Account Executive

Advantive • United States, United States • 3d ago

The Account Executive reports to the RVP Sales, and is responsible for selling our products and services, in an assigned geographic territory within the medium and large enterprise market. You will be responsible for cultivating and nurturing sales opportunities while achieving quarterly sales objectives associated with the sale of our software and associated services. AEs are accountable for proactive prospecting as well as qualifying and pursuing marketing-generated and BDR-qualified leads. This is a hunting role that requires mastery of the entire sales cycle, including developing relationships at all levels within our prospective customers' businesses. You will be responsible for understanding our product offerings and competitive landscape and identifying new business opportunities by creating and implementing territory sales campaigns.

Key Responsibilities

Identify, nurture, and close opportunities to achieve monthly and quarterly new business quotas

Research prospects, identify key decision makers, and generate interest for our products and services

Build and maintain a territory business plan Generate new sales opportunities through inbound lead-follow up, industry networking, and outbound calls, emails, and social connections

Partner closely with the Business Development team (BDRs) to align on messaging and run campaigns to prospects within your territory aimed at driving pipeline growth and bookings

Conduct engaging product demonstrations and presentations to illustrate the value proposition of our portfolio to prospective customers

Participate in marketing events including conferences, social networking, and webinars Identify business opportunities and map appropriate solutions to client requirements

Record all sales activity in CRM (SalesForce)

Build relationships and maintain communication and ongoing contact with prospects in territory

Competencies

To perform the job successfully, an individual should demonstrate the following competences:

Prospecting - Excellent ability to identify and engage potential new customers

Communication - Strong verbal and written communication skills, capable of effectively presenting our portfolio and engaging with potential customers at all levels of their business

Adaptability - Agile in adjusting strategies and approaches in a dynamic sales environment

Analytical - Skilled at using data to inform decisions and improve sales performance

Team Collaboration - Ability to work collaboratively with other sales team members, marketing, product teams, customer success, and account management to ensure a cohesive customer experience

Sales Execution - Proven capability to navigate the sales process from start to finish with a high conversion rate

Mental Agility - Must have a keen intellect and be comfortable with complexity; adept at tackling new challenges and solving problems

Must Have Qualifications

3+ years of successfully exceeding quota in software sales and/or SaaS sales

Prior Manufacturing industry experience

Bachelors degree

Experience with Salesforce CRM

Proven experience building pipeline in a hunting role

Ability to travel up to 50%

Nice to Have Qualifications

Engineering degree or technical background

Experience handling RFPs and RFQs in sales cycles.

Experience in a Multi-Solution, Multi-Product selling environment

Familiarity with MEDDIC sales methodology

Ability to engage and demonstrate value at all levels from mid-manager to C level

Knowledge of the full life cycle of the sales process from prospecting to close

Ability to problem solve and use consultative selling skills

Autonomous self-starter

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