Senior Account Executive
Employment Info
JOB DETAILS
Requirements
- 5+ years of applicable sales experience
- BA/BS degree or equivalent in a related field
- Experience with HR software
- Experience with Software as a Service opportunities
- Experience selling information technology solutions
- Knowledge of software contract terms and conditions with the ability to create fair transactions
- Experience carrying a revenue target with the ability to develop compelling strategies that deliver results
- Excellent communication, negotiation, and forecasting skills
- Demonstrated ability to find and manage a high-level business in an evangelistic sales environment
- Ability to gather and use data to inform decision-making and persuade others
- Ability to assess business opportunities and read prospective buyers
- Ability to orchestrate the closure of business with an accurate understanding of prospect needs
- Ability to include multiple partners and members of the company management team using competitive selling to position company products against direct and indirect competitors
Responsibilities
- Research Customer’s business and prepare thoughtful questions and insights in advance of meetings
- Asks layered, open-ended questions to understand and clarify Customer’s objectives and challenges beyond surface-level detail
- Builds relationships with multiple stakeholders across the Customer’s organisation
- Shifts communication style and content to fit the needs of different stakeholders
- Leads with Solutions, not products, when making recommendations aligned with Customer objectives
- Sells with Integrity
- Drives customer decision-making by achieving a shared vision and proactively considering the value props that tie all stakeholders together
- Thinks commercially and applies business acumen when crafting & negotiating commercial agreements
- Uses data and insights to support investment recommendations or overcome customer objections
- Proactively mitigates churn risk by adopting a smart, customer-centric approach
- Engages customers throughout to confirm and clarify value and adapt a strategy when needed to optimize ROI
- Drives Customer growth by proactively identifying opportunities to deliver greater customer value
- Applies business acumen in Account Planning by considering the economy, industry, and company factors with a Customer-centric lens
- Maps all key stakeholders in an account to assess the strength of the account relationship and create account outreach strategy
- Agrees to joint accountability with colleagues and cross-functional teams for optimal customer success
- Practices humility and asks for help from colleagues when faced with a challenge or unknown
- Is disciplined in Territory and Account Planning, Forecasting, and Quota Attainment
- Follows best practices when using CRM and other Sales tools to manage the Sales and Buyer cycles
Desired Qualifications
- Forecasting
- Account Planning
- Collaboration
Are you interested in this position?
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