Associate's degree or equivalent experience in sales or account management
Demonstrated knowledge of sales in a relevant technology solution or industry
Proficiency in CRM platforms and Microsoft Office
Strong communication skills with the ability to build rapport
Highly organized with strong multitasking abilities
Good negotiating and influencing skills, with experience in closing deals
Responsibilities
Develop a comprehensive sales plan to meet or exceed quota
Communicate accurate sales forecasting in real-time
Proactively initiate contact with customers and partners
Streamline and improve account management and sales processes
Collaborate with sales solution engineers for software demonstrations
Record customer account information in the CRM
Understand market trends and customer needs to pursue expansion opportunities
Engage internal resources to advance sales opportunities
Assist in determining the viability of RFP requests
Attend trade shows and contribute to marketing efforts
Develop closing plans and lead negotiation processes
Benefits
Remote work arrangement
Opportunity for professional growth and development
Access to advanced technology tools
Collaborative team environment
Participation in trade shows and industry events
Full Job Description
Overview
Account Executive
Location: United States Work Arrangement: Remote About the Role
The Account Executive is responsible for developing and maintaining relationships with new and existing customers or partners - with the objective of consistently meeting or exceeding assigned sales goals. Technology Tools
CRM Platforms
Opportunity Management & Account Planning Tools
Microsoft Windows
Microsoft Office
Your Role Responsibilities? Here's What You'll Do.
Develop a comprehensive sales plan to meet or exceed quota - identifying and prioritizing opportunities for assigned moderate risk, moderate impact existing or potential customers or partners while proactively initiating contact with customers and partners on a regular basis to develop, maintain, and expand business relationships and collaborate with all available company resources to build and maintain pipeline.
Develop and communicate accurate sales forecasting on a real-time basis - recording all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits, and sales calls while taking proactive measures to streamline and constantly improve account management and the sales process.
Partner with sales solution engineers in the development and delivery of software demonstrations - actively contributing to the demonstration process while engaging company specialists and support resources as needed to advance opportunities and drive deals forward.
Build a strong understanding of best practices and market trends as well as customer and potential customer business and technical needs - pursuing opportunities for company expansion and integration while assisting with determining the viability of RFP requests and directly influencing the appropriate development of responses.
Attend and actively contribute to trade shows - ensuring customers or potential customers are participating in company marketing efforts to the best of their ability while tailoring engagement to meet customer needs and reinforce the company's market presence.
Develop the closing plan for accounts - engaging internal leadership to lead negotiation and contracting processes to ensure deals close on time as forecasted while applying strong negotiating and influencing skills to drive consistent, successful outcomes.
Role Essentials
You'll be set up for success if you have:
Associate's degree or equivalent experience - with demonstrated experience as an Account Manager, demonstrated knowledge of sales in a relevant technology solution or assigned industry, and proficiency in opportunity management and account planning tools
Strong ability to establish rapport and gain the trust of others - with good oral and written communication skills that demonstrate a professional demeanor and the ability to interact with others with discretion and tact across all levels of an organization
Proficiency in Microsoft Windows and Microsoft Office - with experience using CRM platforms to record and manage customer account information, including opportunities, commitments, meaningful conversations, customer visits, and sales calls
Highly organized and experienced at successfully multi-tasking - self-motivated with the ability to manage work independently to completion while maintaining strong collaboration skills within a team and across other areas of the business
Good negotiating and influencing skills - with the ability to develop comprehensive closing plans for accounts, engage internal leadership to lead negotiation and contracting processes, and close deals on time as forecasted; up to 50% travel time required
What We'd Like to See
Bonus points if you bring:
Demonstrated experience proactively initiating contact with potential customers and partners - with a track record of developing, maintaining, and expanding business relationships and collaborating with all available company resources to build and maintain pipeline
Experience partnering with sales solution engineers in the development and delivery of software demonstrations - with the ability to actively contribute to the demonstration process and engage company specialists and support resources as needed to advance opportunities
Familiarity with determining the viability of RFP requests and directly influencing the appropriate development of responses - with the ability to assist in developing closing plans for accounts and engage internal leadership to lead negotiation and contracting processes
Experience attending and actively contributing to trade shows - with the ability to ensure customers or potential customers are participating in company marketing efforts and tailoring engagement plans to meet customer needs
Demonstrated ability to take proactive measures to streamline and improve account management and the sales process - with a track record of pursuing opportunities for company expansion and integration through a strong understanding of best practices, market trends, and customer business and technical needs
Responsibilities
Develop a comprehensive sales plan to meet or exceed quota, including the identification and prioritizing of opportunities for assigned moderate risk, moderate impact existing or potential customers or partners
Develop and communicate accurate sales forecasting on a real-time basis
Pro-actively initiate contact with potential customers, customers and partners on a regular basis to develop, maintain and expand business relationships. Collaborate with all available company resources to develop and maintain pipeline
Take proactive measures to streamline and constantly improve account management and the sales process
Partner with sales solution engineers in the development of software demonstrations for customers or potential customers; actively contribute and participate in software demonstration
Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits or sales calls
Understanding of best practices and market trends, as well as customer and potential customers business and technical needs. Pursue opportunities for company expansion and integration
Engage company specialist and support resources as needed to advance opportunities
Assist with determining the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response
Attend and actively contribute to trade shows; ensure customers or potential customers are participating in company marketing efforts to the best of their ability
Develop the closing plan for accounts; engage internal leadership as necessary to help lead negotiation and contracting process to ensure deal is closed on time, as forecast
Comply with all corporate and departmental privacy and data security policies and practices, including but not limited to, Hyland's Information Systems Security Policy
About Hyland Software
Hyland Software is a content services provider and software company that is headquartered in Westlake, Ohio. The company was founded in 1991 and has since grown to become a leading provider of enterprise content management software. Hyland Software's products are used by organizations in a variety of industries, including healthcare, financial services, government, higher education, and more. The company's flagship product is OnBase, a content services platform that provides document management, case management, and business process automation capabilities. Hyland Software has offices in the United States, Europe, and Asia.
