The Senior Account Executive (SAE) will be responsible for identifying opportunities and driving revenue with PKWARE’s value added channel partners. As a vital member of the Channel Sales Team, the Senior Account Executive is responsible for supporting the sales efforts of their strategic channel partners in penetrating key accounts to identify new revenue opportunities. In addition, responsibilities include aligning the appropriate company resources to enable success within specific sales opportunities.
Duties and Responsibilities
Develop and maintain sales plan for assigned territory.
Drive every sales opportunity in accordance with PKWARE’s customer-centric selling sales process, use appropriate PKWARE resources in sales efforts, including sales engineers, solution engineers, and subject matter experts, as appropriate to enhance client understanding of solutions, attain an understanding of client requirements, and gain credibility and traction with channel partner prospects.
Develop and maintain a sales pipeline ensuring that revenue goals are exceeded.
Build relationships with channel partner account executives to gain visibility and mindshare and create more revenue generating opportunities.
Meet or exceed monthly, quarterly and annual sales objectives through the resellers.
Identify customer goals and credibly communicate PKWARE’s ability to help the customer achieve their stated goals.
Ensure disciplined and accurate reporting of opportunity pipeline and sales activities into Salesforce.com.
Maintain and drive a high level of prioritized sales activities at assigned resellers throughout the fiscal year.
Assist the channel partner in the development of a strategy and sales plan for each major opportunity, align and coordinate all support resources including third party influencers to execute the plan and progress the opportunity to closure.
Minimum 7-10+ years direct and channel sales experience with a successful track record in software sales in driving software sales through the channel.
Successful track record of both direct and indirect sales experience.
Experience with infrastructure software desired, preferably data center or security software.
PKWARE: PKWARE is located in Milwaukee, WI, and offers a competitive compensation package including health, dental, vision, disability and life insurance, 401k plan, and company paid parking.
PKWARE, Inc. - 13 months ago
PKWARE, Inc., the largest global software company providing ZIP solutions, is the creator and continuing innovator of the ZIP standard....