Senior Sales Executive (Chicago)
Reference Number: 111
Location: Chicago
I am working with the world’s number one independent provider of data integration software. Organizations around the world gain a competitive advantage in today’s global information economy with timely, relevant and trustworthy data for their top business imperatives. More than 4,350 enterprises worldwide rely on them to help access, integrate and secure their information assets held in the traditional enterprise, off premise and in the Cloud.
Opportunity
You're a dynamic sales professionals who has a successful track record selling enterprise software solutions and can drive incremental licensing revenue within key accounts. You’ll own the commercial relationship with a group of accounts and maximize the footprint in them. In this role, you will effectively collaborate with other teams, including pre-sales, professional services, marketing, channel management, finance and customer support, as well as external parties like alliance and channel partners.
Ideal Candidate
You are motivated and eager to expand sales within existing accounts while focusing on customer service and developing relationships with key decision makers. You understand and tactfully respond to customer needs and meticulously track and monitor account activity. You consistently apply clear performance standards and handle problems decisively and objectively, while providing sound guidance and assistance to improve the system. You are adept at account planning and management and you know how businesses and the competition work. In addition, you have the following attributes:
- Authoritative business and financial acumen to develop meaningful business recommendations
- Strong ability to lead, manage or enlist the support of others in the absence of formal authority
- Strategic operating and positioning skills enabling you to make and execute plans, and align others with plans
- Good interpersonal skills, with the ability to influence at senior levels within accounts
Your Responsibilities
You will develop and execute a strategic and comprehensive business plan for each account, including identifying core customer requirements, mapping the benefits of their solutions to the business requirements. You will strive to understand the customer’s organizational structure and work to achieve alignment. You will take full responsibility for accurate forecasting, regular quarterly revenue delivery, and facilitation of sales enablement and regulate the implementation of agreed account and business plans. Furthermore, you’ll coach partners, accessing resources within to support them on specific opportunities, with the goal of building sufficient capacity to meet customers’ demand for related services and skills. Other responsibilities include but are not limited to the following:
- Collaborate with marketing to develop an effective plan for the accounts, encompassing events, seminars and road-map sessions
- Be an ambassador within accounts, maximizing brand recognition and mind share at all levels, evangelizing our solution and publicizing success stories
- Monitor and report on the level of business with accounts and recommend actions that will enhance the business
Your Qualifications
- Exceptional skill in software sales within an enterprise environment and direct IT solution sales to Fortune 500 companies
- Experience with structured sales techniques spanning the entire sales cycle, from identification and qualification of opportunities, to business development and order fulfillment
- Proven account management abilities and demonstrable track record of sales campaign delivery
- Expertise of specific industry sectors.
- Commercially astute, with the ability to promote on a conceptual basis and through highlighting business benefit as well as product features
- Ability to quickly build a picture of the clients’ processes and potential problems
- Experience of project management into large accounts
- Target driven, possessing passion and a commitment to exceed sales targets, and a proven track record of having done so
- Articulate verbally and in writing; a good communicator and presenter.
- Good interpersonal skills, with the ability to influence at senior levels within accounts
- Ability to show leadership when managing the potentially competing requirements of customers, the business and the technology
- Self directed, motivated and high work rate
