Account Executive - Field Sales (AE), Eastern Region
Selectica, Inc. - San Mateo, CA

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Selectica is seeking Account Executives for our field sales organization. Account Executives are responsible for selling Selectica software and services to large, multi-divisional companies while providing primary account management support to an existing account base.

The successful candidate will show a high aptitude for relationship-building combined with the opportunity management skills necessary to manage the complexity of enterprise sales cycles. Other essential traits include prior enterprise sales training/methodology, persistence, accurate forecasting skills, and the ability to closely manage the details of each deal.

Selectica develops innovative software that the world’s most successful companies rely on to improve the effectiveness of their sales and contracting processes. Our guided selling, sales configuration, and contract lifecycle management solutions support the Global 2000 and growing mid-size firms. Our patented technology, delivered through the cloud, makes it easy for customers in industries like high-tech, telecommunications, manufacturing, healthcare, financial services, and government contracting to overcome product and channel complexity, increase deal value, and accelerate time to revenue.

Responsibilities Close New Business – Consistently and efficiently manage qualified opportunities from discovery to close by leveraging the right mix of resources and sales aptitude. AE’s will be responsible for the entirety of the field sales playbook, including performing generic demos of our products, pricing and contract negotiation, working with our services organization to size delivery engagements, and facilitating a smooth transition from prospect to customer.

Support a Growing Account Base – AE’s will support a divergent and dynamic account base of large, multi-divisional companies to ensure the highest possible level of solution utility, product fit, and customer success.

Create positive interactions – Create an excellent impression of Selectica, treating prospects and clients with the utmost respect and appropriately representing our brand and corporate values. Help instill prospects’ and customers’ trust in our organization by responding quickly and proactively to their needs.

Requirements
  • College degree or equivalent work experience
  • 5+ years enterprise sales experience
  • Presence, charisma, and a desire to succeed
  • High aptitude for learning and an exceptional ability to apply new skills
  • Experience selling contract management, content management, CRM, SFA, ERP, or CPQ solutions a plus, but not required
  • Ability to work in a high-energy team, receive feedback, and adjust tactics as necessary
  • Proven ability to meet monthly, quarterly, and annual targets
How to apply Send a resume and cover letter to jobs@selectica.com .

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