Location: We are looking for Account Executives to be located on the eastern coast of the US.
Position Summary/Objective
The Account Executive- Customer Base must understand complex business buying cycles, team sales, and alignment of service offerings to customer desired outcomes. This role will engage proactively in the assigned territory and leverage a network of professional contacts to expand services to existing OSV customers. The primary responsibility for this role is existing customer expansion and company revenue growth.
Essential Functions/Duties/Responsibilities
- Be a key player in OSV’s field sales team to drive add-on business sales into existing OSV accounts.
- Drive complex sales cycles to closure utilizing internal teams of Marketing, Business Development, Solution Consulting, Legal and Executive Leadership.
- Implement value-selling processes alongside a wealth of knowledge of Workday’s products and corresponding OSV Services.
- Use experience and consultative selling skills to initiate long-standing relationships with prospective customers and executive sponsors.
- Employ effective selling strategies to successfully position outsourcing in the areas of Payroll, Benefits Administration, HR and Finance.
- Understanding of the strategic competitive landscape and customer needs so you can effectively position Workday and OSV solutions within prospective accounts
- Engage in and maintain the OSV Customer Relationship in coordination with Customer Success Manager.
- Maintain accurate and timely customer, pipeline, and forecast data. Continuing maintenance of accurate Salesforce data.
- Responsible for managing and overseeing the contract sales initiatives in assigned territory.
Competencies
- Action Orientated- Displays a positive attitude to readily act on challenges for identifying and seizing new opportunities.
- Interpersonal Savvy- Acts with diplomacy and relates comfortably with people across levels, functions, culture and geography.
- Customer Focus- Identifies opportunities to deliver solutions that benefit and meet customer expectations.
- Persuades- Negotiates skilfully in tough situations thru positioning views and arguments appropriately to win support.
- Drives Results- Persists in accomplishing objectives despite obstacles and setbacks.
- Situational Adaptability- Understands that different situations may call for different approaches by picking up on situational cues and adjusting in the moment.
- Collaborates- Partners and works cooperatively with others across the organization to achieve shared objectives.
- Instills Trust- Keeps confidences thru following through on commitments and shows consistency between words and actions.
- Balances Stakeholders- Understands internal and external stakeholder requirements, expectations and needs.
Supervisory Responsibility
None
Qualifications and Experience
- Bachelor’s Degree from accredited institution or relevant work experience in HR services or enterprise software.
- 3+ years’ of selling experience selling into organizations of 1,000 or more employees as defined by Workday.
- Proven expertise in understanding the strategic competitive landscape and customer needs so you can effectively position solutions within prospective accounts.
- Experience cultivating mutually beneficial relationships with strategic partners and alliances.
- Proven success with transformational selling and strategy.
- Proven ability in managing complex sales cycles from start to finish with a track record of successful revenue attainment.
- Proven experience of pulling together different business units to maximize on sales opportunities.
- Proven ability to maintain accurate and timely customer, pipeline, and forecast data.
Preferred Skills
- Familiarity with SaaS architecture.
- Experience selling ERP software, and/ or HCM solutions.
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