Summary:The Account Executive will grow Venue customer base by prospecting and developing relationships within target accounts such as investment banks, private equity firms, law firms, accounting advisors and corporations. In this role, you will develop and execute a strategic territory plan to deliver maximum revenue potential and own the entire sales process from qualification to close.
Responsibilities:- Conduct daily prospecting and networking activities to develop strong relationships within target accounts such as investment banks, private equity firms, law firms, accounting advisors and corporations.
- Own the entire sales process from qualification to close.
- Develop and execute strategic territory plan to deliver maximum revenue potential.
- Establish a strong and consistent cadence of in-person meetings, organize networking events and attend conferences to improve brand and client exposure to the Venue product.
- Foster new relationships through outbound efforts and establish positive relationships with senior executives and decision-makers.
- Develop a discipline in how you plan and prioritize your time and focus to provide the highest yield from a large set of accounts.
- Collaborating/team-selling with financial print reps (GCMs) to leverage existing relationships and ensure that all appropriate Donnelley services are presented to target clients.
- Work closely and collaborate with Product, Marketing, Service Delivery, Business Development and both the Venue and GCM sales team to ensure client happiness by serving as the voice of the customer.
- Update Salesforce daily to track activity, client and product insights, account coverage and sales pipeline.
Qualifications:- Bachelor's degree or equivalent experience required
- 3+ years of sales experience in B2B software/technology-enabled sales or 3-5 years of meaningful financial services industry experience.
- Track record of navigating within large and mid-market organizations.
- Ability to develop senior-level relationships quickly and effectively to build groundswell within a company.
- Strong written, verbal and formal presentation (online and group product demos) skills required.
- Ability to effectively present solutions and overcome client objections.
- Proven negotiation and closing skills with an ability to adjust approach in order to fit different buyer motivators.
- Success within fast transactional sales cycles of exceeding sales quotas.
- Savvy with social selling techniques and channels such as LinkedIn.
- Ability to use insights and data-driven decisions in the sales process.
- Familiarity and knowledge of M&A, IPOs, Corporate Governance & Corporate Finance.
