Job OverviewOur Account Executive Team has a key role in helping prospects unlock their full potential in their efforts to attract, engage, hire, and advance top talent. In this role, you will be provided with the industry's leading tools and training to help you develop and execute value-based sales plans for your assigned territory. Equipped with your knowledge of the ICIMS talent platform, prospect research, customer success stories, and a pipeline of qualified leads, you'll have the support you need to achieve sales quotas. Advancement opportunities are numerous and include Sr. Principal AE, Strategic AE, and management opportunities as we grow globally!
In this Principal AE role, you will join the Enterprise sales team and call on accounts with 3,500+ employees in the North Central region of the United States (Minnesota, Michigan, Dakotas, Iowa, Missouri, Kansas, Nebraska, and Colorado).
This is a remote position that may require travel up to 25%.
Responsibilities- Leverage company training opportunities to build expertise in the iCIMS Talent Cloud offerings, the talent acquisition landscape, and value selling.
- Research target accounts (3,500+ employees) to identify key decision makers, understand business challenges, and build persona based value propositions.
- Builds sales funnels (3X pipeline) through individual prospecting efforts including but not limited to client referrals, regional networking, webinars and cold calling.
- Partner collaboratively with the sales development and presales teams to turn marketing qualified leads into sales qualified leads and develop/implement sales plans.
- Leverage the CRM to support the sales process and ensure pipeline accuracy.
- Through a consultative approach, uncover prospect business issues and craft value based proposals for the full suite of iCIMS portfolio solutions.
- Lead the entire sales process, including RFP/RFI and final contract, and coordinate efforts with marketing, presales, sales management, accounting, services, infosec, legal and technical groups.
- Consistently achieve sales quotas for new logo accounts.
Qualifications- 10+ years of experience in software sales.
- 7+ years of experience targeting new logo (large) enterprise accounts with complex deals.
- Proven success in consistently achieving B2B sales quotas with deals that are more advanced in scope and size, including global organizations.
- Demonstrated ability to build effective, value-based sales plans with adequate pipeline coverage to ensure quota achievement.
- A passion for helping potential customers solve business issues with advanced technology solutions.
- Ability to effectively uncover and engage various buyer personas to build the right relationships and close new logo accounts using a value-based approach.
- Able to communicate with and influence multiples layers within organizations, including Senior Leadership through C-level.
- Ability to work both independently and within a team environment.
- Proficiency with Microsoft Office products such as Word and Excel.
- Proficiency with LinkedIn and social selling.
- Experience in HCM / Software-as-a-Service/ Technology industry.
Preferred- Experience with Salesforce, Clari, SalesLoft and Gong.
- Experience with 360-degree selling methodology.
Compensation and BenefitsWe accept applications for this position on an ongoing basis until the position is filled. Applications will be reviewed as they are received, and qualified candidates may be contacted throughout the posting period.
The anticipated base salary range for this position is $145,000 - $160,000. In addition, the estimated on-target earnings ("OTE"), which includes base salary and commissions, is $290,000 - $320,000.
Actual compensation will depend on various job-related factors, including but not limited to, location, experience, and job qualifications. This range aligns with our commitment to equitable and transparent compensation practices, as required by applicable law.
Competitive health and wellness benefits include medical, dental, vision, 401(k), dependent care, short term and long-term disability, life and AD&D insurance, bonding and parental leave, mindfulness resources, an open vacation policy, sick days, paid holidays, quiet hours each workday, and tuition reimbursement. Benefits and eligibility may vary by location, role, and tenure. Learn more here: https://careers.icims.com/benefits
