1000 accounts at CXO and Director level.
¿ High level of energy, drive, enthusiasm, initiative, commitment and professionalism.
¿ Must be confident, persistent, action-oriented, results-driven and self-motivated.
¿ Strong interpersonal and customer service skills.
¿ Excellent written and verbal communication skills.
¿ Strong organizational skills with the ability
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