The Senior Account Executive is responsible for developing new business around companies core product, service and solution offerings while meeting set sales goals and business objectives. Incumbent will develop an understanding their individual account's business and positioning sales opportunities that will add value to their customer's business. The SAE focuses heavily on company service sales. The SAE will be responsible for maintaining a list of accounts in a successful manner and enhancing sales opportunities within that account list. Additionally, the Account Executive will be responsible for conducting marketing and networking efforts within the industry to bring new business to the company.
Executes sales strategy by indentifying customer needs and selling the appropriate hardware and company services.
Develops business through multiple marketing and sales techniques including but not limited to cold calling, conducting in person meetings, and partnering with vendors or manufactures.
Maintains a targeted understanding of customers' business showing the ability to establish customer needs, buying cycles, and creating strong relationships to effectively drive sales and repeat business.
Ability to understand and anticipate the customer's strategic plan and propose solutions that will meet their needs.
Meets or exceeds annual sales top line revenue and margin goals as defined by management.
Manages individual sales objectives to include sales orders and billing activities to support quarterly goals.
Manages on-going customer account maintenance to include, updating account information in company systems and resolving customer satisfaction issues.
Works with inside sales team to ensure that quotes are provided and order requests are processed accurately.
Works with engineering team to accurately scope projects.
Maintains relationships with all levels of customer contacts.
Manage past due invoice resolution with accounting to ensure proper collections.
Strategic Planning & Presentation
Performs deep analysis of account base including "heat maps" to determine key areas of opportunities.
Develops Strategic Account Plans for at a minimum the top 5 accounts.
Adhere to sales process including but not limited to pipeline development and accurate forecasting via internal tools.
Submits presales service requests and attends presales conference calls.
Performs extensive proposal writing and prepares sales information for customers.
Attends trade shows, marketing events, and performs continuous marketing efforts to new and existing customers.
Minimum of 5 years successful technology sales experience including client relationships is specified territory.
Bachelor's degree in business administration or similar degree preferred.
Ability to reach expected sales quota the first 90 and 180 days of employment.
Experience in service oriented sales.
Proficiency in the English language and reading comprehension.
Knowledge of sales and marketing techniques and principles.
Knowledge of application of basic mathematics skills.
Knowledge of administration and management principles, specifically in planning and resource allocation.
Strong customer service skills and service orientation focus.
Effective active learning and listening skills.
Critical thinking, judgment, and decision-making skills.
Strong monitoring and time management skills.
Excellent interpersonal and persuasion skills.
Excellent public speaking and presentation skills.
Ability to solve problems using deductive and inductive reasoning.
Excellent oral and written communication and expression skills.
Ability to sense and forecast problem areas.
Ability to see details at a close range.
Ability to work closely and effectively with members across departments and at all levels of the organization.
Kapsis - 18 months ago