The Senior Account Executive is responsible for developing and maintaining relationships with new and existing customers or partners with the objective of consistently meeting or exceeding assigned sales goal.
What you will be doing
- Develop a comprehensive sales plan to meet or exceed quota, including the identification and prioritization of opportunities for assigned high risk, high impact existing or potential customers or partners
- Develop and communicate accurate sales forecasting on a real-time basis
- Operate as a trusted advisor to customers or potential customers; develop and maintain strategic working relationships with senior leadership, including those at the executive level. Utilize long term vision, strategy and roadmaps to generate and maintain constant pipeline
- Leverage expertise and significant best practice knowledge to educate customers and potential customers on the benefits of the company’s solution; drive customer need and create opportunities
- Partner with sales solution engineers in the development of software demonstrations for customers or potential customers; actively contribute and participate in software demonstration
- Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits or sales calls
- Comprehensive understanding of best practices and market trends proactively educate and influence key executives on future business and technical needs; pursue opportunities for company expansion and integration
- Engage company specialist and support resources as needed to advance opportunities
- Determine the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response
- Develop and maintain strategic internal working relationships to enhance sales execution
- Attend and actively contribute to trade shows to ensure customers or potential customers are participating in company marketing efforts; tailor plan to meet customer needs
- Develop the closing plan and strategy for accounts with key influencers within the account; lead negotiation and contracting process to ensure deal is closed on time, as forecasted
- Operate as an innovative thought leader among the team; contribute to the overall growth and quality of the sales team and processes
- Serve as a subject matter expert for the sales department and colleagues; consult on market trends and best practices
- Mentor, coach and influence other sales team members
What will make you successful
- Bachelor’s Degree or equivalent experience
- Significant experience as an Account Manager in a complex environment
- Deep knowledge and expertise in sales or relevant industry or technology solution
- Proficient in opportunity management and account planning tools
- Microsoft Windows and Office proficient
- Proven year-over-year sales generation success
- Excellent ability to establish rapport and gain the trust of others
- Excellent oral and written communications skills that demonstrate a professional demeanor and the ability to interact with others with discretion and tact
- Highly organized and experienced at successfully multi-tasking
- Self-motivated with the ability to manage work independently to completion
- Excellent collaboration skills, applied successfully within team as well as with other areas
- Excellent at gaining consensus across multiple departments and leadership levels
- Excellent negotiating and influencing skills
- Or an equivalent combination of education and experience sufficient to successfully perform the principal duties of the job
- Up to 50% travel time required