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ABB is seeking an EPM Account Executive (Enterprise Portfolio Management) who is responsible for generating new license and professional services revenue for assigned accounts in the region, by leveraging the ABB enterprise Portfolio Management solutions offering.
The Account Executive will be face to face (50% of time) with identified prospects and named clients in the territory. They will use strategic, consultative selling techniques to grow the EPM Software’s footprint within assigned accounts. This role will develop account and territory sales plans and strategies to ensure success
Typical duties/responsibilities may include, but are not limited to, the following:
•Develop sales plans, strategies, and work with the extended EPM Software team to create final solution presentations designed to enhance revenue growth and meet customer needs.
•Travel throughout assigned territory to call on existing and prospective customers to identify, progress and close opportunities.
•Analyze customers' needs and recommend solution that best meets the customers' requirements.
•Work under general supervision from Regional Sales Manager with some autonomy.
•Develop broad relationships within identified accounts at all levels of the organization by maintaining regular contact with users and timely and valuable communication with executives to demonstrate value and ensure satisfaction.
•Remain knowledgeable of organization's products/services as well as industry dynamics and news to facilitate sales efforts
•Compile lists of prospective customers for use as sales leads based on information from newspapers, business directories, trade shows, Internet Web sites, and other sources.
•Quote prices and credit terms and prepare sales contracts for orders obtained.
•Promptly follow up on marketing leads, drive attendance to marketing driven events and leverage EPM Software marketing to build pipeline.
•Enter new customer data and other sales data for current customers into Salesforce.com database.
•Ensure accurate forecasting quarterly by using salesforce.com for opportunity management.
•Coordinate consulting services for addressing client issues and concerns during and post implementation.
•Investigate and resolve customer problems with deliveries, escalate as appropriate for timely response.
•Participate as an EPM Software representative at trade shows.
•Other duties may be assigned to support the organization and its goals.
The key results areas for this role are:
• Americas Revenue Attainment
• Americas Services Attainment
• Customer Satisfaction – NPS
Organizational behaviors -
Every Enterprise Software employee is required to proactively support the ABB’s working culture based behaviors. These behaviors are considered mandatory for this role and critical to driving performance and business success.
•Integrity – Maintaining high ethical and professional standards
•Achievement – Delivering results
•Collaboration – Working as one team for ABB
•Innovation – Inventing new ways and improving continuously
•Inclusiveness – Understanding other perspectives and cultures
•External Focus – Focusing on customers
Bachelor's degree and (eight) 8 years of experience
Master's degree and (six) 6 years of experience
Alternatively, this position could be staffed at a higher level meeting the following qualifications:
Bachelor's degree and (twelve) 12 years of experience
Master's degree and (eight) 8 years of experience
•Bachelor’s degree is required in Marketing, Business Administration, Technology Management or related disciplines.
•Be able to identify regional target market pipeline growth for any related geographic territory.
•Develop their overall plan and forecasting sales results for both the short and long term.
•Manage and set clear, measurable performance goals to achieve their sales quotas.
•Be field-minded with the interest and ability to travel and meet new and/or existing clients, partners and colleagues when necessary.
•This individual is persuasive and rapidly commands credibility and respect. S/he possesses excellent presentation and communication skills (oral and written) ' and is well-versed in representing the company to senior executives; business partners and C-suite executives etc.
•S/he possesses a hands-on orientation with a demonstrated record of leading the negotiation and closing of major sales opportunities with senior customer executives ' and has experience developing and leading revenue planning and forecasting ' territory planning ' pipeline management ' account development ' and sales compensation systems and processes (Saleforce.com preferred).
•S/he is an action-oriented individual who can handle multiple tasks.
•A “continuous learner" with the ability to adapt to changing market conditions and willing to share best practices to enhance their fellow sales representative’s ability to be successful.
•Negotiation: Advocates ideas, points of view and plans. Understands the other party’s interests and goals. Stays focused to lead even difficult negotiations to an agreement and gain commitment from all sides. Strives to enhance relationships during the negotiation process in anticipation of future dealings.
•Strategic Approach: Understands sales cycle and strategies. Gives valuable input to constantly improve sales strategy. Actively implements and supports approach and processes as defined by sales management.
•Prepares well for sales meetings, has data readily available, and immediately follows up on open issues/concerns.
•Customer Relations: Effectively articulate and present technical information in both pre-and post-sales capacities across a variety of audiences with different levels of technical expertise. Communicates effectively to customers inside and outside the organization using a variety of mediums, including webinars, conference calls, emails, etc. Shares knowledge and makes use of the expertise within the company to help meet overall objectives. Builds and maintains excellent working relationships internally and externally, and is comfortable interacting with all levels of management. Leverages various sales channels to advance territory and account volume. Maintains highest levels of professionalism and ethical standards in all interactions with customers/partners and internal colleagues.
•Forecasting: Ability to timely and accurately forecast projected deal opportunities, closings and incoming revenue. Utilize corporate forecasting systems to track pipelines and sales activities.