Sales Executive, Major Accounts

5 - 7 years experience  •  Business Services

Salary depends on experience
Posted on 10/02/17
Mclean, VA
5 - 7 years experience
Business Services
Salary depends on experience
Posted on 10/02/17

Description

The role of the Sales Executive, Major Accounts is to increase company revenue and profit through significant penetration of accounts within both the OEM and Direct Enterprise market segments.

RESPONSIBILITIES

· Execute sales prospecting plan to penetrate Major Accounts and capture significant market share in assigned territory

· Effectively position the value proposition of Logi Analytics’ flagship platform and negotiate OEM & Enterprise agreements

· Harvest new sales opportunities through outbound prospecting and limited inbound lead generation.

· Identify new sales opportunities through advanced Sandler qualification methods of customer requirements

· Consistently deliver on quarterly and annual sales/business objectives/quotas

· Deliver accurate and timely pipeline reports and forecasts

· Work closely with legal teams to negotiate software contracts with clients

· Provide recommendations to the management team of strengths, weaknesses, opportunities, threats and suggestions of how to address and leverage each as it relates to the penetration of the market

· Work closely with Sales Engineering for product demonstrations, evaluations, and POCs needed to close business.

· Successfully manage and prioritize a long list of tasks and meetings

Qualifications

· Bachelor’s degree or equivalent

· Minimum of 6 years of software salesexperience

· Demonstrated understanding of consultative sales approaches

· Experience with full life cycle of sales, from prospecting to contract negotiation and closing

· Experience selling large deals (preferably $200,000 and above) with ability to navigate complex sale cycles

· Demonstrated success with outbound prospecting

· Experience delivering product demonstrations and presentations online as well as in-person

· Comfortable working in a fast paced team environment

· Track record of meeting and exceeding monthly, quarterly, and annual goals

· Effective organizational, time and task management skills

· Excellent written and verbal skills

· Working knowledge of Salesforce.com

· Experience with embedded (OEM) software sales is preferred

· Experience selling to ISV’s is preferred

· Preferredexperience selling:

o Application development tools

o SaaS solutions

o Business Intelligence solutions

· Sandler selling method preferred

· Must show intellectual curiosity

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