Senior Account Executive

Overview

Enterprise software sales role selling a platform of professional services solutions to Global 1000 clients in the Americas, focused on consulting services and service management solutions.

What you'll do

• Sell consulting services solutions and service management solutions (SMS).
• Develop a long-term sales pipeline to increase market share in specialized areas.
• Seek out new opportunities for customer value by expanding and enhancing existing opportunities.
• Set direction for business development and solution replication.
• Create and grow reference customers.
• Work collaboratively with license account managers.
• Sell complex services and/or solutions to customers on a partnership basis.
• Maintain and use cross-portfolio knowledge to support account leads with integration of solutions.
• Build enduring executive relationships that establish the company's consultative professionalism and total solution capabilities.
• Work closely with Field Marketing to develop prospects and events.
• Lead sales campaigns with the extended team of sales engineers, marketing and lab groups.
• Ensure best-in-class customer sales satisfaction and reference-ability.
• Meet revenue targets and strategic objectives, including growing the sales pipeline and creating territory plans.
• Actively use Salesforce and maintain weekly, monthly and quarterly sales forecasts.
• Work with management to negotiate pricing and contract terms.
• Serve as a trusted advisor to customer business and IT leaders, shaping opportunities early in the sales cycle.
• Advance opportunities into profitable revenue growth for the company.
• Demonstrate breadth and depth of knowledge in aligning company capabilities to business and IT priorities and positioning relative to competitors.
• Advocate for customer needs during the sales cycle and in addressing any delivery issues.
• Research and understand each customer's industry, business, strategies and challenges.

What you'll need

• 8+ years of sales experience in solution software to Global 1000 clients.
• Ability to adapt to the situation, with impeccable honesty, integrity and ethics.
• Consistent track record of meeting and exceeding quotas.
• Demonstrated achievement of progressively higher quota, diversity of business customers, and higher-level customer interface.
• Work in a company with a sales culture that supports and rewards high achievers.
• Proactively tackles difficult problems, often with a new perspective.
• Can articulate a vision, influence others, plan and organize resources and deliver results.
• Has the business acumen and experience to navigate large, complex customers with a portfolio product line.
• Bachelor's Degree in Business or related field.

Nice to have

• Strong knowledge of Rocket software Enterprise Suite products and services, solution or service offerings, and competitor offerings.
• Consultative solution selling and business development skills to align the client's business needs with solutions.
• Strategic planning skills at a business development level; ability to build an effective business case reflecting the value of an appropriate strategy.
• Effective partnering with the license account team to build an effective account plan and strategy to drive incremental revenue.
• Demonstrated history as a consistent top performer selling software solutions to senior executives, with quotas in excess of $2M and selling large transactions.
• Network of trusted relationships within the designated region.

Details

• Travel: 50% of time in the field working at tradeshows and meeting with customers/clients.
• Annual salary range: $97,500.00 - $131,625.00 gross before taxes.
• Eligible for commissions in accordance with the terms of the company's plan.