The Return Path Experience
Don’t get us wrong, it’s not easy to land a gig at RP. You’re going to have to learn the ins and outs of our business before you even get here. Here’s the good news: only the best and brightest minds in email work here. So, once you’re in, this is a place where you’ll be challenged, inspired, rewarded and transformed. Really you ask? Yes, really. The Return Path experience is a two-way exchange. We ask you to give us your very best every day. We expect a lot from you. We challenge you with interesting work, stretch assignments, a collaborative work environment and a ton of learning and growth. The pace is fast and furious. In exchange, we give you everything you need to live a happy, balanced life. This includes great pay, open vacation (yup, you heard that right!), great benefits, flexibility and, well, whatever else you need. Everyone is unique and we pride ourselves on not having one-size-fits-all solutions. At Return Path you’re a person, not a title. What’s important in your life right now? Kids, pets, triathlons, tango, karate, yoga, parents, Pilates, pre-natal – we will support you through it all. Give and take. That’s a Return Path career.
The Impact You’ll Have at RP
As a Regional Sales Executive you will be responsible for closing new business from new accounts. This position has close interaction with account management, marketing, product development, and the executive team.
Create new revenue by building and managing a pipeline of customer prospects from identification to negotiation to execution. You will be given a number of direct leads/prospects for development and will also be expected to aggressively develop your own prospects.
Identify prospective clients email security and marketing needs and present solutions that meet those needs. Through consultative selling, you will outline an ongoing multi-product solution to increase ROI for your prospects.
Write effective proposals, which address the needs of the prospects and outline a profitable solution for both prospect and Return Path.
Negotiate pricing and contract terms for long-term relationships.
Effectively identify and resolve concerns.
Effectively manage and develop own book of business.
Provide valuable contribution to the account planning process to ensure successful development of clients.
Act as a source of market intelligence and market needs internally.
What it takes to be successful in this role
At least six years of successful sales experience, ideally in B2B security software or email technology
Strong consultative selling approach including listening, questioning, persuading
Patient and able to manage sales cycles from 1 month to 1 year
Excellent communicator - interpersonal, writing and creative problem solving skills
Experience selling into security markets and to C-Level security professionals
Ability to work autonomously and as part of a team.
Ability to learn, understand, and describe emerging security technologies and threats and how to bundle solutions to address them
Rigorous sales process management, negotiation and analytical skills
Excellent organizational skills and can prioritize activities to drive the sales process forward
Able to analyze information, assess situations, and quickly make decisions
Strong technical (email) background and are able to speak to security, technology, and marketing buyers
Ability to travel up to 25%
Technical Knowledge & Skills: Adapts to new technologies; demonstrates required technical skills; keeps technical skills up-to-date; troubleshoots technological problems; uses technology to increase productivity. Internet Savvy and leverages the web and search engines to research and solve complex problems.
Sales Goals: Achieves revenue growth goals. Maintains a healthy and active pipeline. Balances activity between inbound lead cultivation, and outbound prospecting and networking.
Sales Administration: Actively uses Salesforce.com to manage territory, record opportunities and manage the pipeline. Consistently provides information back to the organization regarding market conditions, competitive intelligence and prospect needs and inquiries.
Sales & Business Development Skills: Effectively prospects, identifies business needs, uncovers implications and demonstrates capabilities. Has outstanding listening skills and effectively uses negotiation to handle concerns or conflict and move to close; closes business effectively. Understands the value based sale, is competent in SPIN Selling, and actively uses marketing tools and services to support sales goals.
Product Knowledge: Knows and explains product features/benefits and competitive position, understands/sells the full product line, understands customer's business operations and needs, understands/responds to the competition, applies market knowledge.
Return Path Competencies
In addition to the above, you must be a good fit at Return Path. To be successful here, you must demonstrate Personal/Professional Growth, Professionalism, Flawless Execution, and Strategic Thinking; have a Positive Impact and a great sense of humor. Visit our website to read detailed descriptions of expectations of each of the 4 levels at RP: (1) Learning, (2) Applying, (3) Guiding and (4) Shaping. This position is categorized at the Applying level.
What it's like to work here
It's great! From the CEO and senior management team to the newest entry-level employee, we are a company that cares a lot about fostering a great work environment and a fun, energetic, success-oriented culture. We have a strong philosophical belief that our people are our most important assets. And we don't just pay lip service to that phrase -- we incorporate it into our policies, and we live it every day. Yes, that philosophy means we have generous 'traditional' benefits, and it also means we take a lot of time to focus on high quality management and leadership, and time to make sure everyone in the company is in the right job, knows how his or her job contributes to the overall company mission, and has a clear sense of learning and career growth. We have great employee retention over the years because people love coming to work here and really feel like they're part of something special. For more information visit www.returnpath.net.