Account Executive I
Overview
Responsible for successfully developing and implementing sales strategies within a given geographic and/or vertical market. Leveraging sales and marketing productivity tools, employs multiple prospecting methods to identify and connect with appropriate new logo and additional client contacts with a need for CBPS services. Utilizes sales skills, internal resources, and team colleagues to understand client / prospective client needs and to sell relevant solutions.
Responsibilities
- Uncovers prospects for business customers primarily through sales and marketing productivity tools, cold/warm calling, external networking, client networking, social media, email, market research, partner/alliances – all leading to meetings that can be converted into pipeline
- Builds, develops, and nurtures relationships with contacts at new logos, partners, clients, and past clients
- Responsible for qualifying and developing complex, well-defined sales opportunities at new logos and cross-sell opportunities at assigned client accounts
- Expected to drive an internal cross-organizational team towards a well-defined end goal and ultimate sale
- Drives new bookings and incremental revenue, and maintains accountability for set goals and objectives
- Attains and exceeds monthly sales quotas, as well as traditional sales activity metrics
- Prepares and presents professional proposals and service solutions specific to the customer’s needs
- Actively participates in various sales and skills training, both company provided and self-paced
- Develops sales plans and penetrates new accounts in a territory and/or vertical market
- Works with various internal departments – operations, HR, finance, professional solutions / analysts to ensure high quality solutions and ongoing account management
- Understands the full array of CBPS service offerings and appropriate target accounts for each
- In addition to continually improving sales and leadership skills, becomes a subject matter expert for select CBPS offerings
- Utilizes Salesforce.com, ZoomInfo, Salesloft, LinkedIn Sales Navigator, and other sales and marketing technology to drive, track, and log all activity related to the sales cycle
- At the discretion of sales and operations management, support complex add-on and renewals
- Accurately forecast and assess probability of closing deals
- Understand general contractual terms and conditions that may increase CBPS risks, and negotiate mutually beneficial outcomes
- Performs other duties as requested by Regional Sales Manager/Director
PHYSICAL DEMANDS
- Travel within, and sometimes outside of, geographic region is required
- Mental qualifications include ability to address client needs and sell solutions efficiently and effectively
- Psychological stamina to maintain a reasonable sense of urgency and meet expected deadlines
Qualifications
- Bachelor’s Degree required
- Extensive Sales background (3+ years)
- Thorough understanding of complex solutions with a technology slant
- Track record of success with a long sales cycle and with a consultative sell
- Proven prospecting success with a high energy level – must be a proven hunter
- High level acumen in complex business to business sales
- Knowledge of business services, outsourcing and business transformationRelevant subject matter expertise in a vertical or horizontal market a plus
- Proficient in Microsoft Word & Excel
- Proficient in PowerPoint or other presentation software
- User knowledge in Salesforce, ZoomInfo, Salesloft, Demandbase, Sales Navigator, and/or similar sales and marketing tools
- Superior customer service skills, professional attitude and appearance
- Excellent relationship management and credibility building skills
- Strategic/creative thinker and results-oriented salesperson
- Excellent presentation skills
- Excellent interpersonal skills
- Excellent written and oral communication skills
- Strong team approach to business
- Passionate, dedicated, willing to work long hours
What We Offer
An opportunity to join an established team and be part of a successful and proven global organization!
A competitive compensation program!
Large Company Benefits: Medical/Dental/Vision/401K with a competitive company match!
Employee discounts on Canon products & vendor discount programs for employees!
World-Class Training & Career Development Programs!