ONE ECM
Linkedin · Posted 4mo ago
Enterprise Software Sales (Senior Account Executive)
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Indexed description
Key Responsibilities
- Accountable for meeting or exceeding assigned sales objectives on a monthly and annual basis.
- Develop an annual business plan updated on a quarterly basis including plans by product, geography and action plans to capitalize on new opportunities.
- Develop and manage sales funnel to analyze and manage pipeline activity and monitor sales activity against assigned quotas.
- Maintains both tangible near term actions and longer term strategic direction to increase growth and sustainable revenues.
- Thoroughly understands and significantly influences the customer’s decision-making process and leads the customer to positive decisions.
- Develop articulate value propositions and execute in the field.
- Review complex customer requirements, equipment configurations, feasibility of intended applications, required software and adequacy of implementations plans for customer needs, and provides specific solution recommendations.
- Ongoing coordination with all ONE ECM teams (solutions, marketing, engineering, operations, legal, sales and finance) to identify opportunities and ensure alignment of department objectives.
- Acquire and integrate industry knowledge related to general trends, emerging technologies, & competitors.
- Maintain contact with the customer, resolve problems, and seek additional opportunities to meet needs.
- Perform sales presentations to match ONE ECM products with identified needs.
- Provide timely and accurate business volume forecasts and other reports.
- Participates in various headquarter/regional planning and training activities.
- Maintain a mastery of segment, products and industry applications.
- Manage personal expenses in line with ONE ECM expense policies.
- Other duties as assigned.
- 5–8 years of enterprise software sales experience. GCC experience would a plus
- 3 years of experience in effectively leading a cross-functional team of technical, services and partner personnel in a complex enterprise software sale and implementation.
- Proven hunter and farmer background (i.e. sold initial departmental opportunities as well as seven figure multi-level enterprise transactions)
- Strong evidence of self-sufficiency – creating and working a plan to drive revenue from assigned territory. Demonstrated history of developing their own pipeline equal to 3X.
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