Intro and job overview:

The Senior Account Executive is a results-focused, high-energy, sales professional who will identify and bring to closure direct sales engagements, upgrade and expand existing accounts and work closely with regional partners. This person will develop and implement a comprehensive strategy that maximizes opportunities for company’s products and services.

Responsibilities and Duties:

• Understand client’s business problems and be able to strategize with the customer to apply company’s solutions to address the business problems.
• Manage complex sales cycles with multiple stakeholders which includes needs identification, value mapping, proof of concept, negotiations and contracting to deal closure.
• Work with clients to identify and develop product roadmaps for platform upgrades, add-on product modules, professional services, and other integrations.
• Create account strategies for existing accounts to drive additional products and services revenues.
• Articulate and deliver value propositions for the company’s product portfolio based upon ROI cost/ benefit analysis.
• Work closely with Value Added Distributors, account managers and channel partners, or directly with customers to close large enterprise deals in tandem with your mentor.
• Effectively administer partner company agreements and policies.
• Document sales steps utilizing Salesforce CRM throughout a sales cycle.
• Drive pipeline growth through effective prospecting and lead generation activities.
• Contribute to market strategy by monitoring market data, competitive products and prospect feedback.

Requirements and Qualifications:

• Bachelors Degree in Business or related field (Equivalent work experience will be accepted in place of the education requirement).
• 6 Years experience in sales or business development of software products.
• 5 Years experience in B2B enterprise software sales and grit to close business.
• Ability to build relationships at all levels with prospects, customers, partners and within the company.
• Excellent verbal, written communication and presentation skills.
• Strong analytical, problem solving, and time management skills will be an added advantage.
• Good business maturity, negotiating and decision-making skills will be an added advantage.
• Ability to accurately prioritize and manage time/resources for maximum efficiency and productivity will be a bonus.
• Experience with IBM iSeries is a plus.

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